Remove Collateral Remove Marketing Remove Solutions Selling
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Remembering the past

Sales 2.0

No attempt to set a meeting with the clients to discuss business improvement, be consultative, or do any solution selling. Most of us that study Go To Market motions (or whatever jargon you prefer) would consider two calls and two emails a pretty light effort to sell an account. I will let you know.

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How to Build a Sales Enablement Training Program

Highspot

It’s often too difficult due to a lack of clear goals, limited resources, and misalignment between sales, training, and marketing efforts. It’s typically a cross-functional initiative between sales and marketing. So, why the hesitation? What Does Sales Enablement Training Include?

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Six Mobile Apps for Igniting Sales

SBI

Online Marketing Materials. Use a content delivery tool that makes it possible to send electronic product collateral within seconds of entering the prospect’s information, automatically. Then there is this… product collateral requests are objective evidence of prospect interactions and appointments. Online presentations.

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The Top 52 Sales Books Every Sales Pro Should Read

Gong.io

It wasn’t until I graduated from my “tour of duty” in sales and moved on to run product marketing that I read this book. This is another sales book that’s less a book about selling skills and more a book about both product marketing and sales management. The New Solution Selling. This is one of those few.

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The Only Sales Process Guide You'll Ever Need

Chorus.ai

Some examples include: Assess that there’s actually a need and the customer is qualified to buy Educate the customer and prove value Agree on a solution, including pricing, timeline, deliverables and KPIs Complete a contract It’s adaptable. Do your market research. Sales Collateral to Give: Case Study CRM & Internal Touchpoints.

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The Complete Guide to Closing More Deals Using Consultative Selling

Mindtickle

They may have also shared generic collateral with you covering information you already uncovered on your own. Solution selling vs. consultative selling: how they differ Consultative selling is a vastly different approach from traditional selling and requires a different set of selling skills.

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CFOs Take More Control: Frugalnomics in Full Effect

The ROI Guy

This includes more CFO involvement in key decision making, including helping to set business strategy, deciding where to invest capital and even looking at product mix and go-to-market strategies. now finds herself at marketing meetings. Nancy Cooper, finance chief of software developer CA Technologies, based in Islandia, N.Y.,