Sales and Marketing Management

APRIL 1, 2020

By optimizing messaging, collateral and communication through effective sales enablement, sellers can better communicate the differentiating value of your new solution, showcase marketplace positioning and properly advise prospects. 1 barrier to success for a new product launch is a lack of preparation in the go-to-market and sales launch.

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

Highspot

JANUARY 28, 2024

This underscores the influence of sales collateral, ranging from traditional brochures to dynamic digital content like blogs and videos, in steering potential customers through their buying journey. This guide shares the importance of sales collateral, who is responsible, and how to use it to seal the deal. What Is a Sales Collateral?

Collateral 96

Collateral Top of Funnel How To Distribution 96

The Pipeline

JULY 30, 2019

I’d like you to take a look at the marketing material or collateral you use to prospect and sell. For many, you will find one piece or set aimed at your market. As a result, most organizations’ collateral is aimed at that Active Buyer, boldly traversing 57% of their journey before succumbing to a salesperson.

Buyer 277

Buyer Collateral Harvest Quota 277

SBI Growth

FEBRUARY 13, 2014

Then download this tool here. Simply put, a Sales Playbook is the marrying of your sales process and content/tools. Package sales/marketing content intelligently and intuitively. Use sales tools to guide the sales team through the selling process. The content is sales collateral aimed at the customer.

Hiring 296

Hiring Collateral Ideal Customer Profile Sales Enablement 296

SBI Growth

NOVEMBER 19, 2013

It starts with the Marketing departments buyer centered marketing strategy. They can then locate the right marketing collateral needed assist in the buying process. Download my toolkit below that includes a Buyer Persona Assessment Tool.). Generally, marketing teams struggle with producing content.

Outsourcing Services 317

Outsourcing Services Buyer Persona Infusion Exercises 317

DiscoverOrg Sales

DECEMBER 4, 2017

What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. “Changing the perspective within your organization is key … it’s not about aligning sales and marketing to each other, but aligning and integrating them both with the customer’s journey.”

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

JULY 30, 2013

Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes. Are your marketing campaigns generating the desired return on marketing spend? Marketers need to "feel the pain" of the sales team.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Product Marketing.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Sales and Marketing Management

MARCH 11, 2019

Author: Tessa Burg In a perfect world, your sales team and your marketing team work side by side to find and close customers. In the real world, however, less than half of companies believe their sales and marketing teams are in any sort of alignment at all. CRM Data that Improves Marketing. Prioritize your goals.

CRM 289

CRM Lead Rank Lead Scoring Data 289

The Pipeline

JUNE 25, 2020

I remember when clients started giving reps iPads, loaded them up with collateral, and turned to market and announced, “We are Digital!” They urge leaders to equip reps with digital tools, and the example they give is Skype or WebEx. I didn’t see any new tools introduced. Use Your Head Not Your Hands.

Sage 288

Sage Real Estate Skype Collateral 288

SBI Growth

AUGUST 28, 2013

This One-on-One Coaching Tool was customized by sales managers facilitating the training. You will receive the tool by signing up for this year''s Annual Research tour here. Each SM completed readings, quizzes and brought examples from their market. Your CRM system is no longer a recommended tool. Train on Social Selling.

Training 300

Training Sales Management Hiring Social Selling 300

Sales and Marketing Management

NOVEMBER 17, 2019

Having the tools to help you sell is definitely a boon for any small sales team — as long as the tools work well together. The difference between an integrated technology stack and one that requires you to continually re-input data and come in and out of tools that require different logins or even different devices is huge.

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230

Sales and Marketing Management

JULY 13, 2020

Rethink Sales Collateral. The best tools of the trade are often physical pieces which are generally shared from person to person. If you choose to mail out swatches, designate one person in the office to interact with these hard to clean items to keep both the physical collateral and shipping materials free from contaminants.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

Hubspot Sales

NOVEMBER 22, 2024

Before starting my career in marketing, I worked in business development. It's no wonder, then, that many folks turn to tools like HubSpot AI to streamline their cold outreach processes. For a start, these AI sales tools can help you quickly draft and personalize prospecting emails. Even as an AI skeptic, I was impressed.

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

Allego

MARCH 21, 2023

In fact, recent research highlights two critical problems with traditional sales content management systems: Conventional technologies reinforce the divide between those who create and manage sales content (marketing and sales enablement) and those who use it (sales reps). The solution? Modern sales content management platforms.

System 118

System Tools Collateral Video 118

SBI Growth

JANUARY 7, 2019

The Marketing function has created the necessary collateral to. Your organization is ready to launch your brand new product going into the new year. The Product organization has done all the pre-launch planning correctly.

Forecasting 180

Forecasting Collateral Marketing System 180

Pipeliner

NOVEMBER 1, 2024

In the fast-evolving landscape of content marketing and sales, podcasting has become a powerful medium for brand visibility and audience engagement. Platforms like Spotify and Apple Podcasts use sophisticated AI algorithms to recommend content based on user behavior—something sales teams can capitalize on for a new SEO and marketing edge.

Strategy 98

Strategy Demographics Segment Collateral 98

Hubspot Sales

JANUARY 28, 2020

In short, they provide tools and features to help turn interested prospects into paying customers. The HubSpot Growth Platform’s tools provide some of the most effective ways to construct and maintain a healthy, functional sales process that can deliver the results your business needs. HubSpot Growth Platform. Image Source: PlusThis.

Top of Funnel 121

Top of Funnel Funnel Software Software 121

Hubspot Sales

OCTOBER 8, 2019

Approaching a task armed with the tools, systems, and knowledge you need just feels better than walking in unprepared. Research found organizations that use sales enablement tools experience 25% less turnover than those who don’t. Here are 70 of the best sales enablement tools that will help your team perform at the highest level.

Sales Enablement 109

Sales Enablement Tools Top of Funnel Collateral 109

DiscoverOrg Sales

MAY 30, 2018

Sales and marketing event season just ended. Account-Based Marketing orchestration – sure, that sounds great,” you may think. But I’m doing the job of demand generation, AND customer marketing, AND product marketing, AND the sales development team … with a bare minimum of tools to make that all happen!”.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270

Hubspot Sales

AUGUST 31, 2023

With hundreds of AI sales tools in the market, picking the right ones for your tech stack can be confusing and daunting. To help you out, we’ve handpicked the top 10 AI tools for sales teams. We’ve also listed the top use cases of AI sales tools, along with a few best practices to help you get the most out of them.

Tools 119

Tools Lead Rank Sales Goal Lead Scoring 119

Allego

JANUARY 12, 2023

Marketing creates content. Sales is annoyed, while marketing is frustrated—maybe even a little sad. “It’s a common problem: The marketing team creates content for sales, but sellers don’t use it. What Motivates Sellers to Use Marketing Content. It’s a tale as old as time. Sales ignores the content.

Collateral 106

Collateral Marketing Report Motivation 106

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? Search less. Close more.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Sales and Marketing Management

FEBRUARY 22, 2019

While 68 percent of B2B companies provide presentation templates to direct sellers, only 48 percent provide the same collateral to their indirect or partner sellers. For example, it should have tools that provide easy access to data and analytics both online and offline. times lower rates than direct sellers.

Sales Technology 218

Sales Technology B2B Sales Enablement Enterprise 218

Allego

MARCH 7, 2023

Product marketers play a critical role in any company’s success. They’re conduits of information and the connective tissue between product developers, the marketing team, and the sales force. If you’re tired just reading that list, imagine how product marketers feel. 3 Habits of Highly Effective Product Marketers 1.

Marketing 115

Marketing Sales Enablement Collateral Microsoft 115

Zoominfo

NOVEMBER 20, 2023

Prompted by predictions of massive economic impact and the disruption of multiple industries, professionals in many fields are assessing how this new breed of AI tools will complement and complicate their working lives. Marketers are definitely at the forefront of experimenting with GenAI. What Does this Mean for Marketers?

Data 130

Data Lead Rank Scale Marketing 130

SBI

OCTOBER 28, 2020

Mediafly Acquires Presentify to Transform Marketing and Sales Content. To get the most out of a sales enablement platform, sales and marketing teams must transform ordinary content that is static and boring to extraordinary stories that visually stand-out.

Marketing 120

Marketing Sales Enablement Collateral Buyer 120

Sales Hacker

MARCH 18, 2025

Prior to Mutiny, Jaleh was the Head of Marketing and Business Development at Gusto, where she grew the company from 500 to 50,000 customers over 4 years. She was the Director of Product Marketing at VMware prior to Gusto. 16:30 The biggest AI mistakes in sales and marketing. what you can do with LLMs is absolutely remarkable.

Marketing 66

Marketing Scale Case Study Lead Rank 66

Hubspot Sales

MARCH 3, 2022

Sales and marketing automation tools obviously suit sales and marketing teams, respectively — but that doesn't mean that the utility of those kinds of resources is siloed by department. The value of sales and marketing automation rests on your resources' ability to provide mutually beneficial intel between departments.

Benefit 105

Benefit Top of Funnel Lead Rank Lead Scoring 105

SBI

MAY 17, 2018

John: Seismic is an enterprise-grade sales and marketing enablement solution. Seismic centralizing all sales collateral into one area, and then automatically distributes it to other tools where sellers spend most of their time, such as in their CRM, their email client, or their mobile device.

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

Nutshell

NOVEMBER 20, 2024

Here are the core sales report types you should be familiar with: Sales pipeline report Conversion rate report Customer churn report Sales forecast report Deals won and lost report Average deal size report Average sales cycle length report Sales call report Marketing collateral usage report Lead response time report Revenue report 1.

Report 62

Report Examples How To Sales Forecasts 62

Highspot

MARCH 24, 2025

Key Takeaways GTM operational excellence improves efficiency, aligns sales and marketing operations, and enables your teams to close complex deals faster. It creates a culture of continuous improvement so marketing, customer success, and sales teams can work in sync and maximize efficiency at every stage of the buyer journey.

Lead Rank 52

Lead Rank Lead Scoring Incentive Incentives 52

Allego

AUGUST 24, 2021

It falls on marketers to support their teams while ensuring salespeople are armed with content that captures buyer attention and closes deals. As a CMO or product marketer, the ball is in your court for how well your company handles market pressures. B2B deals are high-cost, span multiple touchpoints, and take months to close.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

Allego

SEPTEMBER 17, 2020

Live video conferencing tools can only take you so far. The right technology solution enables sellers to do personalized outreach, record videos, manage content, and share collateral and videos with prospects. Tracking activity on this collateral allows you to understand engagement and buying intent for every prospect.

Collateral 147

Collateral How To Video Face-to-face 147

Zoominfo

JULY 18, 2022

Unlike social media marketing where companies target specific audiences — think expecting parents interested in nursery items — social selling focuses on nurturing one-to-one relationships with business leaders and prospects. Top 10 Social Selling Tools 1. It even recommends the best pieces to share with clients and prospects.

Social Selling 100

Social Selling Tools Social Media Lead Scoring 100

DiscoverOrg Sales

NOVEMBER 13, 2017

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes. This is Part 2. … It’s not magic (sorry). Intent data.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

Allego

NOVEMBER 11, 2021

If you’re like most marketers, you’ve got a full production calendar of sales content, solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. Marketers like you face three big challenges: 1. But if you support a sales team, you’ve got a lot on your plate.

Revenue 128

Revenue Scale Collateral Harvest 128