SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. This is done to understand your buyers goals and objectives. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Sales enablement tools can’t get a cursory review.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Sales and Marketing Management

MARCH 11, 2019

Your marketing teams can use all of that to identify and target look-alike audiences, match email addresses to acquisition channels, and create collateral that is more likely to influence prospective customers. Overcoming pain points: Sales also has data about what went wrong during a sale: the pain points, objections, and stalls.

CRM 289

CRM Lead Rank Lead Scoring Data 289

SBI Growth

FEBRUARY 24, 2014

With this alignment, marketing collateral supports the sales efforts with one consistent message. What are their objectives and obstacles? At the same time, marketing collateral communicates the same benefits to this buyer audience. Blend the learnings from both groups into a better “story”. How do they measure success?

Sales Enablement 200

Sales Enablement Marketing Collateral Face-to-face 200

The Center for Sales Strategy

OCTOBER 20, 2020

Salespeople in different industries encounter different questions and objections, right? Your products and services may affect the minor details of objections, but Google the phrase ‘most common sales objections’ and you’ll find most sellers face the same objections from their leads.

Sales Process 138

Sales Process Collateral Face-to-face Objections 138

Keith Rosen

MAY 26, 2013

How many times do you follow up with a prospect who you’ve sent collateral material to only to find that they haven’t gotten around to reviewing it? Sending out a brochure does not overcome any objection. The irony is, the act of sending out material to a prospect actually creates an objection.

Collateral 133

Collateral Cold Calling Analysis Call-back 133

Anthony Iannarino

FEBRUARY 24, 2020

A lot of the sales literature on objections suggests that one should “overcome” them, providing the client with a reason to move forward despite their initial resistance. There is another view of objections that provides a more useful picture of a client’s initial resistance to agreeing to a commitment or a conversation.

Objections 94

Objections Collateral Lead Rank Lead Scoring 94

Zoominfo

AUGUST 8, 2024

For example, if increasing sales productivity is a major objective for your team and you’re hiring for a head of enablement, look for someone with experience in training toward shortening the sales cycle. Modern sales enablement platforms can help you manage sales enablement collateral and training lifecycles.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Understanding the Sales Force

JANUARY 18, 2013

At both Objective Management Group and Kurlan & Associates , one of my roles is to identify strategic partners. Whether the exposure and leads come from inbound, internal, outbound, print, internet, email, social sites, events, PR, collateral, or advertising, one thing remains constant. Not necessarily the biggest.

Insurance 206

Insurance Insurance Trade Show Collateral 206

Chorus.ai

JULY 28, 2020

Objection handling is tough. Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. Why Do Buyers Object?

Objections 104

Objections Case Study ROI Lead Rank 104

Allego

AUGUST 24, 2021

This means powering up content with relevant talk tracks, best practices, win stories, and SME knowledge that sellers need to handle objections, nurture prospects, and close deals. 2 Seller Training. 3 Product Launches & Rollouts. Sales enablement also supports launches and rollouts for new and existing products and services.

Sales Enablement 171

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

Braveheart Sales

JULY 29, 2021

Be prepared for routinely heard price objections! Identify the list of price objections that salespeople hear on a regular basis, and then prepare the most effective responses for diffusing those objections. Most simply hope their salespeople can do a good job of handling objections. A Price Objection FAQ.

Objections 76

Objections Face-to-face Collateral Call-back 76

Sales Hacker

DECEMBER 14, 2022

It provides sales teams with the latest product information, marketing collateral, and L&D, and is a one-stop shop for everything sales- and product-related. Sales enablement allows sales teams to understand products and services in greater detail than ever, along with questions and even objections. Objections. Collateral.

Sales Meeting 121

Sales Meeting Meeting Collateral Ideal Customer Profile 121

Nutshell

NOVEMBER 20, 2024

With it, you’ll have the information you need to make data-driven decisions related to your approach and objectives that could impact business growth. Determine your sales report objectives Defining the primary and secondary goals of your sales report and template is a critical step. Want even more tips for driving sales success?

Report 62

Report Examples How To Sales Forecasts 62

SBI

JUNE 26, 2018

Got lots of custom objects? Share and Track Sales Collateral: Use attachment tracking to determine high performing pieces of content and know when prospects read high converting pages. Day ~5: Kickoff call to establish mutual objectives. No problem, Cirrus Insight can handle the integration. Include available times in an email.

Top of Funnel 123

Top of Funnel Collateral SalesForce Prospecting 123

Mindtickle

NOVEMBER 24, 2024

With the right sales collateral, your sellers can effectively engage each buyer no matter where they are on their purchase journey. Sales collateral can take many forms from sell sheets and presentations to case studies and ebooks. What is sales collateral and why is it important? First things first: what is sales collateral?

Collateral 52

Collateral Top of Funnel Closing Case Study 52

Allego

SEPTEMBER 17, 2020

To master virtual selling, you need to differentiate yourself, nurture prospects, handle objections, and fight screen fatigue—all at the same time. The right technology solution enables sellers to do personalized outreach, record videos, manage content, and share collateral and videos with prospects. Facing 8 New Challenges.

Collateral 147

Collateral How To Video Face-to-face 147

Highspot

MARCH 24, 2025

Work on hosting regular skill development trainingonline and in personwhile providing easy, centralized access to updated content and sales collateral that aligns with your GTM strategy. Performance and Incentives Make sure compensation and incentives support GTM objectives to drive the right behaviors.

Lead Rank 52

Lead Rank Lead Scoring Incentive Incentives 52

Hubspot Sales

OCTOBER 4, 2019

We have standard measures of success that are directly related to the company’s overall objectives. Strongly Agree ; sales rep performance is measured in alignment with our sales process, and directly correlates to our company’s objective related to customer experience.

Pivotal 103

Pivotal Collateral Sales Enablement Scale 103

Allego

NOVEMBER 11, 2021

You can activate sales collateral with messaging, talk tracks, and win stories in an engaging video format to highlight the best use of the content, and recommend deal-specific content based on sales stage, competitors, and other factors. Activate Content. Make It Mobile. Go Virtual.

Revenue 128

Revenue Scale Collateral Harvest 128

Sales Training Connection

JUNE 29, 2012

We’ve heard lots of reasons posited like: “this product is great – it will sell itself if I just talk about …” or “my customers tell me they want to know everything about our new …” or “ if I am talking I know the customer will forget about hat objection.” And of course, there’s the old catchall, “nature abhors a vacuum.”

Face-to-face 127

Face-to-face Collateral Objections Training 127

Allego

JULY 21, 2022

Getting qualitative data on usage and quantitative feedback on whether collateral is succeeding. With a sales enablement platform, they can find the most recent competitor comparison to help handle objections. The ability to create, manage, and track sales and marketing collateral is the next pillar of sales enablement.

Sales Enablement 117

Sales Enablement Company Collateral Hiring 117

Janek Performance Group

NOVEMBER 13, 2024

Set Goals for the Kickoff : Make it clear what the purpose of the kickoff is, setting objectives such as skill development, product knowledge and team alignment. Include modules on negotiation , objection handling, closing techniques , and relationship-building. Sales Training—Is your team’s training still relevant?

Ideal Customer Profile 48

Ideal Customer Profile Demand Generation Targets Lead Rank Lead Scoring 48

Sales and Marketing Management

MARCH 1, 2021

They pick up lessons about how to pitch, answer objections, use marketing collateral and other aspects of selling for that product in that market, while gaining confidence in their abilities. Reps improve by seeing how their peers perform key tasks. With these methods, the lines between formal and informal learning are blurring.”.

SAP 177

SAP Face-to-face Hiring Exercises 177

Hubspot Sales

MAY 5, 2020

If all your reps are struggling to keep pace with your target average sales cycle length, then it's probably time to take an objective look at your operations. Marketing collateral usage. Hopefully, your marketing team is creating collateral that helps your reps move their prospects through the sales process. Image Source.

Analysis 142

Analysis Report Churn Collateral 142

Zoominfo

AUGUST 15, 2018

They’re invested in the company’s future, so be transparent about all corporate objectives, future projects, decisions, and changes. Messaging should be built into every sales call, every piece of marketing collateral, every new hire orientation, and so on. This vision statement should dictate all company decisions—from big to small.

B2B 157

B2B Social Media Hiring Collateral 157

Vengreso

JANUARY 10, 2025

This requires a keen insight into sales enablement roles, responsibilities, objectives, and metrics that together form a cohesive and high-performing system. Objectives Objectives within a sales enablement framework must be clearly defined and measurable. Its crucial to align your strategy with the broader business objectives.

Sales Enablement 66

Sales Enablement How To Webinar Metrics Objections 66

Sales Hacker

AUGUST 12, 2021

Essential collateral: buyer personas, deal milestone timelines. Essential collateral: plays or scripts with qualifying questions that round out the buying team. Essential collateral: email templates, marketing content, buyer personas, sales tech. Essential collateral: buyer personas and UVP. The average deal now has 5.8

Decision Maker 129

Decision Maker Buyer Persona Collateral Case Study 129

Sales and Marketing Management

NOVEMBER 16, 2020

By removing the pressure of a sales pitch, you can ask all the things you’d want to know in a sales situation, such as their reaction to pricing, buying objections and pain points. From the outset be clear that there won’t be a sales pitch involved, and stick to it; otherwise you compromise your credibility. Leave it alone.

Conversion 177

Conversion Customer Marketing Trade Show 177

Chorus.ai

DECEMBER 1, 2020

Objection handling is tough. Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. Why Do Buyers Object?

Objections 73

Objections Case Study ROI Lead Rank 73

Hubspot Sales

MAY 26, 2020

Additionally, some battle cards may be predominantly utilized internally for sales rep reference, while others are beneficial as prospect-facing collateral as comparison sheets. These are still sales collateral pieces, and while it’s important to be truthful, make sure your battle card doesn’t create more harm than good in the sales cycle.

Sales Process 119

Sales Process Collateral Comparison How To 119

Zoominfo

APRIL 26, 2018

The biggest challenges today’s salespeople face are establishing urgency (42%), getting in touch with prospects (37%), and overcoming price objections (35%) ( source ). Almost half of all deals are lost because of budget. 25% or marked closed-lost because of timing.

Hiring 197

Hiring Referrals Cold Calling B2B 197

Hubspot Sales

JULY 2, 2020

Define your video campaign objective. The broader category of your campaign objective is going to reflect a stage in the buyer's journey: awareness, consideration, or decision. Once you've established the general nature of your objective, you can start to hone in on more specific goals with definitive, quantifiable metrics.

LinkedIn 134

LinkedIn Video Cost Per Click Campaigns 134

Sales Hacker

JUNE 1, 2022

Make the most of your sales collateral. After securing a meeting with a qualified prospect, use your sales collateral to make the case for your solution. A visual brand identity managed consistently across multiple pieces of sales collateral demonstrates professionalism and will make your engagements with the buyer more memorable.

Buyer 112

Buyer Collateral Case Study Follow-up 112

Sales Hacker

NOVEMBER 16, 2023

Read out Findings: Read out your findings to the entire go-to-market team, and share relevant collateral around the specific aims and objectives of your buying committee members. Depending on the specific personae involved in your buying committees, different emphases will be placed on different types of collateral.

Ideal Customer Profile 120

Ideal Customer Profile Collateral Forecasting Face-to-face 120

Allego

FEBRUARY 13, 2020

The videos showed the salesperson talking about how the sale evolved, how he or she moved the client to a decision of ‘Yes’, any helpful collateral, and how they used the competitive landscape in our favor. Handling Objections. Another way video improved our team’s performance was by preparing them to handle objections.

Face-to-face 115

Face-to-face Channels How To Collateral 115

Zoominfo

JULY 12, 2021

Reduce onboarding ramp time As your sales reps jump into a selling space and tackle stakeholders’ questions and objections, the better prepared they are, the more likely they are to lead a successful call. They’ll also know how sales addressed the customer’s questions and objections throughout the buying process.

Face-to-face 130

Face-to-face Intent Data GoldMine Lead Rank 130

Sales Training Connection

SEPTEMBER 15, 2013

We’ve heard lots of reasons posited like: “this product is great – it will sell itself if I just talk about …” or “my customers tell me they want to know everything about our new …” or “ if I am talking I know the customer will forget about hat objection.” And of course, there’s the old catchall, “nature abhors a vacuum.”

Collateral 101

Collateral Training Objections Positioning 101