SBI Growth

AUGUST 28, 2013

They set the organization up to hit their objectives now. Reps that have optimized their social brand and shared relevant content are connecting with prospects. Keeping key collateral and processes in the system will get them used to the platform. Here are 5 key takeaways that made this training a success. Gamify the training.

Training 300

Training Sales Management Hiring Social Selling 300

SBI

JUNE 26, 2018

Sales teams that integrate Cirrus into their workflow see faster conversion of prospects into customers. Got lots of custom objects? Accelerate Direct Engagement With Prospects: Schedule and confirm meetings with just an email. Day ~5: Kickoff call to establish mutual objectives. Include available times in an email.

Top of Funnel 123

Top of Funnel Collateral SalesForce Prospecting 123

Keith Rosen

MAY 26, 2013

Are you spending a lot of time following up with prospects to see if they have received the information you sent them? Learn why the hasty and untimely use of brochures and other marketing material can easily spoil even the best prospecting efforts. Marty was well into his conversation with a prospect that he cold called minutes ago.

Collateral 133

Collateral Cold Calling Analysis Call-back 133

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

Allego

AUGUST 24, 2021

But it’s not enough to simply make assets available, sellers must know how and when to use these resources to deliver maximum impact to their prospects. 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.

Sales Enablement 171

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

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. Deborah Penta.

Insurance 206

Insurance Insurance Trade Show Collateral 206

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 Scoring Lead Rank 94

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

SEPTEMBER 17, 2020

For everyone used to sitting down with a prospect, it’s new territory. You communicate, collaborate, and connect with prospects via desktop, laptop, tablet, or mobile phone. To master virtual selling, you need to differentiate yourself, nurture prospects, handle objections, and fight screen fatigue—all at the same time.

Collateral 147

Collateral How To Video Face-to-face 147

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. Conversion rate report The conversion rate report measures the effectiveness of your sales team’s ability to convert prospects into leads and leads into customers.

Report 62

Report Examples How To Sales Forecasts 62

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 122

Sales Meeting Meeting Collateral Ideal Customer Profile 122

Hubspot Sales

MAY 5, 2020

Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. When it comes down to it, those are the only reasons prospects actually need reps. Marketing collateral usage. Knowledge is power. And as a sales leader, you already know this.

Analysis 142

Analysis Report Churn Collateral 142

Zoominfo

APRIL 26, 2018

Other selling tasks include prospecting, administrative work, data entry, market research, etc. The most popular sales tools include CRM, social prospecting, data and list services, email engagement, phone, and sales cadence ( source ). It takes an average of 8 cold call attempts to reach a prospect ( source ).

Hiring 197

Hiring Referrals Cold Calling B2B 197

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. Sellers must share the right content at the right time with the right prospects.

Collateral 52

Collateral Top of Funnel Closing Case Study 52

Allego

JULY 21, 2022

They must be proactive in finding prospects, nurturing digital buyers, and winning sales. Getting qualitative data on usage and quantitative feedback on whether collateral is succeeding. Connecting sellers, managers, and subject matter experts (SMEs) with prospects and buyers. To do that, however, they need help.

Sales Enablement 117

Sales Enablement Company Collateral Hiring 117

Hubspot Sales

JUNE 27, 2018

Even if some prospects do read the email, few bother to respond. However, a well-crafted prospecting email is a powerful weapon in any salesperson's arsenal. I used seven principles to take a prospecting email from bad to great, and raised my response rate from 1% to 14% in the process. Email 2: The After.

Prospecting 112

Prospecting Scale Ideal Customer Profile Collateral 112

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

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. Email velocity (measuring the rate of messages sent between prospects and your sales reps) is an especially potent leading indicator. How to prep and empower your team.

Decision Maker 130

Decision Maker Buyer Persona Collateral Case Study 130

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 Scoring 52

Lead Scoring Lead Rank Incentives Incentive 52

Hubspot Sales

MAY 26, 2020

Other times, you’re not — and it’s better that both you and your prospects are aware of those shortcomings. Additionally, some battle cards may be predominantly utilized internally for sales rep reference, while others are beneficial as prospect-facing collateral as comparison sheets. Download this Template. Do Your Research.

Sales Process 119

Sales Process Collateral Comparison How To 119

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

Hubspot Sales

MAY 7, 2020

At the same time, your sales time is not feeling the effects of their efforts and are spending more time prospecting when they should be closing. Sales development is the process of warming up leads or prospects and readying them for the eventual buying decision. A complete sales process includes the following steps: Prospecting.

Lead Rank 132

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Scoring 132

Sales and Marketing Management

NOVEMBER 16, 2020

This includes prospects and people who aren’t in a buying cycle for your product but who may share common attributes with your customer base. 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.

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

JULY 2, 2020

LinkedIn videos can reach prospects, current customers, executives, decision-makers, and followers interested in your company. 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. Image Source: HubSpot.

LinkedIn 134

LinkedIn Video Cost Per Click Campaigns 134

Highspot

NOVEMBER 24, 2024

This, in turn, supports your business in achieving its objectives and staying ahead of the curve. For instance, training teaches salespeople to pitch a product, ask better questions, or handle objections, while enablement ensures they can access customer data or case studies to support their pitch.

Sales Enablement 52

Sales Enablement Training Top of Funnel How To 52

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Most notably, 83 percent of B2B leaders believe switching to digital omnichannel buying environments proved effective for reaching prospects and securing new business.

Face-to-face 130

Face-to-face Intent Data GoldMine Lead Scoring 130

The Pipeline

APRIL 15, 2011

Recent research by Demand Gen Report found that, “…58 percent of B2B marketers believe the role of a marketer ‘never ends’ even when the lead has been transitioned to sales…” Marketing automation helps marketers add value to buyer relationships even after those prospects have begun to interact with salespeople. Objection Handling.

Manticore 217

Manticore Pipeline Marketing Lead Scoring 217

Crunchbase

APRIL 8, 2022

It can mean different things for different companies, but it often involves content including whitepapers, pitch decks, case studies and emails (aka anything that helps the sales team educate and nurture prospective clients). If both teams are working toward different objectives, sales enablement content is unlikely to work.

Sales Enablement 105

Sales Enablement Closing Case Study Collateral 105

MTD Sales Training

JUNE 25, 2018

Here are a few: Generating Business: This often includes prospecting and marketing to get business to see you as a viable option for their needs and wants. Connecting and Positioning: This is the initial contact and connection with a prospect or customer to see if there’s a common goal you can both achieve. 3) Discovering.

Sales Process 120

Sales Process How To Collateral Webinar Metrics 120

HeavyHitter Sales

MARCH 22, 2012

As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. Therefore, it is much more comfortable for the prospect to say something they think you want to hear than the actual truth.    For a moment, let’s put ourselves in the position of the customer.

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Allego

NOVEMBER 2, 2021

They strive to provide salespeople with the resources they need to keep prospects moving through each stage of the process. Conversely, product marketers can access recorded videos of sellers practicing and seeking feedback on new messaging, as well as footage of real-life prospect interactions. Product marketers know what’s at stake.

Closing 125

Closing Strategy Video Collateral 125

Sales Hacker

MAY 24, 2020

Overcoming Objections. We like to keep things short and sweet and also reference collateral the prospect has received from us. If you put too much information in the introduction, it will overwhelm the prospect. It’s in these early moments of the call that the prospect will decide whether they’re interested or not.

Cold Calling 126

Cold Calling Examples How To Sales Qualified Lead 126

SBI

FEBRUARY 26, 2013

Think too, about what happens when your prospect asks, “Can you just leave me some materials?” Use a content delivery tool that makes it possible to send electronic product collateral within seconds of entering the prospect’s information, automatically. This presents a couple of problems. Online presentations.

Collateral 115

Collateral Revelation Trends CRM 115

Allego

AUGUST 2, 2022

Which learning content or external collateral pieces are moving the needle? > Rep call performance: rep-to-prospect speech. > > Prospect engagement: pain point and objection patterns. Sales enablement intelligence harnesses your sales analytics to pinpoint specific objectives.

Lead Scoring 118

Lead Scoring Lead Rank Sales Enablement ROI 118

Keith Rosen

OCTOBER 7, 2010

Developing an email template compelling enough to elicit a response from a prospect is hard enough. What compounds this challenge are spam filters, firewalls and a slew of other devices that channel our innocent solicitation into the prospect’s spam folder or worse, the trash; never to find its way to the inbox of our targeted prospect.

Campaigns 67

Campaigns Prospecting Collateral Cold Calling 67

Sales Hacker

NOVEMBER 7, 2017

You’ll need to know this, or find it out quickly, because it’s an important aspect of smashing the status quo and overcoming the objection — and that’s the crux of how you make a B2B sale. Tailoring your message already starts in lead generation (cold calling, email prospecting). Objection Handling. That is not the reality!

Ideal Customer Profile 108

Ideal Customer Profile Outbound Sales Qualified Lead Face-to-face 108