Close

MAY 19, 2021

Sales collateral enables you to create content and resources that connect your prospects with your brand and help speed up the sales process. In today’s competitive market, you need to rely on a variety of approaches to ensure you have a competitive edge.

Collateral 52

Collateral Competition Resources Sales Process 52

SBI

MAY 23, 2021

SalesTech Video Review: Simple Content Organizer for Sending Links, Files and Video to prospects. Flipdeck tackles two hassles salespeople deal with every day, gathering the information to send each prospect and adding attachments and links to an email one-by-one. You have the content you need.

Video 129

Video Prospecting Collateral Proposal 129

Highspot

APRIL 17, 2020

When created and delivered properly, sales collateral produced by product marketing is highly visible, widely adopted, and produces quantifiable results in the form of win rate increases. Three types of collateral in particular are especially valuable in helping salespeople improve their odds of winning deals. Save your spot.

Collateral 52

Collateral Case Study Marketing Guidelines 52

DocSend

JUNE 3, 2020

How many times have you chased down an email open only to find out a prospect isn’t actually interested? We’ve all done it before: We’ve followed up with a prospect after they open our email, maybe even several times. How to go beyond email opens to measure prospect engagement. Tracking email opens is an important first step.

Collateral 90

Collateral Prospecting Decision Maker Follow-up 90

Highspot

APRIL 2, 2019

The best sellers use tailored sales collateral — materials developed by their business to support the sales process — to engage prospects at the right time with the right information to close deals faster. Today’s most effective collateral bears little resemblance to the jargon-heavy brochures of years past.

Collateral 40

Collateral Case Study How To Buyer Persona 40

Sales Result

AUGUST 17, 2017

The most effective prospect-facing collateral is the result of collaborative sales and marketing teams. While the marketing team is responsible for the development and design of sales collateral, it is marginally effective if it doesn’t incorporate the needs and goals of the sales team.

Collateral 45

Collateral Margin Sales Marketing 45

The Science and Art of Selling

JULY 7, 2014

With that set of unfavorable qualities, how does a sales person even know if the prospect is even engaged from the get-go and figure out where they are in the sales process? But now, owing to increasingly sophisticated tracking technology for email and sales collateral, sales people can now readily control and monitor buyer behavior.

Collateral 59

Collateral Analytics Prospecting Proposal 59

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. Most materials provided to salespeople or made available for buyers directly is geared towards one type of prospect. But the vast majority of salespeople I meet admit that they need to sell to other prospects as well.

Buyer 277

Buyer Collateral Harvest Quota 277

SBI

JUNE 26, 2018

Sales teams that integrate Cirrus into their workflow see faster conversion of prospects into customers. Accelerate Direct Engagement With Prospects: Schedule and confirm meetings with just an email. Opportunity Cost of Lost Sales: Reduction of missed connections due to lack of follow-up with prospects.

Top of Funnel 123

Top of Funnel Collateral SalesForce Prospecting 123

Janek Performance Group

MARCH 16, 2022

They don’t waste time selling to prospects who are not ready to buy. Instead, they have a system to identify the highest value prospects in their pipeline and invest their time with those that are most likely to close. Sales leaders do not want their sales reps wasting their time calling low likelihood prospects.

Lead Rank 62

Lead Rank Lead Scoring Sales Qualified Lead Leads 62

Zoominfo

APRIL 23, 2020

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? JUST KIDDING.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

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? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Zoominfo

NOVEMBER 20, 2019

The best way to create the kind of value proposition your prospect is looking for is by addressing a need. And that’s not what your prospect is looking for. The first is making the problem real and vivid in the prospect’s mind. Let’s talk about what value is – and what value isn’t. 300,000 minus $30,000). That’s not value.

B2B 187

B2B Prospecting Case Study Scale 187

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

BuzzBoard

JUNE 24, 2024

Sales enablement tools can help you get these insights, which in turn will enable your team to design hyper-personalized sales presentations and marketing collateral. Hyper-personalization has established its value as a technique that allows sales representatives to interact with prospective customers in a more intimate and engaging way.

Data 52

Data Collateral Sales Enablement Demographics 52

Allego

AUGUST 11, 2021

What buyers don’t want is to comb through their inboxes looking for scattered bits and pieces of marketing collateral—or for multiple emails from sales reps or colleagues regarding prospective purchases. Prospects engage with your content because you offer a product or service that they’re interested in buying.

Buyer 134

Buyer Top of Funnel Collateral B2C 134

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Partners in Excellence

MAY 13, 2024

We have tools that improve our productivity in generating emails, making calls, outreach to prospects. As much as I hated CRM, using it freed up time for me to spend with customers and prospects. Others freed up time, so I could take on collateral responsibilities to further my professional development.

Sage 127

Sage Collateral Proposal Maximizer 127

Janek Performance Group

JULY 15, 2022

When a sales rep asks us point-blank, ”What is the best way to follow-up with a prospect that goes silent?“ In this article, we will explore why prospects go silent, ways to handle it, and most importantly, solutions to help prevent being on the receiving end of the silent treatment. . Why Prospects Go Silent.

Prospecting 62

Prospecting Sales Cycle Benefit Call-back 62

DiscoverOrg Sales

MAY 7, 2019

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? JUST KIDDING. Department.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

DiscoverOrg Sales

JUNE 19, 2018

To improve quality of marketing leads, here are three key pieces of information sales must share with the marketing team: Raw feedback from customers and prospects. Sales professionals have access – in between your cold calls and rejections – to priceless data that other teams do not: raw feedback from real life prospects.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

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

DocSend

JUNE 21, 2022

Identifying warm leads, building meaningful prospect relationships , and managing sales processes can be a lot more challenging in virtual environments than in-person settings. DocSend’s Zapier integration lets reps build automations between the tools they use most – keeping them in the know whenever a prospect has viewed their link. .

Closing 88

Closing Scale Collateral Top of Funnel 88

The Center for Sales Strategy

OCTOBER 20, 2020

Whether it’s price objections, the prospect isn’t interested, or “now isn’t a good time,” sellers often encounter the same types of questions and objections during the sales process. Sales enablement resources help them anticipate and overcome these objections.

Sales Process 138

Sales Process Collateral Face-to-face Objections 138

DocSend

MAY 17, 2022

Tools like these are most effective when the sales process doesn’t vary much and reps simply need a place to keep all selling collateral up-to-date and organized. It gives reps the insight needed to make more informed decisions and uniquely manage each deal based on how that specific prospect is engaging.

Negotiation 98

Negotiation Tools Collateral Hiring 98

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. For example, a playbook could be based on industries, roles and stages of the prospect.

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

Zoominfo

NOVEMBER 20, 2019

The best way to create the kind of value proposition your prospect is looking for is by addressing a need. And that’s not what your prospect is looking for. The first is making the problem real and vivid in the prospect’s mind. Let’s talk about what value is – and what value isn’t. 300,000 minus $30,000). That’s not value.

B2B 100

B2B Prospecting Case Study Scale 100

Zoominfo

OCTOBER 20, 2023

And email sequences are an excellent way of demonstrating the value you can deliver for prospects. With a multi-step email prospecting motion, you can craft messaging that appeals to specific customer pain points, showcase several different use cases of your products or services, and invite engagement in multiple ways. Our pro tip?

Scale 130

Scale How To Buyer Intent Intent Data 130

Allego

MARCH 27, 2023

Read on to see why we’re “drinking our own champagne” and how agile content can help sellers improve everything from social selling to prospecting to digital sales rooms and more. Seller to Seller Learning Traditional learning content and sales collateral takes weeks or months to create.

Collateral 118

Collateral Sales Enablement Social Selling Quota 118

Mindtickle

JULY 24, 2024

It offers instant access to sales training and collateral. Sellers can instantly respond to prospects’ questions by sharing relevant sales collateral in real-time. This capability enhances the overall customer experience by ensuring prospects receive the right information at the right time, accelerating the sales cycle.

Closing 52

Closing Collateral Top of Funnel Sales Enablement 52

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 125

Decision Maker Buyer Persona Collateral Case Study 125

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

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. Collateral. Make sure your team has all the collateral that they need in one place. Why sales enablement matters. Selling has historically been an inefficient activity.

Sales Meeting 95

Sales Meeting Meeting Collateral Ideal Customer Profile 95

Sales Hacker

JUNE 1, 2022

Read: How to Personalize Your Prospecting Email and Get More Opens (Templates Inside!). Bonus: Study “ first principles thinking ” to learn how to get to the root of a prospect’s pain points without taking any of their time to ask about it. Make the most of your sales collateral. Personalization shouldn’t end with outreach.

Buyer 96

Buyer Collateral Case Study Follow-up 96

Zoominfo

AUGUST 23, 2023

To do this right, we knew that we needed a deep understanding of our prospects and customers. The survey results informed all of our new messaging and will influence every piece of collateral we create, brand-related and otherwise. These pillars will influence all of our external marketing collateral.

Campaigns 130

Campaigns Collateral Intent Signal B2C 130

SBI

SEPTEMBER 23, 2021

Perfectly organized collateral has become more important than before. As an example, file views metric allows content curators to understand which collateral is consumed by the sales team during the sales conversations as well as pre-call planning sessions. These sales teams also share much more collateral than before.

Collateral 87

Collateral Face-to-face Sales Enablement Trade Show 87

Pipeliner

OCTOBER 30, 2024

The more tailored your message, the more your audience will feel connected and understood—which ultimately helps foster trust and moves prospects further down the sales funnel. This level of personalization makes your podcast an invaluable resource, increasing listener loyalty and engagement.

Top of Funnel 104

Top of Funnel Strategy Lead Rank Lead Scoring 104