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

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

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 ). 30%-50% of sales go to the vendor that responds first ( source ). Technology and Process.

Hiring 197

Hiring Referrals Cold Calling B2B 197

HeavyHitter Sales

MARCH 22, 2012

As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. Each vendor, most likely, has equally talented, friendly, and professional salespeople who come to your office. Given that, how will you behave with each vendor? Will you tell each one the truth?

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

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. You can then have a deliberate, thoughtful approach to prospecting into those accounts and contacts. When and where your prospect wants to buy.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

SBI

JULY 30, 2013

In Sales, we refer to the most productive tasks—communicating with prospects and customers—as ‘selling’ tasks. The answer is that much of what salespeople do when they aren’t talking with prospects and customers are none-the-less, necessary to close a deal. Are they still carrying around loads of product collateral?

Sales Process 131

Sales Process Transportation Collateral Cold Calling 131

SBI

AUGUST 20, 2013

KnowledgeTree’s current messaging on their home page says this: “KnowledgeTree helps companies discover and use the best collateral for any sales situation. Sales people get relevant content that resonates with prospects and customers. KnowledgeTree helps salespeople discover and use the best collateral for any sales situation.

Collateral 127

Collateral Software Software Benefit 127

SBI

MAY 14, 2014

The solutions also provide real-time insight into sales performance and process adherence, collateral usage, coaching, and multimedia engagement and mobile capabilities. With our applications, reps are able to have the right conversations at the right time using prescribed collateral that has been proven to be effective.

Up-Sell 123

Up-Sell Revenue Collateral Closing 123

Allego

DECEMBER 22, 2022

In addition, Gartner analysts in the 2022 Gartner Market Guide for Revenue Enablement Platforms say it’s important that the “vendor and/or its partner ecosystem be able to support additional capabilities for your organization, such as a connection to forecasting or other sales execution motions.”. Manage Sales Content and Data Wisely.

Sales Enablement 117

Sales Enablement Vendor Collateral Report 117

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. Prospecting. Not really.

Manticore 217

Manticore Pipeline Marketing Lead Scoring 217

SBI

JUNE 23, 2020

Sellers also face additional barriers to productivity when there’s less contact with prospects, colleagues, and their industry. When sellers don’t have the luxury of brainstorming with colleagues in the office or getting quick tips as they head out to meet with a prospect, you need to beef up opportunities for collaboration in other ways.

Hiring 143

Hiring Scale Face-to-face Collateral 143

SBI

JULY 7, 2020

So if we want to build long-term value and relationships with our target prospects(and who doesn’t?) Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. Then ask yourself: what impression would this make on me if I was sent it as a prospective customer?

Collateral 139

Collateral Consumer Research Exact 139

Allego

AUGUST 18, 2022

Or they can pull up a key piece of collateral to use, accompanied by an explainer from an expert on how to use it properly. It means your sales rep can work with their manager, peers, or trusted internal experts to develop the best solutions for my prospect. You Need a Holistic Sales Enablement Platform.

Sales Enablement 118

Sales Enablement Vendor ROI Collateral 118

Hubspot Sales

JULY 29, 2022

It’s a data escrow service that finds overlapping customers and prospects with your partners, while keeping the rest of your data private and secure, which lets you know right off the bat if a partnership is worth pursuing. Best for: Companies onboarding many partners at a time who want all partner collateral and data available in one place.

Scale 122

Scale Hubspot Referrals Top of Funnel 122

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

Zoominfo

AUGUST 24, 2021

It’s the very thing you need between your sales team and future prospects. It’s also the point of contact where a visitor takes a leap between staying a visitor or converting into a qualified prospect. . Ask your platform vendor for out-of-the-box chat templates that will get you started quicker.

Demand Generation 130

Demand Generation Demand Generation Targets Engineering Top of Funnel 130

Hubspot Sales

MARCH 2, 2018

We're already working with another vendor.". Every prospect you speak to has sales objections, or reasons they’re hesitant to buy your product. Some reps argue with their prospects or try to pressure them into backing down -- but this isn’t true objection handling. Avoid reacting impulsively to prospect objections.

Objections 145

Objections How To ROI Call-back 145

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

DECEMBER 20, 2023

Think of it this way: A company website is a broad communication channel for any prospective buyer, and the marketing team controls it. Vendors have taken notice of this trend, with 50% of enterprise sales technology in North America expected to include Digital Sales Rooms in their solutions, Gartner says.

Software 125

Software Software Lead Rank Vendor 125

Sales Hacker

DECEMBER 18, 2019

I’ve interacted with more than 250+ sales technology vendors over the past 2 years, and I’ve noticed 6 sales tech trends you should be aware of going into 2020. Every vendor has been touting some sort of artificial intelligence for years now, but the overly puffed up claims turned out to be just that — puffed up exaggerations.

Vendor 53

Vendor Trends Top of Funnel Ideal Customer Profile 53

Allego

JUNE 16, 2021

Allego Digital Sales Rooms offer sales professionals and prospective buyers a secure and collaborative approach to buying and selling. Prospective buyers have to track down valuable information, including vendor communications, meeting notes, and key documents in order to inform their decisions,” said Allego Chief Product Officer Andre Black.

Collateral 87

Collateral Face-to-face Video Buyer 87

Allego

JANUARY 24, 2023

Two-thirds of your sellers’ time is spent doing manual tasks, including record keeping, data entry, lead management, searching for sales collateral and content, and tool management. And that means asking how we can work with vendors that have a holistic view on sales enablement versus individual features.” How do you change that?

Webinar Metrics 117

Webinar Metrics Strategy Collateral Coaching 117

Sales Hacker

NOVEMBER 7, 2017

These can be other vendors or tech/products they built in-house. Tailoring your message already starts in lead generation (cold calling, email prospecting). How many face-to-face meeting can you afford with a single prospect? Have a plan and be confident in your second step so that the buyer prospect sees you as in charge.

Ideal Customer Profile 108

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

Allego

DECEMBER 2, 2021

Salespeople must know where to locate the right marketing collateral for the right moment in the sales conversation—and be able to find it quickly. Salespeople are on the frontlines, interacting with prospects and customers, handling objections, and trying to close deals. Personalized Coaching and Feedback.

Sales Enablement 139

Sales Enablement Positioning Coaching Collateral 139

Allego

JULY 26, 2022

Now, B2B buyers are on the go, using smartphones, tablets, and laptops to research and evaluate vendors. Most content management systems focus on storing just-in-time reference content such as slides, brochures, FAQs, and videos needed to educate prospects. It was enough for what was required during those years. Coaching and Feedback.

Competition 117

Competition Collateral Software Software 117

Sales Hacker

MAY 8, 2023

The faster prospects can gather what they need, the sooner they are ready to move forward. At the same time, creating a central repository of sales collateral fulfills your sales team’s access needs. Build a succinct and interactive presentation with different multimedia to engage the prospective buyer. So how to start?

Buyer 116

Buyer How To Sales Enablement Face-to-face 116

Hubspot Sales

MAY 24, 2023

It’s nerve-wracking for you and your prospect. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. Whether your prospect says yes or no is up to them. Whether your prospect says yes or no is up to them. Your prospect is probably feeling as much stress as you.

Closing 116

Closing Proposal Call-back Vendor 116

Hubspot Sales

JANUARY 3, 2018

Rather than having each rep develop their own messaging, questions, and resources to use with prospects, give them ready-made content. These people will give you the insights you need to create winning sales collateral. Who is involved (the rep, their manager, the prospect, the buying authority, etc.)? What are the deliverables?

Ideal Customer Profile 145

Ideal Customer Profile Buyer Persona Guidelines Hiring 145

The ROI Guy

OCTOBER 1, 2014

If you asked your prospects “How prepared are your sales reps for client meetings” , what do you think they would say? This reflects the time and effort you put into product-focused presentations, collateral and training. <

Collateral 83

Collateral Case Study Face-to-face Vendor 83

Sales Hacker

AUGUST 30, 2019

As a Sales Operations Manager in the digital document space, I’ve seen thousands of proposals, contracts, and pieces of sales collateral from hundreds of companies come across my desk — and the one thing I know for sure is that not all sales engagement content is created equal. Sales Enablement Content That Helps Close the Deal. Proof Points.

Sales Enablement 80

Sales Enablement Collateral How To Case Study 80

Zoominfo

APRIL 25, 2021

The last thing you need is for prospects to reach your site and bounce right off because they can’t find what they’re looking for, they get confused by your messaging, or even worse, their search is riddled with multiple form fields and gates to navigate. It’s the very thing you need between your sales team and future prospects.

Demand Generation Targets 100

Demand Generation Targets Demand Generation Engineering Top of Funnel 100

SBI

AUGUST 1, 2019

More deals are lost to no decision than ever before as buyers are frustrated and unable to deconflict all the information they find via self-education—all while holding vendors at arms’ length until they’re ready to engage. Sales reps say prospecting is their number one challenge.

Sales Enablement 94

Sales Enablement Marketing Buyer Education 94

Zoominfo

JULY 18, 2022

Social selling is a sales technique that leverages social networking services to identify prospects, build relationships, and close more deals. B2B buyers consume an average of 13 pieces of content before choosing a vendor with 53% of that content found on social media.

Social Selling 100

Social Selling Tools Social Media Lead Scoring 100

Cincom Smart Selling

JUNE 15, 2017

Much of what sales reps used to do, prospects now do for themselves. If they are evaluating vendors, they can access customer reviews, SEC filings and news accounts related to the company. Prospects self-educate, research, compare and investigate all without bothering to call on a sales rep.

Proposal 69

Proposal Hiring Collateral Vendor 69

SalesLoft

MARCH 31, 2022

We all know that with the lack of in-person meetings, buyers are able to meet with a lot more vendors than they used to. If I’m fortunate enough to get some time with a prospect during a sales cycle, I need to be sure I can add real value and that they will remember this interaction. Prospects will value that.

Ideal Customer Profile 105

Ideal Customer Profile Hiring Lead Rank Scale 105

Sales Hacker Training

FEBRUARY 13, 2020

From a collateral perspective, you may only have a core deck, which doubles as a leave-behind for prospects. Industry knowledge (Customer, not vendor) – Enterprise sales reps (ESPs) keep themselves up to date by subscribing to industry journals, maintaining an industry network, and attending relevant conferences.

Enterprise 105

Enterprise Enterprise Hiring Ideal Customer Profile 105

The ROI Guy

SEPTEMBER 22, 2014

Unfortunately, most marketing collateral and sales conversations start not with the buyer and their challenges, instead leading with how great the solution provider is and a vendor centric view of the proposed solution and differentiating features. and “Why do so now?” , way before “Why your solution?”.

Lead Scoring 92

Lead Scoring Lead Rank Decision Maker Discount 92