LevelJump

DECEMBER 15, 2020

Sales collateral is necessary at all points of the purchase journey. And particularly beyond the Awareness stage, they can be a salesperson’s best friend.

Collateral 98

Collateral Examples Sales Coaching 98

Sales 2.0

APRIL 23, 2020

Adapting your sales collateral/marketing pieces to the specialized needs of large accounts. Adapting your sales collateral/marketing pieces to the specialized needs of large accounts. Adapting sales compensation plans to the realities of selling to large accounts.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

SBI Growth

AUGUST 25, 2013

The software company’s VP of Sales boasted about his win rate. If the sales team was getting better, why did they keep missing quota? If the sales team was getting better, why did they keep missing quota? The Sales team hadn’t vastly improved. Instead, their buyer was engaging with sales later in their buying cycle.

Buying Cycle 314

Buying Cycle Collateral Software Software 314

The Center for Sales Strategy

FEBRUARY 21, 2023

Across all industries, sales managers and account executives spend thousands of hours each year crafting collateral that will support them while they engage with their prospects. However, just as often, this sales collateral ends up in the prospect's recycling bin.

Collateral 96

Collateral Account Industry Prospecting 96

SBI Growth

DECEMBER 24, 2012

When the decision is made at the top, the collateral damage is multiplied. Below are six of the worst decisions we’ve seen senior sales leaders make. Again and again, we encounter sales leaders who are certain they know their customers. Too Much Love for the Legacy Sales Organization. Is it possible you have a problem?

Hiring 326

Hiring Lead Rank Collateral Case Study 326

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. Demand Sales Force Automation adoption. This One-on-One Coaching Tool was customized by sales managers facilitating the training. Turn managers into leaders.

Training 300

Training Sales Management Hiring Social Selling 300

Sales and Marketing Management

JULY 13, 2020

Wherever they are, your sales force is a dynamic team that's unique to you. There's a few common scenarios that occur in partially onsite outside sales teams: Benching: Situated side-by-side in wide-open rows, benching is an efficient way to provide a home base for employees on the go. Rethink Sales Collateral.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

The Pipeline

SEPTEMBER 20, 2013

Fall and the subsequent holiday season are a huge time of year for sales. So how do you tailor your sales tactics to the season of buying? Consider starting your holiday sales strategies early. When you run a seasonally-themed marketing campaign, try your best to keep track of where your sales leads are coming from.

Fashion 244

Fashion Collateral Trends Campaigns 244

SBI Growth

FEBRUARY 13, 2014

“ Getting the right information into the hands of the right sellers at the right time, place and format , to move a sales opportunity forward.” That is Sales Enablement as defined by IDC (International Data Corporation). Because as the Sales Enablement leader, it’s incumbent upon you to make it happen. What is a Sales Playbook?

Hiring 296

Hiring Collateral Ideal Customer Profile Sales Enablement 296

SBI Growth

SEPTEMBER 15, 2013

As a Sales Operations leader, you have 3 major challenges heading into 2014. Understanding how your customers are evolving and determining whether your sales team is keeping pace. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Jesse runs Sales Operations for a Value Added Reseller.

Tools 300

Tools Sales Tools Collateral Vendor 300

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. As a result, most organizations’ collateral is aimed at that Active Buyer, boldly traversing 57% of their journey before succumbing to a salesperson. By Tibor Shanto. For many, you will find one piece or set aimed at your market.

Buyer 277

Buyer Collateral Harvest Quota 277

DiscoverOrg Sales

JUNE 19, 2018

Let’s agree that the goal of your marketing team should be to help your sales team. But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales? Read it: 7 Quick Wins for Sales and Marketing Alignment.

Buyer Persona 214

Buyer Persona Marketing Collateral Scale 214

SBI Growth

MAY 21, 2013

Does your Chief Sales Officer rely heavily on you for their success? As the sales operations leader, you focus on helping your sales leaders shine. Think about your most valued sales ops team members. At the core, your best sales ops employees: Deliver insight, not just data. Help sales make their quota.

Hiring 300

Hiring Collateral Comparison Territories 300

Understanding the Sales Force

DECEMBER 22, 2014

But what can you do to kick-off the New Year so that 2015 is your best sales year ever? How many new sales or accounts are required? Multiply that by the number of new sales or accounts required. Improve Your Sales Capability. Follow a Proven, Milestone-Centric Sales Process. You now have the activity required.

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

Sales and Marketing Management

NOVEMBER 17, 2019

Author: Charlotte Powell You don’t need a big sales team to make a lot of money. Small sales teams can perform incredibly well if you get the right balance of skills, motivation, and resources. How can you inspire your sales team to go above and beyond? Even small sales teams need a sales toolkit.

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230

SBI Growth

NOVEMBER 19, 2013

Sales reps want solid materials to support them in sales campaigns. Having the right content enables the sales rep to have the best chance to make a sale. In this post, I’ll discuss 5 critical actions that need to take place to enable your sales force. The missing content needed by the sales team.

Outsourcing Services 317

Outsourcing Services Buyer Persona Infusion Exercises 317

G2Crowd - Sales Blog

OCTOBER 12, 2020

What do you have sitting in your sales arsenal?

Collateral 105

Collateral Sales 105

SBI Growth

NOVEMBER 27, 2013

The sales team didn’t have a chance. The team should include stakeholders from sales, marketing, channel partners, product development, customer service and operations. Channel Strategy & Sales Goals. Training material/courseware for sales team. Early stage marketing collateral. So do careers.

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation 288

Sales and Marketing Management

APRIL 1, 2020

In order to resonate with customers, your announcement must be seen, messaging absorbed and content leveraged with the sales team. For a successful campaign or product launch, you’ll want the right content and up-to-date information at the fingertips of your sales reps. A failure to launch. Customized workspaces :?You

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

Understanding the Sales Force

FEBRUARY 26, 2014

Understanding the Sales Force by Dave Kurlan I loved this short, but perfect post from Seth Godin''s Blog last week. Yesterday, we had an internal conversation about our website, collateral, videos, blog articles, white papers, emails and of course, phone calls and face-to-face visits. It''s about the importance of trust.

Face-to-face 267

Face-to-face Ideal Customer Profile Hiring Collateral 267

SBI Growth

JULY 30, 2013

How are you supporting the new “A” players in sales? Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Collaboration and alignment with sales is critical. The last mile of a marketing campaign depends on sales ability to execute. Here are five. 5 Key Areas.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

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. This, in turn, will help smooth the sales process.

CRM 289

CRM Lead Rank Lead Scoring Data 289

SBI Growth

MARCH 2, 2013

Effective mantras can span sales opportunities and resonate with the customers’ buying criteria. The intersection of your offerings and the customers’ wants – that is where you’ll find your win theme and a winning sales strategy. Jumping the gun – In this case, win themes are developed too early in the sales cycle.

Meeting 316

Meeting Customer Scale Collateral 316

SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Sales enablement tools can’t get a cursory review. Stop kidding yourself when you say you involved the sales team. Asking a couple of sales reps does not constitute understanding the buyer. Buyer insights.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

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

Sales and Marketing Management

FEBRUARY 22, 2019

Author: Matt Suggs More than ever before, buyers can scan hundreds of reviews and articles about a product online, forming opinions before they even interact with a sales representative for the first time. Modern sellers must evolve their sales approach, reinventing their pitch to include information that can’t be found on the internet.

Sales Technology 218

Sales Technology B2B Sales Enablement Enterprise 218

Allego

AUGUST 24, 2021

Tapping into the Power of Sales Enablement. Equipping sellers with the content, tools, knowledge, skills and coaching required to optimize buyer interactions—known as sales enablement —is essential. 5 Transformative Sales Enablement Priorities. 5 Transformative Sales Enablement Priorities. 1 Sales Content Management.

Sales Enablement 171

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

The Center for Sales Strategy

OCTOBER 20, 2020

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 enablement resources help them anticipate and overcome these objections.

Sales Process 138

Sales Process Collateral Face-to-face Objections 138

Mindtickle

JANUARY 25, 2024

Any organization aiming to grow revenue must make sales engagement a priority. When buyers are engaged, they’re more likely to advance through the sales funnel – and make a purchase. In order to engage buyers, sales reps must deliver the right information at the right time. The right sales collateral is essential.

Collateral 59

Collateral Top of Funnel Closing Buyer Persona 59

Zoominfo

AUGUST 21, 2019

There’s no denying it — sales and marketing teams don’t always work well together. The two departments may see eye-to-eye and share unified goals, but it’s less common for sales to proactively help marketing perform better, or vice versa. But in today’s digital world, the line between sales and marketing is increasingly blurred.

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

Allego

AUGUST 11, 2021

McKinsey research shows that 80% of buyers now prefer virtual engagements, and companies that add the human touch to digital sales achieve twice the return to shareholders. Now they can get their wish, with digital sales rooms. The best news about this trend from a sales and marketing perspective?

Buyer 134

Buyer Top of Funnel Collateral B2C 134

SBI

MAY 17, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Seismic levels the playing field for sales. This is the key.

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

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. Many companies lack easy access to valuable insights that inform sales conversations in real time. Fast-Track Sales Enablement. Sales teams. Reduce onboarding ramp time.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

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. Your first priority is to deliver the best sales content that will move deals through the pipeline. Activate Content.

Revenue 128

Revenue Scale Collateral Harvest 128

Sales and Marketing Management

FEBRUARY 9, 2018

Author: Matt Sunshine Sales leaders are responsible for more than closing deals. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue climbing. These diagnostics — or audits, as some call them — go beyond the sales department to look at the whole company.

Analysis 198

Analysis Ideal Customer Profile Discount Collateral 198