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Use a content delivery tool that makes it possible to send electronic product collateral within seconds of entering the prospect’s information, automatically. Then there is this… product collateral requests are objective evidence of prospect interactions and appointments. Managers also benefit greatly from the insight they can get.
If prospects are just learning about their problems and potential solutions, for example, offer educational content, like blog posts, whitepapers, and eBooks. Then, once they move through the funnel, provide sales collaterals that show how your product or service can help their business.
They may have also shared generic collateral with you covering information you already uncovered on your own. For example, organizations need sales training software to ensure their reps have the training required to be consultative sellers. But remember: one-size-fits all sales presentations and collateral won’t cut it.
Sellingsoftware-as-a-service? An excellent read for sales and marketing leaders alike, CMM teaches business leaders how to work backwards from the vantage point of the customer, understand their roles, goals, and pain points, and make them the foundation for powerful positioning, messaging, and sales collateral. Read this book.
Nancy Cooper, finance chief of software developer CA Technologies, based in Islandia, N.Y., CFOs don’t want a dog and pony show, so the typical product PPT just won’t cut it – Product Selling to executives doesn’t work at all. now finds herself at marketing meetings.
Build one-pagers, white papers, brand collateral and an array of enticing sales material. If you're sellingsoftware and there are already twenty five groups on mobile marketing applications, still launch your own group. Old school meets new school techniques = Advanced Strategic Social Selling 3.0.
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