Sales 2.0

JANUARY 14, 2025

It seems that there was virtually no attempt to sell anything but the product of the moment. No attempt to set a meeting with the clients to discuss business improvement, be consultative, or do any solution selling. These salespeople are going to need support and certain collateral, such as one-pagers, web pages, scripts etc.

Collateral 195

Collateral Account Territories Segment 195

SBI

FEBRUARY 26, 2013

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.

Collateral 115

Collateral Revelation Trends CRM 115

Highspot

NOVEMBER 24, 2024

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.

Sales Enablement 52

Sales Enablement Training Top of Funnel How To 52

Gong.io

SEPTEMBER 19, 2018

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. The New Solution Selling. Solution Selling.

Negotiation 111

Negotiation Tour de Force Influencer Lead Scoring 111

Chorus.ai

AUGUST 13, 2019

It helps reps navigate areas like: Economic Drivers; Economic Buyers; Decision Criteria; Implementation Process; Pain Points; and Landing a Champion who can sell on your behalf. Sales Collateral to Give: Case Study CRM & Internal Touchpoints. Sales Collateral to Give: One Pager CRM & Internal Touchpoints. DEMO COMPLETE.

Sales Process 48

Sales Process Collateral Proposal Lead Scoring 48

Mindtickle

SEPTEMBER 13, 2023

They may have also shared generic collateral with you covering information you already uncovered on your own. Solution selling vs. consultative selling: how they differ Consultative selling is a vastly different approach from traditional selling and requires a different set of selling skills.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

The ROI Guy

FEBRUARY 2, 2011

These executives are often not yet engaged with vendor sales yet, presenting a challenge to engage with CFOs directly via on-line resources, influence peers and advocates to recommend changes and solution ideas, and to enable sales to engage earlier and with more value.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45