Sales Training Connection

MARCH 27, 2014

Sales Momentum today is publishing a FREE white paper – Getting MedTech Sales Strategy Right. To download the free white paper click here or visit [link]. Having a superior sales force is a key to sustaining a competitive advantage in MedTech accounts. ©2014 Sales Momentum, LLC.

Pharmaceuticals 96

Pharmaceuticals Health Care Strategy Decision Maker 96

The ROI Guy

SEPTEMBER 13, 2011

An Interactive White Paper dynamically customizes the content of a white paper for prospects based on the prospect’s registration profile (if available), and inputs to a few profile questions.

Buying Cycle 66

Buying Cycle Comparison Ideal Customer Profile Case Study 66

The ROI Guy

NOVEMBER 4, 2013

Solution Alinean worked with Akamai to develop the KONA Security Solutions interactive white paper, determining the prospects top priority issues with security, and then recommending specific thought leadership insights, solution overview, value messaging and justification for each priority. Click here to see the tool in action.

Fashion 45

Fashion ROI Guarantee Lead Rank 45

The ROI Guy

MAY 15, 2012

To fuel the demand generation program, Alinean developed the Better Way to Go Mobile Interactive White Paper , which unlike traditional static white papers, leveraged the prospect’s profile to completely personalize the white paper content, creating a customized analysis as to the prospect’s return from mobile strategy.

Demand Generation 70

Demand Generation Demand Generation Targets Sales Qualified Lead Ideal Customer Profile 70

The ROI Guy

APRIL 18, 2012

Leveraging a Total Economic Impact (TEI) study and white paper by Forrester, Alinean created an interactive white paper for Concur, so that prospects not only received the TEI study results showing average opportunities and savings, but a customized analysis of their own unique business case for Concur.

Case Study 63

Case Study Travel Study System 63

RAIN Group

JANUARY 28, 2021

A seller’s job is to drive change. The best sellers lead sales conversations down the right path by asking strong questions, setting the agenda, sharing ideas, summarizing and communicating the impact of taking action, involving the buyer in creating a solution, and inspiring action.

Influencer 59

Influencer Conversion Buyer Sales 59

The ROI Guy

NOVEMBER 29, 2011

Alinean worked with Iron Mountain subject matter experts to create the Cost Savings Advisor Interactive White Paper. A few questions answered by the prospect produces a completely relevant, personalized and compelling 6-page white paper. You can try the Interactive White Paper for yourself by clicking here.

Sales Qualified Lead 53

Sales Qualified Lead Campaigns Sales Cycle Lead Rank 53

The ROI Guy

JUNE 8, 2012

To achieve better engagement, and fuel lead generation campaigns, the ShoreTel Sophisticated Simplicity Interactive White Paper was created. Authored by IDG and powered by Alinean, the white paper effectively communicates the business value of a properly executed Unified Communications solution, one relying on ShoreTel’s simplicity.

Lead Generation 40

Lead Generation Campaigns Lead Rank Lead Scoring 40

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself. Interactive White Papers with intelligent solution recommendations and configurations, quantified personalized benefits and ROI estimates help best during this middle stage.

Comparison 66

Comparison Case Study ROI Sales Cycle 66

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

Sales 2.0

OCTOBER 13, 2018

We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. I mean how many blog posts or white papers can a buyer read in a week? White paper reading time…not large. Sending people white papers and webinars is helpful.

Webinar Metrics 170

Webinar Metrics Face-to-face Call-back Buyer 170

The ROI Guy

JUNE 19, 2013

IBM turned to Alinean to create an Interactive White Paper, delivering a provocative, customized analysis report to prove the superior value of IBM’s Cloud environment. Click here to get your own customized white paper.

Demand Generation 40

Demand Generation Demand Generation Targets Enterprise Enterprise 40

Membrain

OCTOBER 12, 2022

We might also have additional qualifying information, such as marketing data, like digital footprints from websites, and white papers they downloaded. We discover whether potential prospects are the right size, in the right industry, and are located in the right geographical location.

Ideal Customer Profile 126

Ideal Customer Profile Sales Qualified Lead Leads Marketing Qualified Lead 126

Sales Lead Management Association

JUNE 14, 2019

In few words, but loaded with meaning, Workbooks created a document that reminds senior management that CRM systems aren’t just for sales or marketing people. CRM systems inform and affect shareholder value.

Workbooks 48

Workbooks CRM System Marketing 48

Sales 2.0

OCTOBER 13, 2018

We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. I mean how many blog posts or white papers can a buyer read in a week? White paper reading time…not large. Sending people white papers and webinars is helpful.

Webinar Metrics 150

Webinar Metrics Face-to-face Call-back Buyer 150

The ROI Guy

APRIL 18, 2012

To make the study results more personalized and relevant, and to drive better lead generation and quality, Dell and Intel worked with Alinean to create an Interactive White Paper, customizing the research results, findings and recommendations based on the prospects’ industry and size.

Case Study 55

Case Study Study Lead Generation Research 55

The ROI Guy

JULY 5, 2011

Did you know that: White papers are still the content of choice for today's B2B decision maker, used most and viewed as most influential compared to all other content However, campaign overload is making white papers less effective / relevant Research indicates that specific personalization is needed to help restore relevance and influence Click here (..)

Influencer 56

Influencer Decision Maker Campaigns B2B 56

Understanding the Sales Force

NOVEMBER 10, 2014

Our new White Paper, The Modern Science Behind Sales Force Excellence is available today - Download it. One of the stand-out findings that jumps off the pages of our new White Paper is about sales training. John Pattison wrote his first article for the Sales Operations Blog, Today I met the Worst Salesperson Ever!

Study 244

Study Report Sales Operations Follow-up 244

Sales 2.0

SEPTEMBER 18, 2020

Send a handwritten note or letter (mail is an underutilized channel) Send a second email, preferable including something relevant of value, such as an article link/white paper etc. Make a phone call (most likely leaving a voice mail.) Send a second Linkedin message, similar to #5 Place a second phone call.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

The ROI Guy

SEPTEMBER 13, 2011

You don’t need to have a white paper already developed in order to create an Interactive White Paper.

Pivotal 40

Pivotal Demand Generation Demand Generation Targets Customer 40

The ROI Guy

SEPTEMBER 13, 2011

For the case where a traditional white paper is being converted into an Interactive White Paper , the fee is typically $12,000, including a customization / programming fee of $6,000, and an annual recurring fee of $6,000 for SaaS licensing / hosting.

Licensing 40

Licensing Demand Generation Agencies Competition Leads 40

RAIN Group

APRIL 24, 2024

Download the complimentary white paper and browse later. In complex sales, professionals are facing a set of evolving challenges that impact the effectiveness and efficiency of their sales processes. 85% are encountering challenges due to an increase in the number of decision makers involved in each deal.

Decision Maker 64

Decision Maker Face-to-face Sales Cycle Trends 64

The ROI Guy

SEPTEMBER 13, 2011

Typically for an Interactive White Paper , as a rule of thumb, you don’t want more than 4 or 5 profile questions. Second, buyers expect that an interactive white paper will be customized to match their relevancy needs.

Ideal Customer Profile 65

Ideal Customer Profile Pivotal Data Case Study 65

The ROI Guy

SEPTEMBER 13, 2011

Most Interactive White Papers are developed with only a handful of questions, usually limiting the profile the customer needs to complete to less than 5 questions.

Ideal Customer Profile 40

Ideal Customer Profile Customer Tools Demand Generation 40

Zoominfo

MARCH 10, 2021

However, that dissatisfaction may be unfairly aimed at the CRM itself, according to a new ZoomInfo white paper, “Transforming the CRM From a System of Record to a System of Insight.”. There are four types of bad CRM data: Incomplete records.

Analysis 246

Analysis CRM Remedy SalesForce 246

The ROI Guy

SEPTEMBER 13, 2011

It is very easy for us to maintain and continue to evolve the content within the Interactive White Paper , and the personalization rules. No custom software application development / programming is needed to specify the content or rules.

Tools 40

Tools Ideal Customer Profile Demand Generation Agencies Software 40

The ROI Guy

NOVEMBER 7, 2017

You download that white paper, and because it’s gated, you’re required to fill out a lead capture form – your name, email address, Company, title, location, phone number, name of first born…Worse, you know you’re immediately going to get that lame phone call or email follow-up: “I see you downloaded our white paper, want to talk?”.

Lead Capture 126

Lead Capture Customer ROI Lead Rank 126

The ROI Guy

AUGUST 12, 2015

Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. Unfortunately, the majority of this content spend is currently wasted. SiriusDecisions reports that 55% of current content spending is squandered.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

The ROI Guy

JANUARY 25, 2011

When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Although white papers remain influential, technology media firms such as Ziff Davis Enterprise (ZDE) and others report that white paper downloads are DOWN year over year.

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

Sales 2.0

SEPTEMBER 24, 2014

She’s been doing studies on B2B data providers for the last several years and has written up each study in a white paper. You can grab these white papers here. Sample data from one of Ruth Stevens' white papers.

InsideView 322

InsideView Prospecting Hoovers Territories 322

The ROI Guy

SEPTEMBER 13, 2011

The Interactive White Paper is hosted on the Alinean XcelLive™ platform , which has a number of lead capture options and connectors to several of the most popular marketing automation / CRM solutions. Each tool has its own registration form, which can be customized.

Leads 40

Leads Marketing Qualified Lead Ideal Customer Profile Lead Nurturing 40

RAIN Group

DECEMBER 4, 2019

Picture this: You're meeting with your prospect after months of discussions. You have a great relationship. You did facilitated sessions, interviews, and organized a global team for the roll out. If you win, this will be your biggest close of the quarter.

Negotiation 52

Negotiation Buyer Meeting Prospecting 52

Understanding the Sales Force

MAY 7, 2018

Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. Whichever way you turn, wherever you look, and whatever you listen to there is data. There is data everywhere.

Data 192

Data Closing Survey Analytics 192

Shari Levitin

AUGUST 23, 2023

We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. Every so often, you should take time out and ask yourself the following questions: Do I really need to hold on to this 50-slide PowerPoint, white paper, or case study anymore? The problem?

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

Anaplan

NOVEMBER 16, 2022

Read our white paper for tips to […]. Find out how to build a solid foundation for revenue attainment, so your sales and revenue teams can deliver revenue reliably and profitably.

Revenue 52

Revenue How To Sales 52

The ROI Guy

SEPTEMBER 13, 2011

Recent research indicates that attention spans are getting shorter, so keeping the white paper concise is important. However, traditional white papers are often longer than this because they have to include information to cover multiple audiences and profiles. No more than 5 pages is recommended.

Research 40

Research Buyer Prospecting Demand Generation 40