Tools that Actually Get Used
The best marketing content in the world is wasted unless Sales actually uses it. The right sales tools will convince Sales that an opportunity is worth pursuing--and then help them succeed in capturing it.
A Sales Playbook is essential for any new campaign or product launch. It puts everything reps need in one place, with links to assets and additional ammunition. Contents typically include:
Qualified buyer and influencer profiles and personas
Problems we solve
Our solutions (benefits and the features that deliver them)
Choosing and pricing the right solution for the buyer's needs
Links to resources for Sales along the buyer's journey
SELL-AGAINST TOOLS: BATTLECARDS AND CHEAT SHEETS
Battlecards arm Sales not just with information on competitors but how to use your "silver bullets" against their vulnerabilities and neutralize the l landmines they plant--in a double-sided card that's convenient to carry.
Cheat sheets summarize (again, a double-sided card) not only the major points from battlecards for multiple competitors but should also include typical objections and how to overcome them.
Sales Alerts are compact summaries that convey the need to know for using major new assets--or angling a pitch for any new opportunity. In just 1-2 pages they highlight:
What the opportunity is
Why pursuing it is good for the rep as well as the company
The qualified prospect
How to get the first meeting
Key messages (from assets, for opportunity)
Keeping the conversation going / upcoming events
Links to additional resources for sales
PARTNER "CONTENT IN A BOX"
A complete package that helps partners easily and successfully sell your products and services