Sales Tools and Collateral That Convert Leads to Customers Faster and More Often

As a savvy marketer there are several solid, basic things you can give to your sales reps that will help convert leads faster and more often; and also keep your customer facing marketing and sales collateral up to your brand’s standards. Many marketers avoid doing this. But just remember, as a marketer who cares about achieving your company’s top line sales targets -- your job doesn’t end with delivering leads to sale reps!

Problems Solved

• Leads given to sales reps become "stuck" and not advancing toward closure.
• Sale Reps inventing "one-off" communication materials themselves, often with big brand and quality issues.
• Communications to prospects are not personalized to their unique needs and do not “speak” to them.

Do’s:

Deliver engaging content!

Flash Movies and Videos embedded in pages on your website – a superior sales tool for product presentations. Old style is a few static images and words to read. Modern way of doing it is with "talkies."  (TV pretty much made video more than a good idea – it’s the law!) Make sure the story is professionally written and the imagery and effects are first class including your visual brand standards. Upload your movies to YouTube to extend your reach and also help your website’s Search Engine ranking.

Webinars. Both live hosted 1:1 guided webinars and self-service playback of pre-recorded webinars are great choices! What makes these such powerful sales tools are that they are interactive dialogues with your prospect! Your sales reps will use them over and over to make more personalized product presentations and close sales faster. Smart sales reps will use pre-recorded webinars as a prospecting tool!

Objection Beaters: Prewritten answers that overcome typical objections prospects have to purchasing your products and services. These are easily published as text blocks for emailing, dropping public or hidden web pages, videos, etc. Don’t wait until a prospect has an objection and your sales rep says “I will get back to you” or just makes up an answer! Find out the top 10-20 most often heard or tough-to-overcome objections NOW! Then craft the correct customer facing story to overcome each objection. By crafting these messages for sales reps -- you also ensure correct branding, positioning, imagery, tone and quality will be maintained. Smart sale reps will deliver objection beaters before they become an issue!

PDF-formatted Docs that can be attached to emails sent by sales reps. Not Word or PowerPoint or Excel docs. If they are available in the document library of your CRM system it’s even better!

Customer Success Stories: Well written success stories and testimonials are gold. Videos are platinum! (note: sloppy stories can damage!) Publish new stories every month.

Integrated modular collateral systems -- where individual docs can be assembled by sales reps according to each customer’s needs. Whether printed materials or digital versions.

Don’ts:

Don’t let your sales reps make it up!