Essentially, this kind of collateral taiwan email list helps move prospects through the sales funnel and can include a variety of digital and printed resources, media or content that is designed to support the sales process.
The purpose of these resources/materials is to provide prospects with the information they need in the decision-making and purchasing process of the buyer's journey. The resources also assist your sales team as the sales collateral toolbox supports the sales cause through a variety of materials such as case studies, testimonials and presentations. This kind of content has the ability to drive a sales-forward and equip your sales team with the knowledge they need to convert a lead into a client.
In this article, we take a look at the sales collateral needed to help your sales team achieve greater results.
5 Types of Sales Collateral for Your Business
Types of Sales Collateral
We live in the digital age, and today’s consumers are more informed than ever. To put it into perspective, 70% of the buyer's journey is completed before the buyer even contacts a salesperson or sales team.
With such an informed customer base, salespeople need to be ready with the right resources to close deals. This is why businesses create sales collateral and use this to move leads through the buying process.
So, what are the types of sales collateral businesses need to drive more sales?
Top 5 Types of Sales Collateral
1. Sales Decks and Presentations
A sales deck is a vital component of the sales process. In fact, it is a touchpoint that has the power to make or break a sale. This is why all businesses need to take their sales decks seriously.
A sales deck is essentially a PowerPoint or Slide presentation that attempts to persuade a lead through a sales presentation designed to close a sale of a product or service. These are often used during the first big meeting or communication with a lead and will outline the problems a buyer is facing and how a service or product can help them overcome these issues.
A sales deck is usually divided into 3 parts:
The issue a lead is currently facing
The solution provided to fix this issue
How the solution will solve the problem
Top Tip: Your sales deck presentation should include data, data visualization and imagery and should tell a brand story that has the power to convert a lead into a client.
2. White Papers
A white paper is a guide or report that informs a reader about a complex topic or issue and provides thought-leader knowledge on these topics or issues. Essentially, a white paper is designed to help the reader understand a topic, make a decision or solve a complex issue.
These research-filled, long-format content pieces take time to develop and create; however, they are essential in the lead generation and sales process. This is because this piece of content is downloadable and a reader will have to provide their contact information or related data in order to access the document. This helps marketing and sales teams collect data from high-quality leads and this data can be used for further marketing and sales tactics.
As a business, you need to create a detailed white paper that should be made available on your website and to your sales team (of course). These documents not only guide leads through the sales pipeline, but they also give your sales team even greater insight into why the prospect downloaded the paper and what they are looking for - driving the sales process forward on a more personalized and genuine level.
Top Tip: A white paper is not a blatant advertising opportunity for your business. It should be designed to provide thought-leadership in order to help the reader. This is a way to provide your knowledge and direct the reader through the sales pipeline without blatantly offering or selling your services. Essentially: it should provide valuable information on a topic without pushing a sale. The lead nurturing comes after.
3. Product Data-Sheets
If you sell a product a product data-sheet is an important sales collateral to have in your toolbox. This is a document that contains descriptions, benefits and images of your products and then outlines detailed features and benefits of said products.
The information contained in your data-sheet content should include:
Pricing information
Target customers and buyer personas
Case studies
Product features