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SALES CONTENT FOR EACH STAGE OFTHE SALES CYCLE

Reps need training, internal reference material and content that’s

designed to engage prospects and other external audiences.

Content to Share During Conversation

Industry trends and best practices - ebooks,. Infographics, videosProspecting

Qualification

Validation

Discovery

Solution

Online training on prospecting and social selling techniques.

Videos from SMEs and top reps on how to sell to each industry/function

Provide email templates for communications at each stage

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Demo guides

Contract

Case studies - .pdfs or (even better!) videos

Objection handling training and guides

Sales presentations - slides for each persona

Persona profiles, value prop and messaging guides

Analyst/3rd party guides and evaluations

ROI and other tools to determine expected value

Latest industry trends , stats & factoids

Datasheets, company brochure

Testimonial quotes, references

Letter of Understanding template

Competitor info,

“silver bullets”

Qualifying questions

Content to Prepare for Conversation

“Packaged” demos

Priceguides,Config-urators

Proposal template

Make sure all your sales content is mobile-ready