Sales Collateral as a Sales Tool
Effective Sales Collateral Increases Sales Team Performance
Sales collateral helps deliver the right information to the right people. Sales collateral is a broadly used term for any content that can be used to educate a prospect so that they can make a buying decision. One of the biggest struggles for salespeople is having the right content to share at every stage of the sales process. In fact, 42% of sales reps feel they do not have the right information when making a sales call (Source: Lattice Engines/CSO Insights). Further, 90% of marketing deliverables created for sales are never used by salespeople (Source: The New Rules of Sales Enablement). Therefore, it is critical that sales collateral developed by marketing is relevant to each stage of the sales process and that salespeople can effectively utilize the collateral to advance the buying decision.
95% of customers choose the solution providers that offer the most relevant content at every stage of the buying process.
(Source: DemandGen Report)
Sales Collateral by Atomic Revenue
Understand. Plan. Execute. Analyze. Optimize
Atomic Revenue provides expertise in both marketing and sales operations to accomplish a proven process for effective collateral development. Our collateral development process starts with the Core Messaging Program to develop the foundation for standardized value communications across marketing, sales, delivery, and service efforts. Then we develop effective collateral that aligns marketing presentation with your sales objectives to produce meaningful results.
While there are a wide variety of types of collateral an organization may utilize, these are the most common sales process requirements.
Sell sheets provide a compelling yet easy-to-consume summary of your solution. Initially, they validate interest and enhance desire to learn more, ultimately providing education about the benefits of utilizing your solution.
A sales presentation focuses on sales conversion utilizing all core messaging assets to walk a customer through a compelling and interactive process as they make an educated buying decision.
Discovery diagnostics collateral extracts organized, consistent and impactful data about your prospect’s needs which drive quality into your solution proposal and confidence into their buying rationale.
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What Our Clients are Saying…
The Financial Operations Model by Atomic Revenue was instrumental in gaining traction and generating revenue for our software service company. Throughout the process, our pricing structure was revised multiple times but more importantly, we grew a much better understanding of every fine detail in regards to what it cost us to provide our service and product. This perspective was crucial to making a variety of decisions about our product and how to best deliver it to the market. Continuing to use this financial model as a way to evaluate our operations has made it much easier to make evidence-based decisions on how to grow our company.
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Tara and Atomic Revenue were invaluable in our process to streamline multiple data points to provide and present the KPI reporting that really matters to Executive Management.
Marketing Operations Director, Enterprise Bank & Trust
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Atomic Revenue has greatly impacted my work experience at OMiga, by shortening my sales ramp-up period. Their sales tools have helped me communicate real value to the 17 new clients I have on-boarded since joining OMiga only 7 months ago. I appreciate OMiga’s understanding of the importance of putting the right infrastructure in place to allow me to be successful from the start. Atomic Revenue has worked with us to create highly compelling rationale on exactly why customers should buy from us.
Sales Executive, OMiga
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As good as I thought I was at sales and marketing, and I’ve been doing this for 20 years, I’ve learned through working with Atomic Revenue how little I actually knew about the integration of marketing and sales, and how much money I have wasted over the years. I look back at all the middle-market companies that I have worked for over the years and none of this revenue strategy is even on their radar.
CEO & Founder, Centerprism
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One of the most valuable outcomes of our engagement with Atomic Revenue has been the Impact Declarations. Now seeing how powerful they are in collateral it is clear why Value Propositions aren’t enough.
Co-Founder & CTO, Boosterville
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