Potential Tools & Literature Sales literature (a.k.a. “collateral”) and tools are designed to help you move prospects forward in the sales process. Every piece should have a specific job: to answer a natural question that the prospect has at a specific point in the process. Literature and tools are powerful because they can Carry authority and credibility if very well done Convey your message consistently Convey your brand positioning and value proposition in a memorable and powerful way Increase your efficiency because they are passed along to multiple people within an organization rather than delivered verbally by a salesperson on a one-‐to-‐one basis Tools and literature help convey product information and answer your prospects’ questions. You can use tools and literature to generate new leads. For example, white papers and case studies are very popular tools to offer in email and internet marketing campaigns. Prospects can download them to gain valuable information, and you can capture names and email addresses for further follow up. What kind of sales literature and tools do you need? Put yourself in the prospect’s shoes and think about the questions and objections you’d have at each stage of the sales process. [Sales Process can help] Step in the sales process
What are the questions you’d want answered before moving to the next stage?
What kind of literature or tools can you provide to get them there? (see suggestion list below)
Think hard about what the prospect really wants and needs. It’s important that you only deliver the relevant information at each step. You don’t want to overwhelm people with too much detail at the wrong time.
Sales Literature & Tools Potential Tools & Literature
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