Be Ready: Stand Out with Better Collateral

Sales Collateral

The biggest gift any salesperson could ever ask for is a prospect asking for more information. That’s your perfect opportunity to give a tailored pitch to an interested audience. But one of the most common mistakes across all sales organizations is not having quality materials prepared.

A prospect asking for more information is your opportunity to lose. Being unprepared is just letting deals fall through your fingertips. This may seem basic, but go back and look through your own sales collateral: do you have quality, materials prepared for every key persona and industry?

Next, are those materials eye-catching? Do they stand out from what your competitors are handing out? Are they in multiple forms of media, or are they all the same one-pagers with infographics?

Until you have confident answers to each one of those questions, you’re leaving money on the table. These are the fundamental requirements of any effective go-to-market engine, any success you’ve had without them has been a struggle against a significant handicap.

Be Specific

You need specific sales materials for every persona you sell to. From C-level executives to procurement directors, you need collateral that appeals to the specific needs of each person’s role. You also need industry-specific pitches, especially if what you offer has distinct applications or specializations.

First, you need a strong pitch to CXOs. These senior executives care about the broad vision of how your offer will affect their bottom line and grow the business in the long term. That’s different than what your pitch to the people heading the departments that will use your product, the head of procurement, and any individual contributor-level people should be.

You also need individualized pitches for different industries. Whether you offer a particular product or a suite of services, your pitch is going to vary depending on the industry your prospect is in. The metrics you hope to impact, industry-specific jargon, and even the format of materials should change depending on the norms of the industry you’re pitching to.

Multimedia Collateral

When a CEO is clicking between your collateral and your competitors, what’s going to make yours stand out? Are you handing potential buyers forgettable one-pagers with with the same art style as everyone else, or are you shaking things up with multimedia collateral?
The best way to stand out is to offer a variety of high-quality sales materials to prospects asking for more information. That way, they can choose the format-video, audio, text, or visual–that appeals best to them.

By appealing to different learning styles, you increase the chances that someone will actually retain the information you’re trying to communicate. You’re also more likely to keep your audience’s attention by giving them a variety of content to consume. Videos, one-pagers, graphs and charts, and podcasts are all great mediums for capitalizing appealing to different learning styles.

Your multimedia collateral should also be up-to-date, both in medium and in content. Of course you should have materials that discuss new products and features as they’re released, but it’s also important to keep up with popular trends. For example, as podcasts grew more popular, it became more common for companies to put sales and marketing materials in an audio format.

What are you doing to make sure your sales collateral helps you stand head and shoulders above the competition? Reach out with some of your own success stories of sales collateral that worked.

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Google Reviews

Kyle Miller
Kyle Miller
Salaria has done a great job increasing the total amount of prospective leads for our company. Elizabeth and her team are very professional and the amount of calls they crank out with just a few people is remarkable! We value the collaborative process, and the open line of communication makes it easy to adjust strategies on the move without any down time. The weekly reports & dashboards they provide are a very nice touch. Overall a great experience with an honest and hard-working company who's motivated to help us grow our sales.
Aviva Fridman
Aviva Fridman
Salaria is amazing! I have spoken with several companies like Salaria, but I have found them to be mostly talk. Salaria does exactly what they say they are going to do - they get meetings! I greatly appreciated that even though we had a slow start, they came in an worked hard to earn regain our trust. They are always tweaking and improving their process to make sure they are meeting our needs.
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Matt Shreibman
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Faiz Asrar
Nick Lassor
Nick Lassor
Salaria has been a game changer for us! We have tried various companies and internal processes to manage a rather difficult lead gen process and they have performed way better than we expected. They adapt to our feedback. They provide clear information. They are always looking for ways to improve. If you are on the fence, just pull the trigger. Salaria will do everything they say and more!
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Jason Gonos
Great company and great people. I am super impressed with our director of account management LP and his team. I have been with them for about 4 months and just signed for a 6 month extension. I have been getting TOO MANY HIGH QUALITY LEADS to manage and am now forced to build out my sales team because of Salaria :) Highly recommended. The cost will pay for itseld quickly.
James Hoover
James Hoover
Salaria has been a huge boost to our lead generation efforts. They are able to create meetings with high level executives who are vetted properly. Great company to work with.
Nilesh Surana
Nilesh Surana
We started working with Salaria about 10 months ago and they have been able to generate about 60-70 meetings of which 4 deals have closed. I was a bit skeptical before deciding to work with them because I didn’t know if we could effectively outsource part of our sales development strategy. I’ve been pleasantly surprised by how well things have gone. We’ve also seen an improvement in conversion rates across the whole team because we started using a lot of the scripts and templates Salaria was using. I have to admit that they've been impressive with how helpful they’ve been from a strategy perspective. Highly recommend these guys!


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