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

Nick Lassor
Nick Lassor
2022-07-20
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!
Jason Gonos
Jason Gonos
2022-07-14
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
2022-04-06
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
2021-12-16
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!
Ken F
Ken F
2021-12-16
Salaria did an amazing job helping us build up our pipeline right after we launched in the USA a year ago. They’ve absolutely surpassed our expectations and have consistently improved performance over time. We’ve been working with Elizabeth and she has been instrumental in helping us craft a strategy that improves conversion for all of our reps. It took us about a month or so to get ramped up but once we were up and running, I was surprised by how fast they delivered results. I believe they book their first meeting for us within a week of starting. We’ve had to change things up from time to time to keep us on track but Elizabeth and the Salaria team have been great all along the way.

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