New white paper examines the must-have content for today’s sales conversations
Leading Sales Enablement Platform iPresent has released a new white paper outlining three key pieces of sales collateral essential for every sales conversation, as well as the best resources for follow-up emails.
“The days of the old fashioned sales meeting are over,” says Keith Parrish, Executive Chairman at iPresent. “You can no longer turn up to a meeting with your PowerPoint and your pitch, expecting 20 minutes of your prospect’s undivided attention while you list your product features one by one. These days, it’s all about the sales conversation – and that conversation is all about your customer.”
Customer-centric content
The new white paper approaches content from a customer-centric perspective, taking into consideration the changing nature of the customer journey in the age of the empowered buyer, and what this means for both marketing and sales as they put together presentations. Slide decks, testimonials and videos are highlighted as key resources for every customer conversation, while case studies, infographics and brochures make ideal follow-up material.
“Conversations, unlike pitches, jump from point to point and back again, following a train of thought rather than a hard structure,” says Keith. “You’ll still have your opportunity to speak, but your customer should feel able to jump in and ask questions at any point, which may derail the course of your presentation. The key is to have all the right resources to hand so that you’re always able to answer customer questions and back up your answers with marketing content that supports your statements.”
As a complete Sales Enablement Platform with an app for your mobile device, iPresent fosters exactly this kind of approach. Users simply load the app with all the content they could possibly need. With beautifully designed and customizable interactive menus, it couldn’t be easier to move from one resource to another to adapt to the course of the conversation. What’s more, everything is available offline, so you don’t have to worry about WiFi access.
“We all know that content is important, but having a successful sales conversation means having the right content at the right time. The new white paper looks at the key marketing resources that every salesperson should have in their arsenal, and it includes some great sales and marketing stats,” says Keith.
Download your copy for free from the iPresent website at http://info.ipresent.com/marketing-content-white-paper.
About iPresent
iPresent is a tool to help your sales team sell more.
We believe that delivering the right information at the right time – and in the right way – is key to increasing sales, so we developed a platform to better enable that process.
At its core, iPresent offers unlimited content storage, beautiful design and seamless delivery. We’ve also built some exciting features to make sure both you and your brand look good, and there’s some great behind-the-scenes tech to keep your collateral safe and make sure you never lose access.
Most important of all, however, is the alignment that iPresent fosters between sales and marketing, through which both content creation and delivery can be improved.
The result? A more efficient sales process, smarter marketing, and increased revenue.
Contact Katherine.guenioui@ipresent.com for more information or visit www.ipresent.com/public/Demo to schedule a demo.