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The Center for Sales Strategy Blog

5 Things to Include in Your Sales Collateral So It Doesn’t Get Trashed

5 Things to Include in Your Sales Collateral So It Doesn’t Get Trashed

Across all industries, sales managers and account executives spend thousands of hours each year crafting collateral that will support them while they engage with their prospects. If they're particularly astute, they might even try personalizing some of the figures and facts they use to demonstrate why their services are the best options these prospects can choose.

However, just as often, this sales collateral ends up in the prospect's recycling bin. Sometimes, it happens as soon as the salesperson leaves the building.

Topics: sales process sales collateral

4 Essential Pieces of Sales Collateral for the 21st Century [VIDEO]

 

Historically, the term sales collateral referred to one-sheets and brochures that often hung on a wall, and when the sales team met with a client or prospect, they would grab a one-sheet to help build their case—and it worked great! In the 21st Century, you need more.

Topics: sales process prospecting sales collateral