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For those of you in more complex sales targeting larger companies, what are the go-to pieces of content/collateral that you encourage sales to send? More specifically, what do you like to send to help a user convince their economic decision maker?

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4 Answers
Sales Content Sales Adoption
  1. Mike Flouton
    Mike Flouton

    Boxford Capital Managing Partner | Formerly Barracuda, SilverSky, Digital Guardian, OpenPages, Cybertrust • 8y

    Complex enterprise sales are more about relationships and solution selling than they are collateral. So, if anything, content and collateral becomes less important the farther up market you go. These sales are about face to face presentations, conversations, solution selling and discovery.   The problem with collateral and content is that it's a one way transfer of information. Enterprise sales requires two way interaction. And the farther up market, the less time real decision makers have to re ...Read More

    1,204 Views
  2. Huzaifa Dalal
    Huzaifa Dalal

    Qualys VP Product and Solutions Marketing | Formerly JFrog, Crowdstrike, Intel, Cadence • 7y

    I agree with Mike above. Complex enterprise sales is about relationships and solution selling. There are multiple stages of selling and it should be part of your challenger solution selling course. These stages need collateral, marketing assets that excite, educate and enable the customer/user at that stage. 

    Sales folks will benefit from this collateral (internal or external) in value selling at each stage and having one voice at each stage. 

    877 Views
  3. Savita Kini
    Savita Kini

    Cisco Director of Product Management, Speech and Video AI • 7y

    Bulk of my career has been in mid-to-large enterprise solutions -- from engineering to marketing and sales enablement. I agree with Mike's commentary, it is super important to understand what is solution selling and the challenger framework can be very helpful. There's other tools that have come in -- I recently heard about MEDIPPIC at my previous company, believe SAP uses this methodology.  It is less about content because many of the folks you are targetting like senior executives (CIOs, Manag ...Read More

    1,549 Views
  4. Hien Phan
    Hien Phan

    TigerData Head of Marketing • 7y

    I have spent my entire career selling into large enterprises. Now I work with our enterprise sales team executing complex enterprise sales, and enabling them with tools and content. My two-cent is that there is no such thing as go-to pieces content and collateral. More important is the sales process and qualification methodology. I think Savita mentioned MEDIPPIC. Taking a step back, the buying process which informs the sales process and the qualification method will determine the content and co ...Read More

    933 Views

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