Lauren Kersanske

These are all great answers. To add just a little bit to Gaurav's helpful points of consistency and ease... Consistency--keep content updated with market and competitor movements. Did a competitor change pricing? Launch a new product? Change the messaging on their product pages? If you're tracking this stuff consistently AND you keep your sales collateral updated with those insights (battlecards, competitive profiles, etc.) sales will continue to leverage your materials because they know that it is accurate and you're on top of it, thus building your credibility. Ease--agreed that you should centralize as much as possible. I think the key is--if you can--try to store materials where your sales team lives, usually your CRM. Lots of tools out there offer integrations with SFDC, other CRMs, etc. One less tool/platform to introduce to your sales team, the better--at least in my experience.