Sales Tools Defined

It used to be that marketing inundated sales with all sorts of internal use collateral - cheat sheets, quick reference cards, scripted presentations, etc. However, as the internet grew into a critical component in the sales cycle, marketing’s resources were redirected to web content creation. The sales team is now lucky if they get updated, scripted versions of corporate presentations.

Sales tools are defined as materials that enable the sales team to more effectively sell the product. Internal use sales tools help the sales team learn about the product and processes. In many businesses, internal use tools have been replaced with sales training. External use sales tools are used by the sales team to expedite the sales cycle. Most of the time, the only external tool the sales team is equipped with is a scripted sales presentation.

No wonder the sales team struggles with incomplete knowledge and long sales cycles. We work with the sales team to determine the key tools and training that will help them be successful. As part of our Accelerate Sales services, we identify the external tools that will help move a prospect forward through the sales cycle. We also create internal and external tools and train the sales team on their use.

Learn more about the services we offer for sales tools:

• Customizing Sales Presentations – build a library of slides for sales team selection
• Crafting your Elevator Pitch – give a brief introduction to your business
• Establishing your Return on Investment – model and compare business scenario returns
• Developing Cheat Sheets and Quick Reference Cards – summarize important information