Today’s buying process is more complex than ever. It’s important to develop sales collateral that aligns with the buyer’s journey and supports prospects as they move from stage to stage. We also suggest:

1. Assessing your current sales materials to see what’s missing
2. Talking to your sellers to understand what content is the most useful
3. Considering the buyer’s unique needs and situation
4. Looking at data and analytics to see how effective existing content is

A sales enablement tool such as content management software is a great way to keep sales collateral organized and easily accessible. It also tracks engagement metrics so you can see how sellers are using content, what content may be out of date, and how buyers engage with materials.

Since 95% of purchasing decisions are directly influenced by sales collateral, it’s an important tool in the sales cycle. Sales collateral helps sellers and organizations build credibility, drive engagement, and close deals faster.