Packing A Punch Into Your Sales Tools: Build Assets That Help Sales Reps Advance Customers Through the Sales Cycle

Corporate teams create many different kinds of tools for sales reps — whitepapers, case studies, battle cards, or return on investment (ROI) calculators — with the intent of streamlining the conversations between sales teams and customers. In recent months, Forrester researched ways to get more value from sales tools by speaking to the consumers — sales reps — and the suppliers — product, industry, or marketing groups.

Sales reps are frustrated by a cacophony of sales tools with random purposes and inconsistent quality; corporate teams want to provide more valuable tools to sales reps, but they don't have a road map that shows where or how to create that value. In this webinar, Forrester outlines a new methodology for overcoming the problems thwarting sales tools.

 Agenda:

• Create sales tools that line up to how sales reps engage with customers.
• Understand how each sales tool helps advance customers in the sales cycle.
• Determine the degree of change required to standardize each sales tool.
• Outline your journey to encourage and reinforce internal change.