The Marketing Difference Consulting Group - strategic marketing services to businesses

Sales Tools

Arming the sales channel with the necessary sales tools is critical to grow revenue and retire quota. Step back and conduct a thorough review of what your sales team and partners have at their fingertips. Determine if you have the tools necessary for your sales channel to be successful. Is the information current? Does the content speak to the customer's critical needs? Ask the sales team what works for them and what they need to be more effective.

The Marketing Difference works with you to augment your sales tools and increase your sales activity. Here are a few ideas from our experience to consider:

	Create a sales tool portal that serves as a reference library for the sales team. Populate the site with customer success stories, robust product information, competitive analysis, objection handling, presentations, business cases, marketing programs, pricing promotions
	Develop "sales points" that include value statements, differentiation, and how to create fear, uncertainty and doubt about the competition
	Create credible customer presentations that capture the what problem you solve for your customers
	Develop content for sales training with notes. Record the training for playback
	Create on-line customer demos that visually reflect the value you bring to your customers
	Conduct competitor war games anticipating the next moves