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Overhaul your Sales Support Process

Overhaul your Sales Support Process

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Published by John Follett

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Categories:Types, Business/Law
Published by: John Follett on Sep 15, 2009
Copyright:Attribution Non-commercial


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Executive Summary
\u00a9 2009 Demand Metric Research Corporation
Overhaul your SalesSupport Process

Many organizations suffer from a lack of alignment between Sales and Marketing. Part of the problem is that most marketing departments don't view sales support as one of their most important functions. Be proactive in your effort to work with Sales. Start by opening Demand Metric's downloadableSales Support Checklistto identify where your gaps are. Following is list of 16 tools and templates that you can use to overhaul or create an effective sales support process.

Key SalesSupport Tools:
Sales Support Effectiveness Survey- this brief questionnaire documents

strengths and weaknesses in the following areas: CRM, Demand Generation, Lead Management, Product & Company Training, Marketing Collateral, Partnership Management, and Brand Awareness.

Marketing Collateral- provide corporate brochures, product sheets, pricing
sheets, Case Studies, whitepapers, FAQ, and other related collateral.
Standardized Job Descriptions- clearly define the roles & responsibilities
of your Account Executive and Director of Sales Support.
Sales Training Manual- a formal sales training manual will ensure that all
new recruits have a fundamental understanding of the sales process.
Sales Skills Assessment- evaluate the skills of each sales representative
and compare them to the department average and top representative.
Competitive Map & Matrix- help your team speak intelligently about the
competition and be able to communicate your competitive advantages.
I ndividual Goals Tem plate- it is essential that salespeople have goals.
Key Account Planning Tool- what is your action plan for driving revenue?
Sales Script- provide an example of what a successful sales call looks like.
Feature, Advantage, Benefit Tool- analyze your product to determine how
to relate advantages to customer needs to create a perceived benefit.
SPI N Selling Question Tool- use Neil Rackham's wildly popular method to
develop Situation, Problem, Implication, and Need-Payoff probing questions.

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