SALES CONTENT FOR EACH STAGE OF

THE SALES CYCLE Reps need training,

internal reference
material and content that’s
designed to engage
prospects and other external
audiences.

Content to Content to
Prepare for Share During
Conversation Conversation

Persona profiles,
value prop and
messaging guides
Industry trends and best
Prospecting Online training on
prospecting and
practices - ebooks,.
Infographics, videos
social selling
techniques.

Videos from SMEs

and top reps on Case studies
how to sell to each
industry/function - .pdfs or
(even better!)
videos
Latest industry
trends , stats &
factoids
Qualification
Qualifying
questions Datasheets,
company brochure
Objection handling
training and guides

Sales presentations -
slides for each persona
Demo
guides Discovery
“Packaged” demos

Analyst/3rd
party guides
and evaluations
Competitor
Validation info,
“silver bullets”
Letter of Understanding
template

Price ROI and other tools

guides,
Config-
to determine Solution
expected value
urators

@ Testimonial
quotes, references

Provide email
Make sure all your
templates for
sales content is
communications
mobile-ready
at each stage

Proposal template

Contract

Learn more about creating great sales content and developing a sales
content strategy that truly supports your reps. Download our ebook today

http://www.thevalueshift.com/sales-content-strategy-ebook