SIPOC stands for Suppliers Inputs Process Outputs Customers. In this article, we will discuss how you and your sales team can use SIPOC for sales. If you’re new to SIPOC diagrams, read my comprehensive SIPOC diagram guide here. Use SIPOC diagrams to create a Pricing page for your sales presentation Creating a pricing page for sales decks and presentations can often seem…

What is a SIPOC Diagram and what is it used for? SIPOC diagram definition SIPOC diagram is a visual high-level process map used to define key elements of a business process and terminology to help teams better understand the process. SIPOC comes in a table format with five columns: Suppliers Inputs Process Outputs Customers. In the Six Sigma model, SIPOC is used in the…

What is sales enablement content? Sales enablement content is a type of content that is created by content marketing teams with the specific goal of helping sales teams to sell more effectively; rather than simply generating awareness. It can include sales presentations, case studies, sales playbooks, one pagers, blog posts, sales scripts, email templates, etc. Sales enablement content plays a critical role in B2B sales team’s success

What is B2B sales collateral? B2B sales collateral is content (digital or physical) created to help sales teams effectively engage and move prospects through the buyer’s journey. Examples of sales collateral include presentations, white papers, case studies, proposals, videos, sales sheets, eBooks, infographics, and fact sheets. Sales collateral is a form of sales enablement content…

Why click-through rate and email opens is not enough to accurately measure prospect engagement? Merely measuring an email click-through rate and email opens does not give sufficient insight into prospect engagement levels. These metrics can be extremely misleading. To gauge a prospect’s interest, you need granular document analytics to track their engagement with sales collateral and presentations you share.

What is sales engagement? Sales engagement is the process of engaging and interacting with potential customers to get their attention, build relationships, and create selling opportunities. These days, majority of these engagements take place virtually, either over the phone calls, in video sales calls, over email, direct mail, or social media. The modern virtual…

In today’s virtual sales world, having the ability to tell which prospects are really interested in your offerings and being able to follow up with them in a strategic way is priceless. Did you know that you can track PDF files in real-time and get actionable engagement data? PDF document…

What is sales momentum? Sales momentum is the product of ‘Quantity of qualified sales leads’, ‘Lead conversion rate’, and ‘Velocity of the sales pipeline’. By focusing on those three key areas each day, will help you building and maintaining sales momentum over time. Quantity of qualified sales leads

There are many different types of video presentations. In this article, we will explore the video presentations that every rapidly growing company should use. To help your company continue grow fast and gain competitive advantages over its competitors, keep reading for some video presentation ideas! What are the most important types of video presentations? Here is the list of…