Source of Infographic: KnowledgeTree
Sales And Marketing Collateral: Five Strategic Steps
The Sales and Marketing Collateral: Five Strategic Steps is directed toward a reading audience of moneyball managers, sales reps, marketers and closers. Using a schematic baseball theme to portray the five strategies as a competitive game and the intended reading audience as a team, it is outlined how to throw a sales pitch, know the buyer’s needs and concerns, market the collateral intended for helping with the sale and all the while leaving the competitors in the dust and closing out the deal with a win.
Get Set Up
The first step in the “game” is setting up the “batting order”. It is the manager’s job to be able to take the collateral and make sure that it addresses, in sequence, the needs and apprehensions that the prospect may have and to have the right player’s deliver the goods. This is the foundation of any successful business transaction.
Get to First Base
The second step consists of understanding how to “get on base”. This is where the skilled sales person steps up to bat. The sales rep has to know what collateral and which moment will be the right one’s to start the deal and make it to the next base in the game.
After that, the “relief pitcher” is sent in to complete the third step. The manager is responsible for the role of listening to the prospects and the other “player’s” positive or negative feedback and to know when the collateral that is being used becomes ineffective and needs to be switched out for something that will bring interest back to the playing field.
Check On Competition
Knowing your competition and the “other team” is what the fourth step is all about. The marketers are at the forefront with this one- making sure the competitors can’t beat the home team’s standing offer and to see to it that there is alternative collateral for competitive situations. It doesn’t hurt for the marketers to be able to point out the strengths of the home team and the weaknesses of the opposition.
Make the Proposal and Close
And to close out the game, the intended reader’s are left with the fifth and final step. The closer comes in to end the deal with the best proposal they have for the prospect. This is done by using previously stored data from other proposals that the prospect, hopefully, cannot refuse.
By comparing the game of sales and marketing with the likes of baseball, the intended reader’s attention is grabbed with both hands. Also, by simplifying the strategies to five steps, the material becomes intriguing and spirited. And by portraying the sales and marketing world as a competitive and skilled sport, the game becomes a challenge that is eager to be won by hitting a home run and closing the deal by the moneyball players.