The six essentials for delivering successful sales pitches

6The

Essentialsfor DeliveringYour Pitch

Engagement is the lifeblood of the modern sales process.

Customers are highly informed and highly demanding. They expect to be able to get information on any aspect of your product whenever they need it.

Throughout the sales cycle, you are constantly pitching them with content that needs to intrigue and educate them. But how do you get the most out of what you are sending?

!+

To deliver your content that engages customers and drives sales,you should have a service that offers the six essentialsto effective sales pitches.

1

2

3

4

5

6

1 Effective Contentat Your Fingertips

If you start with the wrong content,it’s not going to engage customers no matter how you put it in front of them. That’s why your pitching service should connect you to the content that

you need – the content that works and that is appropriate for each opportunity.

You should always have it right in front of you,with a portal that supports great searching and browsing,

and playbooks that put the highest scoring targeted content next to each opportunity in your CRM system.

2 FrictionlessPitches

Ready to pitch a customer?No matter what you want to share with them or where you are,

nothing should stand in your way.

See it, pitch it ...from your browser or your CRM system,

anywhere and any time.Fire up a live pitch, send a link in an email,

or have the service send email on your behalf.

You should get the support you need,no matter how you want the content

to be put in front of the customer.

Sending a pitch should just take a few clicks,with the service automatically looking up the email address

of your prospects and connecting the pitch to the right opportunity in your CRM system.

3 Compelling for the Customer

The whole point of a pitch is to engage your customer.

If they get an email,it should motivate them to clickand should lead them to aneffective presentation

of your content.

When sharing a live pitch, the rep can seamlesslyintegrate presentations with demos.

There can’t be any roadblocks. Customers can engage with the content from any environment or device, without downloading or installing any software.

4 InstantNotification

The moment that the customer opens your email or views an item that you’ve pitched to them, you need to know immediately,

wherever you are.

Customers have a lot on their minds,and most of the time it isn’t you.

When they do decide to dig in and investigate what you’ve sent to them, that’s the perfect opportunity to reach out.

Know who, what, and when,so you can follow up with the right people at the right time and

move the deal forward.

5 Action-CenteredDashboard

When you go to your dashboard,you should see exactly what you need

to know to decide on your next step.

Is this a hot prospect actively investigating what you sent themor are they ignoring you?

Get the whole picture of your engagement,so you can see when they viewed your content.

Know exactly what caught their attention,slide by slide and page by page.

The information about each pitch should be integrated with analytics that track customers as they move through the sales cycle.

Then you can see what’s working and what isn’t.And which prospects are hot, and which have gone cold.

6 CRM ActivityTracking

You can get a lot of value from having all customer activity in your CRM system, where you can look at an opportunity and instantly see everythingyou need to know about it.

But it’s a huge investment of time for a seller to enter it all in by hand. Your pitching service should make that a bad memory, by tracking everything in your CRM system automatically without tedious and error-prone data entry.

A pitching service that covers these six essentials connectsyour sales team more effectively and more directly

with your customers.

So your customers get more relevant and more engaging content and you get better deal velocity and a

higher conversion rate.

Highspot is the industry’s most powerful sales engagement platform. By surfacing the most

relevant content, providing flexible ways to present it to customers, and understanding how it performs across the sales cycle, Highspot uniquely delivers

visibility and insights that drive engagement, revenue, and customer satisfaction.

www.highspot.com