Sales readiness collateral is designed to arm sales teams with consistent messages to deliver to prospects at a specific point in the sale. These pieces give sales reps the information and guidance they need to effectively qualify customers and build value into the sale by uncovering customer needs, exploring the impact of existing pains, and helping the customer to visualize a solution involving your offering.

Approaching the sales engagement with materials that support the sales process will help to keep these encounters on track, ensuring that the rep is having the right conversation with the right customer in order to drive the sale without encountering any major roadblocks. However, as sales are ultimately driven by people, and no encounter will be necessarily perfect or exactly like another, some objections are bound to arise – sales readiness collateral can provide the answers to those hard-hitting questions customers may ask, as well as guidance for other sticky sales situations.

Sales readiness collateral can include:

• Telesales Scripts
• RFP Response Scripts
• Objection Response Sheets
• Competitive Guides