Sales literature and tools help you communicate and strengthen your message throughout the strategic marketing process. Known as marketing communications or collateral, they may include:

  • Company brochures
  • Product data sheets
  • Case studies
  • White papers
  • PowerPoint presentations
  • Websites
  • Newsletters
  • Reference lists
  • Proposal templates
  • ROI Calculators

Sales literature and tools are necessary to conduct marketing campaigns and execute the sales process. Effective literature and tools reflect a company’s brand strategy, work dynamically in each distribution channel, focus on achieving a specific goal, and fit together with other tools in the process.

Sales Literature & Tools Value

The printed word promotes credibility, so your materials are important tools in your arsenal. They reinforce the brand, and they can create a lasting impression if done well.

Good literature and tools are tightly integrated with the sales process. Rather than inundating a prospect with too much information at once, break it down into distinct pieces that answer key questions at a specific stage in the process. This will help your prospects quickly absorb the most relevant material and make more timely decisions so they can move forward to the next stage.

Companies with good sales literature and tools are able to:

  • Maximize effectiveness of marketing campaigns and sales investments
  • Eliminate obstacles for the buyer, rather than creating new ones
  • More successfully evaluate the effectiveness of individual sales reps
  • More accurately and quickly evaluate market response to company messages

Growth Panel enables you to evaluate your sales literature and tools, their roles, and their effectiveness. The right tools delivered at the right time improve marketing and selling effectiveness, thereby increasing revenue velocity and your top line.

Sales Literature and Tools in Growth Panel

  • Analyze Current Materials:  Review your marketing campaign materials and tools delivered at each step of the sales process. Verify that they are aligned with the buying process, that they serve a specific purpose, and that they are effective.
  • Identify Potential Literature and Tools:  Identify and create new literature and tools, or update your current repertoire.
  • Define and Manage New Literature and Tools:  Create guidelines and requirements for literature and tools such as company brochures, presentation templates, data sheets, white papers, campaign creative, case studies, reference lists, product demonstrations, newsletters or ROI calculators. Develop a budget that includes strategic requirements, manage vendors and establish an update calendar.