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Article: Choosing the Right Sales Materials for the Challenge

WriteSpark

When they consider sales materials, most people think only of a brochure. The guidelines presented here will help you choose the right materials for typical technology sales and marketing challenges. Complex technology products typically involve a lengthy sales cycle and a purchase decision made by a committee instead of an individual.

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Decision Makers Like Details

WriteSpark

I once participated in a focus group to evaluate the effectiveness of sales materials produced by an insurance company. But as a group of thoughtful consumers can tell you, don't forget the usefulness of detailed data sheets and technical product brochures for your sales collateral set. . . The group's choice?

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article thumbnail

Decision Makers Like Details

WriteSpark

I once participated in a focus group to evaluate the effectiveness of sales materials produced by an insurance company. But as a group of thoughtful consumers can tell you, don't forget the usefulness of detailed data sheets and technical product brochures for your sales collateral set. . . The group's choice?

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Case Studies: Does Your Team Know What Makes a Good Success Story?

WriteSpark

One of your sales reps sends a breathless e-mail: "XYZ company just signed a contract. They'd make a great success story!" Or, you're preparing to launch a new product and you know that a strong customer case study would be very helpful for substantiating your marketing messages.

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White Papers: Refresh or Write Fresh?

WriteSpark

Use these criteria to determine whether a white paper is a good candidate for a refresh : Continues to attract a large number of sales leads or downloads. Yet many older white papers can deliver renewed value to your promotional efforts with less expense, time, and effort than producing a new one.

Paper 120
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White Papers: Refresh or Write Fresh?

WriteSpark

Use these criteria to determine whether a white paper is a good candidate for a refresh : Continues to attract a large number of sales leads or downloads. Yet many older white papers can deliver renewed value to your promotional efforts with less expense, time, and effort than producing a new one.

Paper 120
article thumbnail

Case Studies: Does Your Team Know What Makes a Good Success Story?

WriteSpark

One of your sales reps sends a breathless e-mail: "XYZ company just signed a contract. They'd make a great success story!" Or, you're preparing to launch a new product and you know that a strong customer case study would be very helpful for substantiating your marketing messages.