EDITED and REUPLOADED: April 2015. Your clients are looking for you and what you offer. Many are making a buying decision before they even reach out to you, so the question is: Are you providing potential sales prospects with the materials and content they need to make a buying decision? Sales materials have changed, so have your delivery channels. Diversify the materials designed for your sales team to capitalize and grow your business. Note: this slideshare comes with downloadable companion worksheets, fill in a super quick survey using this link to access them: http://bit.ly/1z2aJyE

1. THE MODERN
SALES KIT
Moving beyond binders and
sell sheets for truly mobile sales.

2. YOUR FUTURE CLIENTS
ARE LOOKING FOR YOU.

3. IS YOUR INFORMATION
MOBILE, EASYTO FIND?

4. WHOare they?
»» Industry
»» Company size
»» Position/role
»» Buying power
WHEREare they searching?
»» Online searches
»» Mobile: Phones/ tablets
»» Trade shows
»» Associations and groups
»» Trade magazines/ sites
WHAT
do they want?
»» Videos
»» Literature
»» Reference materials
»» Comparisons
START BY KNOWING YOUR
CLIENTAND HOW THEY BUY

5. ARE YOUR SALES
PEOPLE USING THE
RIGHTTOOLS?

6. TRADITIONAL
PRINT/PDF
EVENTS &
TRADE SHOW
MOBILE &
PRESENTATIONS
WEB &
DIGITAL
PRESENCES
BRANDING
CONSIDER MODULAR SALES TOOLS
Build recognition
Be consistent
Accessible
Information
Sell in front
Be visible
Be responsive
with mobile tools
Stand out
Stay top of mind

7. PLAN FOR CLIENT BUYING STAGES1.
CLIENT
STATUS QUO
Loosening
the status quo
1. Education
BUYING CYCLE STAGES
2. Active buying 3. Closing
Committing
to change
Exploring
possibilities
Committing to
a solution
Justifying
a solution
Making the
decision
The client has been doing it their way
for a while.
You have a better option for them...

8. STRATEGIZE FOR LEAD MOMENTUM1.
CLIENT
STATUS QUO
Loosening
the status quo
1. Education
BUYING CYCLE STAGES
2. Active buying 3. Closing
Committing
to change
Exploring
possibilities
Committing to
a solution
Justifying
a solution
Making the
decision
You need to move them from status quo
to making a decision to buy.

9. HOW DO YOU DO THAT?

10. UNDERSTAND WHAT THEY NEED TO KNOW2.
CLIENT
STATUS QUO
Loosening
the status quo
1. Education
BUYING CYCLE STAGES
2. Active buying 3. Closing
Committing
to change
Exploring
possibilities
Committing to
a solution
Justifying
a solution
Making the
decision
You want to let them
know you are out
there and you have
something they want.

11. ANTICIPATE WHAT THEY NEED TO BUY2.
CLIENT
STATUS QUO
Loosening
the status quo
1. Education
BUYING CYCLE STAGES
2. Active buying 3. Closing
Committing
to change
Exploring
possibilities
Committing to
a solution
Justifying
a solution
Making the
decision
Provide them with
what they need and
make it accessible so
they can find it when
they want it.

12. BE PREPARED TO DELIVER2.
CLIENT
STATUS QUO
Loosening
the status quo
1. Education
BUYING CYCLE STAGES
2. Active buying 3. Closing
Committing
to change
Exploring
possibilities
Committing to
a solution
Justifying
a solution
Making the
decision
Reinforce your company credibility
and professionalism with a consistent
look and responsive approach
through to the end. Make sure they
know they made the right choice.

13. DIVERSIFYYOUR TOOLS FOR EACH PHASE3.
1. Education 2. Active buying 3. Closing
TRADITIONAL
PRINT/PDF
EVENT &
TRADE SHOW
MOBILE &
PRESENTATIONS
WEB,
SOCIAL &
DIGITAL
BRANDING
& TEMPLATES
RESPONSIVE
CONSISTENT
VISIBLE
PREPARED
ACCESSIBLE

14. THE RIGHTTOOLS CAN
WORK TO OPEN DOORS,
BUILD RELATIONSHIPS,
AND INCREASE SALES.

15. A STARTER LIST OF BUSINESS SALES TOOLS
BUSINESS ASSETS
»» Direct mail and
email database
»» Product images, CADs
and descriptions
»» Testimonials
»» Awards and milestones
»» Portfolio/ case studies
»» Branded asset database
(send file)
DIGITAL AND TABLETS
»» Downloadable pdfs: sell
sheets, spec sheets, flyers,
catalogues, and articles
»» Digital publications, ebooks
and white papers
»» Presentations
and slide shows
»» Contracts and
rpf/rfq templates
»» Payment channels
»» Sales connectivity apps w/
CRM capabilities
ONLINE
»» Website and micro-site
presences
»» Content: Blogs and articles
»» Branded social channels:
linkedin, facebook, twitter,
pinterest, google+
»» Video and video channels :
youtube, vimeo
»» Webinars and podcasts
»» Branded mail signatures
»» Email campaigns
»» Google analytics/
sem or seo
»» Web banners/ads and
directories
»» Publications: Interactive
digital, hyperlinked PDFs
and epubs
»» Interactive advertisements
online and in digital
publications
PRINT
»» Stationary and
business cards
»» Proposal, quotes, contract
templates
»» Kits : folder, sell sheets,
brochures and guides
»» Direct mail
»» Traditional advertising
(print, radio, tv)
»» Events and contests
»» Directories
»» Referral programs
»» Catalogues and flyers
»» Trade show exhibits
»» Signage and banners
»» Books: published,
handbooks, workbooks
»» Badges and promotional
products

16. ABOUT US
is an innovative
graphic design and sales tools boutique.
Every piece of design we do for a client
fits into a bigger picture. We focus on
goals long-term, and understand what
steps are necessaryto elevate your
brand through whatever avenue is
appropriate foryour company.
Did you like this
presentation? DOWNLOAD
OUR SALES TOOL AUDIT
WORKSHEET to get started.
Ifyou want design support to help
boost your sales growth contact us.
We want your business.
Local: 905.488.5406
TF: 1.866. 896.8566
Email Us:
sales@rbkartworks.com
Visit us online
www.rbkartworks.com
THE MODERN
SALES KIT
THE COMPANION WORKSHEETS
Diversifying your sales tools beyond
binders and sell sheets.
Local: 905.488.5406
TF: 1.866. 896.8566
Email Us:
sales@rbkartworks.com
Visit us online
www.rbkartworks.com