4 Ways Content Marketing Supercharges B2B Sales Teams - SalesStaff - ContactCenterWorld.com Blog
Utilizing inbound marketing techniques to tempt prospects into your sales funnel can help them stay engaged, build trust and even give you something to talk about. While most content marketing techniques are used to draw prospects in, they are incredibly useful in the sales process too. Why does content matter when it comes to sales?
Inform Prospects with the Content You Want Them to See
Salespeople used to have the task of educating their prospects and customers about their product, service and company and relaying their key benefits and value propositions. Now that information is so readily available, your prospects are learning about your solution without you or your salespeople. So when prospects enter your funnel, take the opportunity to give them the content that will be most impactful to them and gives the sales rep the best chance to advance the prospect.
Social Media Proof
Part of the content marketing engine these days is the content posted on social media channels. It used to be that a referral from someone you knew was just that – a personal reference and proof of a company’s ability to deliver. Today, a company’s credibility can be perceived well if their social media game is strong. Prospects who are fully invested and active on social media give more credence to organizations that they see as an authority on topical information within Social Media channels.
Building Trust as a Thought-Leader
When you provide a steady stream of relevant content in the sales process, you create trust in your brand and your position as a thought-leader. Your prospects come to know what to expect from you. Every time you share interesting, pertinent and educational content, you help establish yourself as an expert in your field and build trust with your prospects.
Content Marketing as a Vehicle for Reaching Out
We’ve all had prospects that seemed interested, but just needed multiple touch points to advance in the B2B sales process. Content gives you an awesome reason to get in touch in a non-threatening and non-aggressive way. It’s a softer approach that conveys, “Hey, I read this and thought of you.” Send along your latest whitepaper, link to your newest infographic or point a warm prospect to your latest blog; your great content can give you a reason to get in touch and provides a great talking point.
Publish Date: February 3, 2016 5:00 AM
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