What type of content does the sales team need?
Posted: Sun Dec 22, 2024 4:53 am
It is the eternal dilemma in any B2B company: how to make the sales and marketing teams work in unison to improve sales. The reality in most companies is that both departments work independently, however, much progress would be made if they worked together, as they could feed off each other's knowledge. What can the sales team contribute? Knowledge of the sector and what customers demand. And how can the marketing department contribute? By creating content that helps salespeople sell more. In this whole strategy, content is the key piece , the problem is that today there are still many who are unaware of its true potential.
What can content do to help you sell more?
In the B2B field, sales processes are much longer and more complex than in B2C. There are usually many people involved and a lot of money at stake, which is why customers tend to delay their purchase decision until they are 100% sure. And what can the sales team do to channel the sale? Resolve the customer's doubts based on information . That's where the marketing team comes into play with its content strategy.
The role of marketers at this point is to gather messages that help salespeople canada cell phone number answer the questions that customers ask them. To do this, the marketing department must conduct extensive analysis that includes:
Conduct a thorough study of the sector you want to target.
Identify and analyze the buyer personas of those industries.
Learn the language that these people use when searching for information.
With all this data, they will be able to adapt their messages to the client in question and, if the sales teams use this content appropriately, they will achieve:
Increase sales
After each call to a potential client, it is advisable for the salesperson to send a follow-up email to maintain contact and, at the same time, resolve any queries that the client may have raised over the phone. Here, the role of content is fundamental, as articles, success stories or video tutorials can be provided to help resolve these questions and channel the sale.
Improve efficiency
Customers are used to dealing with salespeople day in and day out, and that is the main barrier that sales teams face today: the target audience does not trust them. That is why content is a good tool to gain their appreciation. By providing reliable and relevant information, the salesperson will be able to gain the attention of customers and smooth the way, so that the sales processes will be much more efficient.
What can content do to help you sell more?
In the B2B field, sales processes are much longer and more complex than in B2C. There are usually many people involved and a lot of money at stake, which is why customers tend to delay their purchase decision until they are 100% sure. And what can the sales team do to channel the sale? Resolve the customer's doubts based on information . That's where the marketing team comes into play with its content strategy.
The role of marketers at this point is to gather messages that help salespeople canada cell phone number answer the questions that customers ask them. To do this, the marketing department must conduct extensive analysis that includes:
Conduct a thorough study of the sector you want to target.
Identify and analyze the buyer personas of those industries.
Learn the language that these people use when searching for information.
With all this data, they will be able to adapt their messages to the client in question and, if the sales teams use this content appropriately, they will achieve:
Increase sales
After each call to a potential client, it is advisable for the salesperson to send a follow-up email to maintain contact and, at the same time, resolve any queries that the client may have raised over the phone. Here, the role of content is fundamental, as articles, success stories or video tutorials can be provided to help resolve these questions and channel the sale.
Improve efficiency
Customers are used to dealing with salespeople day in and day out, and that is the main barrier that sales teams face today: the target audience does not trust them. That is why content is a good tool to gain their appreciation. By providing reliable and relevant information, the salesperson will be able to gain the attention of customers and smooth the way, so that the sales processes will be much more efficient.