In addition to the evolution of purchasing processes and consumer behavior, the working methods of the marketing and sales teams have also undergone a major change.
Today, the key to B2B’s success lies in the strategic alignment of the two teams.
An important element of personalization comes in the form of quality content that equips marketing equipment and aims to educate and engage potential customers and guide them through the funnel.
It is worrying, however, that 65% of representatives say they cannot find content to send to potential customers. And this is where you, as a marketer, can fill the gap by creating valuable content that helps salespeople accelerate the sales process.
So let’s take a look at six content items that can help your sales team close deals more efficiently.
- Buyer’s personal documents
It is one thing to think that you know who your target audience is; another is an in-depth analysis of demographics, psychograph, purchasing behavior, motivations, challenges, and decision-making to develop detailed characters.
This is exactly what the buyer personas documents are: unique and detailed descriptions and analyzes of the personas that make up the most important customer groups.
By developing people, you will gain a better understanding of your customers and ensure consistency in communication and management.
You can collect information by taking customer surveys, interviewing them, forming focus groups, using third-party networks where they spend their time, and discovering trends or patterns in their interactions with your Google Analytics and Facebook Audience Insights website or elsewhere.
It would also be a good idea to do a customer mapping exercise to help you identify your most likely customers and understand how to better engage with those who use your content and products or services to consume.
Formalize people after filling in the details: Organize and document the information. An effective way to do this is to use infographics to visually present your personal guide, making it more engaging and easier to understand.
- Case studies
The case studies show your company’s value proposition and experience without being aggressive. It is no wonder that 69% of marketers use case studies as part of their content marketing strategy.
Case studies are the best choice for leads in the sales funnel switching phase and can be used as social proof and can be used by the sales team to drive potential customers and take them to the next stage. To give instructions on how to move.
A case study begins with a compelling story. Make sure to enter information and statistics to validate your points and end with a customer testimonial to make it authentic and engaging.
- Sales Presentations
Your sales team serves potential customers and offers seats. What can really support your business is a powerful sales promotion.
From presenting your company and what it has to offer, to presenting your success stories and tailor-made solutions, the right offers are a great way to present your brand to the buyer and convince them that you want it.
Keep presentations visually appealing using infographics, charts, and graphs to show what you want and show your business opportunity?
- Product overview
To be a successful salesperson, you have to know your product from the inside out, right?
So, how about creating a product overview or a single page for your sales team? It is usually an internal document, but it can really help your sales representatives to become familiar with the products they are selling.
The stronger your product knowledge, the more confident they will be when you talk to potential customers and the conversation leads to conversion.
The single page should highlight the product’s characteristics, uses, benefits, and prices. Keep it clear and to the point and make sure it fits on one page.
- Sales brochures
Your salespeople are the face of your business. These are the ones who lead and communicate with customers and potential customers. That’s why it’s important to make sure they’re well equipped to say what they have to say in conversations with potential customers and buyers.
Writing a sales presentation is putting together the most important conversation topics. The idea is to give tips so that they know what needs to be done to convince potential customers and bring them closer to conversion during sales calls. However, they must not just memorize the scriptures; it would just make them look robotic.
It is also advisable to fill in the answers to some frequently asked questions so that the answers are consistent and there are no surprises.
- Email templates
Whether the sales department sends an email without arguments or reconnects with previous instructions, email is the ideal communication tool, especially today.
What if you could provide email templates for your sales team for a variety of situations, instead of wasting time writing and responding to emails?
Once you’ve set up your outgoing email templates, it’s a matter of setting up marketing automation to speed up conversion. Modeling and automation not only save time and ensure consistency in communication but also help to monitor performance and optimize your prospecting strategy.
As a B2B marketer, your work does not begin or end with passing on generated leads to the sales team. Most importantly, provide them with targeted content items to provide a more personalized and engaging experience for potential customers and buyers.