Putting Salespeople and Marketers on the Spot

If I put you on the spot right now, what would you say is the most pressing challenge facing sales and marketing organizations today? In our eyes, it’s providing salespeople with easy-to-use tools that help them connect the dots between customers’ problems and the great things their company does to solve them

It’s a tough challenge, and one that we, as a sales enablement content company, help clients grapple with on a daily basis. If you’ve visited our site, you’ve probably read about our methodology and some of the services we offer, including Messaging Architecture Design, Aligned Asset Framework and Content Services. These all address that challenge.

 A lot of our clients ask us, “How do I make sure I’m creating the right content for my sales teams? They aren’t using what we put out there, and they aren’t giving us guidance on what they want.” We’ve found that any organization can answer this by following a few simple steps – a position we explore in our new e-book, 6 Steps to Giving Your Sales Teams the Content They Need (and Want). In it, you’ll find tips to help you: 

• Build content that is aligned with buyer needs and business outcomes
• Identify the tools that sellers really need and will actually use
• Create maps that match tools to selling interactions
• Prioritize what to create based on impact and level of effort

I urge you to check it out – and once you do, I’d love to hear how you think these steps can be applied in your own sales and marketing organizations.