Use Content to Start, Stoke, and Speed Up the Sales Cycle

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Content marketing will help you generate more leads, convert more prospects, and close more deals. When used effectively, it can systematically improve your capacity for revenue creation.

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Use Content to Start, Stoke, and Speed Up the Sales Cycle

  1. 1. 7 Ways to Use Content7 Ways to Use Content to Start, Stoke, andto Start, Stoke, and Speed Up The SalesSpeed Up The Sales CycleCycle
  2. 2. Everyone is selling something. All the time.
  3. 3. To Sell is Human
  4. 4. Buying habits have changed.
  5. 5. How we find what we’re looking for is changing.
  6. 6. The Challenger Sale
  7. 7. 78% of B2B buyers are looking for information around their business challenge.
  8. 8. Buyers get 57% of the way through a purchase decision before they’re willing to engage a sales rep.
  9. 9. 90% of consumers find custom content useful.
  10. 10. 78% believe that organizations providing custom content are interested in building good relationships with them.
  11. 11. Because 61% of consumers say they feel better about a company that delivers custom content, they are also more likely to buy from that company.
  12. 12. 88% of buyers use white papers to research.
  13. 13. Often sales people neglect to take advantage of how content marketing can help them: Engage static leads. Prompt conversation with key decision makers. Provide a reason to connect “in between” purchasing decisions.
  14. 14. 7 Ways Content Can Start,7 Ways Content Can Start, Stoke, and Speed UpStoke, and Speed Up The Sales CycleThe Sales Cycle
  15. 15. Send downloadable content to a decision maker who has stalled in the buying process. ONEONE
  16. 16. Blast downloadable content to your existing clients to remind them you still exist. TWOTWO
  17. 17. Print downloadable content out in color and include that with seminar or workshop materials. THREETHREE
  18. 18. Create a 90 minute workshop around custom content. FOURFOUR
  19. 19. Offer downloadable content as a reason to sign up for a webinar or schedule a follow up conversation. FIVEFIVE
  20. 20. Include content as part of your follow up to a conference call or onsite meeting. SIXSIX
  21. 21. Use downloadable content to add credibility to your product or service. SEVENSEVEN
  22. 22. Strategically Using Content Will: Elevate you above your competition. Add value to your client or prospect. Affirm that you are relevant and effective.
  23. 23. “I understand your world.” and “I’m not here to waste your time asking you to teach me about your business.” –from The Challenger Sale by Matthew Dixon and Brent Adamson
  24. 24. Twitter: @ben_stroup | Facebook: Ben Stroup LinkedIn: Ben Stroup | Google+: +Ben Stroup Web: benstroup.com | Blog: thecontentmatrix.com E-mail: ben@benstroup.com BEN STROUPBEN STROUP

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