This document discusses how to use sales enablement content and chatbots to engage and convert leads. It recommends creating content to address common sales hurdles, educating prospects, and overcoming objections. Examples of content include whitepapers, case studies, infographics, webinars, and email campaigns. The document also provides tips for brainstorming content ideas with sales and marketing teams and using content in chatbots to nurture leads.

1. How to Use Chatbots
and Content to Engage
and Convert Leads

2. We’ll cover various points, including:
WHY WE’RE HERE
How to create
content centered
on sales hurdles
Everything you need to
know about Facebook
Messenger Marketing
How to use that sales enablement
content in chatbots to nurture,
educate, and convert leads

3. WHO I AM
Brittni Kinney
VP
influenceandco.com
Tweet: @bkblackandgold
Brittni Kinney is a VP at Influence & Co. who
loves discussing how content marketing can
help any marketing strategy achieve its full
potential. She likes her coffee black and her
whiskey straight, and she loves traveling.

4. George Albus Derpy-dore is a Vice Pupident
of Good Boys. He enjoys peanut butter
smothered on literally anything. He would
sooner eat your content than read it.
MORE IMPORTANTLY

5. It’s content that, when used, helps your sales team sell more efficiently
WHAT IS SALES ENABLEMENT CONTENT?

6. CONTENT AS A SALES ENABLEMENT TOOL

7. CONTENT AS A SALES ENABLEMENT TOOL
Articles on Your Blog

8. Guest Posts in Outside Publications
CONTENT AS A SALES ENABLEMENT TOOL

9. Whitepapers
CONTENT AS A SALES ENABLEMENT TOOL

10. Case Studies
CONTENT AS A SALES ENABLEMENT TOOL

11. Infographics
CONTENT
AS A SALES
ENABLEMENT
TOOL

12. Webinars
CONTENT AS A SALES ENABLEMENT TOOL

13. Email Drip Campaigns
CONTENT AS A SALES ENABLEMENT TOOL

14. HOW TO CREATE SALES ENABLEMENT CONTENT

15. Criteria Your Content Should Meet
HOW TO CREATE SALES ENABLEMENT CONTENT
It should help your sales team:
1. Overcome common objections during the sales process
2. Educate prospects about your company, your processes, ROI, etc.
3. Prime your prospects to become good customers down the road
4. Provide valuable information that your prospects can pass
along to other decision makers on their teams

16. Slack Channels
HOW TO CREATE SALES ENABLEMENT CONTENT

17. Content Idea Submission Forms
HOW TO CREATE SALES ENABLEMENT CONTENT

18. Brainstorm Sessions Planning
HOW TO CREATE SALES ENABLEMENT CONTENT
1. Getting sales and marketing into the same room
2. Prep ahead of time with specific questions
3. Appoint a moderator to collect questions

19. Brainstorm Sessions Questions
HOW TO CREATE SALES ENABLEMENT CONTENT
1. What questions are you getting
that take a lot of time to answer?
2. What’s the most common reason
prospects are giving you for not
moving forward?
3. What’s the most common question
you get from people during the sales
process?
4. What’s a piece of content you wish
you could send that you don’t have?
5. What’s the No. 1 piece of content
you always send leads?
6. What are some ways you’ve
described our services or products
on a sales call that have gone over
really well?

20. Sales Call Shadowing
HOW TO CREATE SALES ENABLEMENT CONTENT

21. How to Use Content in Chatbots
HOW TO CREATE SALES ENABLEMENT CONTENT

22. influenceandco.com | @InfluenceandCo
Visit: offers.influenceandco.com/mobile-monkey
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