If you haven’t already done so, check out Part I here. Below are the final three keys in creating some killer sales content. Keep in mind that this is a long term play and not just a short term solution, so make sure you are committed to the long haul. The results will be worth it!
Unleash the Power to Self Select
The one thing that is very consistent in many organizations is that marketing and sales are separate, divided and in some cases, have a significant amount of animosity between the two departments. This typically comes from a lack of understanding and communication. So, if you are the head of marketing or sales for your company, one way to solve this problem is to engage sales team members in the process of creating content.
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Sales is on the front lines and some of the best content that I have seen developed was due to the input from sales team members. If you incorporate this idea to your content process, you will see a vast improvement in the engagement between departments.
Embrace the Review-Obsessed Society
It’s true. People love reviews. Whether looking to buy a new mattress or evaluating new vendors, reviews are important and utilized now more than ever. So, knowing this, it’s time to get out ahead of the competition and build review content. Try something like: “The Top Providers of _____ in the ______ Market”. Here’s the key, do not include your company. You don’t need to. You will say more by not including yourself and if you do this correctly, you will drive them to your site, which is exactly what you want.
Show It, Don’t Just Say It
Talking is easy, but actually showing and educating a prospect is quite a different thing. Remember, you are building TRUST and a great way to do that is by being the teacher in your industry. Educate by becoming a student and thought leader of your industry first and then replicating what you learn into some killer content.
