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A good sales enablement strategy can help you reach them, but that requires measuring the right metrics.
Keep in mind what your Key Performance Indicators (KPIs) are, like traffic generated, lead generation, average deal size, attainment, time to close, and others.
Bite-sized and timely content
You must learn your potential customer’s needs and expectations to provide just the right content for that state of mind.
This means an approach focused on bite-sized and timely content, instead of long and large presentations that won’t keep their attention.
Why Is a Sales Enablement Content Strategy Important
A sales enablement content strategy involves looking at the customer journey and determining which touchpoints may require additional content to help the sales team move the customer through the funnel.
Then, the sales team can provide input usa telephone book regarding what should be included in that content to accentuate their interactions with the customer.
Finally, the content delivery team can create these pieces for sales reps to start using immediately.
There are five reasons why it’s crucial to develop a comprehensive sales enablement content strategy:
Empowering your sales team
Better customer interactions – Most customers prefer to do their research, and this content allows them to go at their preferred pace.
Makes your brand more competitive – Sales content can make your brand more appealing than companies relying solely on sales calls.
Cohesive messaging between HN Lists marketing and sales – Facilitate better collaboration between these teams for a smoother customer experience.
There are several types of content your business can use to affect your audience positively as it becomes closer to conversion. Those will allow you to provide value to your public and solidify your presence as an authority in your field.
With both sales and marketing departments working on this strategy, it’s easy for problems to occur with so many people involved.
So, it’s best to appoint a sales enablement manager who can have a bird’s-eye view of both teams to ensure everyone stays on target.
This manager can also verify progress and step in to solve any problems that occur along the way.
