Build a Sales Enablement Content Strategy in 7 Steps
Now that you understand the importance of a good sales enablement content strategy, the next step involves learning how to do that the right way.
Your success depends on how well you’re able to align your content to your target audience’s expectations to get information for a good sale.
Check out the right steps towards how to build a strong sales enablement content strategy for your business.
Step one: determine your goals
First and foremost
Also, remember that individual pieces of content can be for specific goals, so only some things have to focus on the same objective.
For example, a white paper may move a telemarketing leads for sale customer to the next stage of the funnel, while a sales presentation is to close the deal.
In this case, the sales team should develop the goals so the marketing team can create targeted, high-value content to deliver them. You can also use a marketing calculator to determine an estimated ROI.
Step two: outline the customer journey
It takes up to eight touchpoints on average before a lead converts to a customer.
The exact number may be higher or lower for your business
In this step, the sales reps can dictate which points require additional content to help them move the prospect to the next stage.
Reps may also collaborate with the marketing department to develop some rough ideas.
Step three: choose the right content types for each touchpoint
As we’ll discuss later, there are tons of HN Lists options for sales enablement content, including blog posts, white papers, and more.
Some touchpoints may need multiple content pieces, while others are best left.
In this step, sales and marketing teams should collaborate to discuss what will work best and the type of information that should be.
