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Salespeople need to be involved in Content Creation. It really is that simple. There are 2 major reas
 

Outside Sales Round Up

October 23 · Issue #50 · View online
The ultimate newsletter for outside sales professionals.

Salespeople need to be involved in Content Creation. It really is that simple. There are 2 major reasons for that:

  1. All day, every day, salespeople are answering questions from real prospects and studies have shown that 80% of the questions asked are the same between calls. That means that salespeople know exactly what prospects are curious about and that a majority of their questions can be answered before you ever jump on a call. So who better to answer all of their questions then you?!
  2. People buy from people. The old adage holds up. So how then do you gain a prospect’s trust? The key is getting involved in content. If, while your prospects are researching your industry, they come across a few articles that answer their questions, and your name is at the bottom, that goes a long way.
“If the first time a prospect sees your face or hears your voice is on a call, you have failed” -Marcus Sheridan
Go get ‘em,
Matt

Here's What We're Reading This Week...
Is Cold Calling Dead? 17 New Prospecting Strategies Salespeople Should Use
How to Build a Great Sales Playbook | Sales Hacker
12 Books for Goal-Oriented Entrepreneurs
Become a Master Salesperson with an Equality Mindset | Robert Terson | Sales Gravy Articles
The Latest From the MMC Team
How To Improve Your Sales Rep On Boarding Process
Account-Based Sales and What It Means for Your Sales Goals
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