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:
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?!
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
Account based sales, as a technique, is not new. However, with the rise of smart sales technology, it has experienced a resurgence and increasing popularity amongst B2B companies.
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