In business, the content is the king. Content is a useful tool for your sales reps to engage prospects. So, the content has to be appealing and engaging so that your sales reps can win deals in lesser time.
If you are implementing a sales enablement platform in your business, then you need to create impactful buyer-centric content for your sales reps. Here are some of the tips on how you can create useful content:
Audit Exiting Sales Content
The first thing you need to do is improving your existing content. Check out if the content is outdated, even if it is not, examine what improvements need to be made. At the same time, identify the gaps that need to be addressed in the existing content.
Map Content to Buyer Journey
Create the content in such a way that it addresses every stage of the buyers’ journey. Ensure that you incorporate the tastes and preferences of buyers in the content you create for your sales reps.
Different Content for Different Sales Rep
It would help if you did not create a single content type for all your sales reps. Please take into account what and how your sales reps sell. And tailor your content to fit into their selling methodologies.
Track Usage of Content
Do not think that content creation is the end of your job. It will help if you track which of the content pieces your sales reps are sharing. And you also should monitor how much of the content is viewed by prospects and customers. The findings will help you to create more valuable content for your sales reps.
Listen to Your Sales Reps’ Conversation
Listen to what your sales reps speak to prospects and customers. It is the best resource for you to create impactful content. Find out the areas of improvement and also the areas which will strengthen their conversations and create content accordingly. And do not forget to assess the effectiveness of your content by taking the feedback from your salespeople.
Now, you also need to know what all types of content exist in sales enablement. Please go through the infographic in this post to understand those.