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Use Content to Start, Stoke, and Speed Up the Sales Cycle
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Transcript of Use Content to Start, Stoke, and Speed Up the Sales Cycle
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7 Ways to Use 7 Ways to Use Content to Start, Content to Start,
Stoke, and Speed Up Stoke, and Speed Up The Sales CycleThe Sales Cycle
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Everyone is selling something.
All the time.
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To Sell is Human
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Buying habits have changed.
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How we find what we’re looking for is changing.
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The Challenger Sale
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78% of B2B buyers are looking for information around their business challenge.
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Buyers get 57% of the way through a purchase decision before they’re willing to engage a sales rep.
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90% of consumers find custom content useful.
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78% believe that organizations providing custom content are interested in building good relationships with them.
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Because 61% of consumers say they feel better about a company that delivers custom content, they are also more likely to buy from that company.
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88% of buyers use white papers to research.
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Often sales people neglect to take advantage of
how content marketing can help them:
Engage static leads. Prompt conversation with key decision makers. Provide a reason to connect “in between” purchasing decisions.
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7 Ways Content Can Start, 7 Ways Content Can Start, Stoke, and Speed Up Stoke, and Speed Up
The Sales CycleThe Sales Cycle
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Send downloadable content to a decision maker who has stalled in
the buying process.
ONEONE
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Blast downloadable content to your existing clients to remind them
you still exist.
TWOTWO
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Print downloadable content out in color and include that with seminar
or workshop materials.
THREETHREE
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Create a 90 minute workshop around custom content.
FOURFOUR
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Offer downloadable content as a reason to sign up for a webinar or schedule a follow up conversation.
FIVEFIVE
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Include content as part of your follow up to a conference call or
onsite meeting.
SIXSIX
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Use downloadable content to add credibility to your
product or service.
SEVENSEVEN
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Strategically Using Content Will:
Elevate you above your competition. Add value to your client or prospect. Affirm that you are relevant and effective.
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“I understand your world.” and
“I’m not here to waste your time asking you
to teach me about your business.”
–from The Challenger Sale by Matthew Dixon and Brent Adamson
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Twitter: @ben_stroup | Facebook: Ben StroupLinkedIn: Ben Stroup | Google+: +Ben Stroup
Web: benstroup.com | Blog: thecontentmatrix.comE-mail: [email protected]
BEN STROUPBEN STROUP