In this episode, we’re discussing how to ensure that your salespeople are using the sales content that is provided to them.
Here, we ask questions like: Why is content important to prospects and customers? Does it make a difference? Why does sales content often remain unutilized by salespeople? What elements should be in place in order for sales to make the best use of marking content?
Joining Dani to answer those questions and so many more is Phyllis Davidson, VP/Principal Analyst at Forrester.
Phyllis brings up some great pieces of insight, like:
- Why sales reps who make use of content perform better than their peers who do not.
- How too many sellers are left confused about when to use certain pieces of content and, just as importantly, where to access them.
- And lastly, why strengthening the relationship between marketing and sales can only result in stronger and more helpful content for sellers and prospects alike.
Links:
Phyllis Davidson
The Definition of "More from Less" in B2B Content Strategy and Operations
B2B Content: Experimentation Means Bold Bets and Cold Sweats
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