What type of content can your marketing team create to support your sales team?
Marketers are in the business of creating content. From writing blog posts and social media posts to crafting downloadable offers, they push a lot of content online. But what type of content can marketers create to help their colleagues internally?
In the spirit of sales and marketing alignment, here are eight types of sales acceleration content your marketing team can start creating for sales today.
1. Case Studies
One of the best ways a sales person can demonstrate the value of your company’s solution is with numbers. Case studies make great references to share with prospects, especially when those studies directly apply to the industry the prospect is in.
2. Product Sheets
Product sheets should list the company’s products and services and answer the following questions:
- What does the product do?
- How does it help?
- Who is it for?
- How much does it cost?
3. Sales Scripts
Make sure your sales team hits the right points of conversation during their sales calls. While you don’t want them to read a script line-by-line, use it to list all talking points. Creating this type of content will make sure sales reps have the information they need without having to memorize a script.
4. Competitor Comparisons
While you don’t want to introduce your prospect to a competitor, it’s important that sales reps know how your solutions stack up against the competition. Create competitor comparisons that include what the competition is offering, how we differentiate ourselves, and how our solution is better.
5. Social Media Messages
Nowadays it’s more important than ever that sales people be active online. This is because there’s a direct correlation between sales success and social networking, as studies show that 78% of salespeople using social media outsell their peers.
Create content that sales reps can share online, like LinkedIn messages or Twitter posts. This will allow your sales team to interact with prospects and establish themselves as thought leaders in the field.
6. Email Templates
There are a lot of emails that can be sent throughout the buying cycle. These can be sent during the onboarding process, a promotional sale, or a transaction. The marketing team can equip sales staff with email templates for each type of prospect or customer interaction so that they’re prepared at every step of the process.
7. Slide Decks
Slide decks and presentations in general need to be a collaborative effort between sales and marketing. While the marketing team can provide consistency and clarity, sales can make sure the content will indeed drive the sale to close. When your marketing team embarks on this project, make sure they’re receiving continual input from sales.
These are simple, clear, and essential pieces of sales material that allow prospects to view the products and services your company provides and easily see if you’re a fit. Make sure these are straightforward, concise, and highlight the value you provide.
Utilize the talents of your marketing team to create content that can help your sales team get prospects into the funnel, move them through it, and close more sales. Not only will this type of content be incredibly effective and beneficial to your business, it can later be repurposed for content marketing material online.