Optimizing Sales Performance through Powerful Enablement Content with Phyllis Davidson
Manage episode 371028938 series 3331318
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
Κεφάλαια
1. Optimizing Sales Performance through Powerful Enablement Content with Phyllis Davidson (00:00:00)
2. Why this Topic is So Important to Phyllis (Plus Examples of the Content We're Covering) (00:02:06)
3. Does Using Content in the Sales Process Really Make a Difference? (00:07:07)
4. Improving Sales Enablement With Audience-Centric Content (00:09:11)
5. Why Don't Sellers Use the Marketing Content that is Created for Them? (00:12:03)
6. Marketing Can't Be Making Sales Content Decisions in a Silo (00:16:58)
7. Key Elements for the Successful Use of Sales Content (00:20:01)
8. ROI and Content (00:25:22)
9. Create an "Open Door" Between Marketing and Sales (00:29:05)
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