By John Sonnhalter, Rainmaker Journeyman, Sonnhalter
Sales and marketing need to work closer together make the selling process better. Marketing departments that create great content but don’t share it with the sales force are missing opportunities. Yes, it’s important to get it out on the blog and other social media avenues but your sales force doesn’t always have access to or are aware of what’s up there.
Sales is looking for support in the selling cycle no matter how simple or complicated the sales funnel is. This chart from emarketer.com illustrates that point.
Well-produced and -managed marketing content sets up awareness, creates demand and enables sales. Here are some key takeaways on how marketing departments can use content for sales support:
- Communicate with sales not only what you already have but ask them what types of content they need in their process whether its application based or a case history for example.
- Have a data repository readily available to sales force. It would be ideal to segment them into sections that would relate with your particular sales funnel.
- Keep them updated when new material is available.
The key in not only having great content but to make sure your sales team has access to it.