In the purchasing journey, in fact, prospects who are ready or almost ready to buy are at the bottom of the funnel . They are already aware of their problems and have already identified possible solutions . The questions that these prospects will ask a salesperson will be largely identical during calls or appointments. By directly addressing these issues and talking about them openly through your content , it will be possible to convey your values in a coherent and clear way, so as to accelerate the sales process , promoting transparency and trust in customer relationships .
Starting to create content that responds to the needs of leads at the bottom canada telegram data of the funnel will make these processes more scalable and automatable. Salespeople will be able to really focus on the relationship with the prospect, who, without difficulty, will already have the answers to the most frequently asked questions. The more we are able to answer questions before they are even asked, the more information we are able to give to leads before they meet a salesperson , the more qualified they will be and the easier the sale will be .
Using content during the sales process
In addition to the content you offer to potential customers and through which they come into contact with your brand, it is very useful to have content that can support the sales team , to enhance the key moments in closing deals.
It is also necessary to provide sales with easy and quick access to this content so that they can use it with agility during meetings or sales calls, thus providing a consistent experience to the buyer. We are therefore talking about the organization of a library . In this way, the sales department will be encouraged to use, and ideally participate in the content produced by marketing, as it will provide them with immediate and practical support in the sales process. The latest technologies are supporting this organization and automation of content.
For example, marketing can support sales by creating standardized but customizable email templates that automatically link to the content a salesperson intends to share with the lead. This significantly reduces the time spent on an activity that usually includes writing the email and searching for the content, turning it into an ad-hoc effort in a few clicks.
However, these automations will only be effective when the sales team is completely convinced of the usefulness of the contents within their processes. The founding pillar on which this efficiency in marketing is based therefore lies in the creation of material that adds value throughout the customer relationship process , so that sales embrace the cause in view of better professional performance.
