Jeff here with PublisorPerish.fm, the program for marketing-minded sales leaders and sales-minded marketing leaders.
We had an awesome day today at Content Marketing World! 3,500 people from 52 countries converged on Cleveland at the awesome Content World Marketing conference. We had the opportunity to lead a lunch and learn session on sales and marketing alignment. We offered practical tips and used a check list to drive a shared vision of success. And we opened the session primarily to a room full of marketers talking about the top ways that content marketing rocks for sales.
Content marketing rocks for sales because you have:
- more well-educated prospects,
- shorter sales cycles, and
- a higher close rate.
I don’t know of any sales professional that would argue with having those 3 criteria to help them drive deals more effectively.
So we dug into the checklist piece by piece; there are 17 items. The checklist addresses the following:
- goal-setting,
- lead statuses,
- lead qualification,
- lead scoring,
- helping everyone understand when leads are ready to be advanced to sales,
- the role that marketing should play in the continuation of the sales relationship to help scale the communications.
We also covered how content marketing can really actively govern an awesome social selling strategy because you’ll know if you’re highly effective, you’ll have very targeted content related to a very specific audience, using a very specific social channels.
And lastly, we talked about the role of elevating sales leaders to become thought leaders. We offered practical tips to help sales leaders scale their charisma, use video and turn those video recordings into a variety of different asset classes.
It was an awesome workshop with great participation. If you would like a digital copy of the checklist just hit me up – I’d be happy to share it with you and walk you through those elements to help your sales and marketing team get on the same page.
As always, think like a marketer and sell like an animal!
Cheers!