It’s the Holy Grail–aligning sales and marketing. You want the right message to get to the right prospect at the right time–using the right channel. So how do you make it happen? How do marketers ensure the right content is instantly available in an easy-to-access format that allows for immediate customization? In this session, we’ll discuss the limitations of today’s technology solutions, and how you can turn your sales team into a competitive weapon to deliver powerful marketing messages.
6. Audit Your Content
• What do buyer’s need to know at each stage
of the buying journey?
• What content do you have?
• What gaps do you need to fill?
• Where do buyers seek information?
• Can you be found?
8. When the sales team has a
conversation with a
potential buyer, how do
you give them easy access
to the right content to
maintain sales momentum?
9. Use Technology
• Automated marketing systems simulate
dialogues
• Marketing resource centers provide easy
access to a library of marketing assets
– Digital
– Print
• Protect your brand
• Create customized messages on the fly
11. Quick Recap
• Map the buyer’s journey
– Awareness, Interest, Evaluation, Purchase
• Audit content
– The right information answers questions,
overcomes objections and informs about benefits
• Bucket lead
– Simple is a good starting point
• Use technology to touch leads
12. Thanks for the opportunity to
present this information.
Linda Bishop, President
Thought Transformation
770.846.3510
lindabishop@thoughttransformation.com
www.thoughttransformation.com
Notas do Editor
How many of you participated in the Starbucks card contest?New drawing from participants for giftWhat purpose did that pre-training exercise serve?This was a priming exercise. Priming is defined by psychologists as preparing people to think about a particular purpose or activity that lies ahead. It opens our mind. We pay attention to information we previously ignored. We make new associations. When you send a pre-meeting email to an end user, you are priming them for the meeting. So what do you want them to be thinking about before the appointment? Are there any questions?
Review Points.Scan your top 10 list. Based on what we’ve talked about, is there a next step to take next Monday? Write it down.