The document discusses using interactive content to improve sales and marketing alignment. It provides tips for creating interactive content that can supplement marketing efforts, solve problems for sales, and drive better conversations. Examples of interactive content types for sales enablement include solution finders and assessments. Regular communication between sales and marketing is important to ensure content resonates with buyers and fuels the sales process.

1. Subhead
Creating Better Sales
Speed up your sales cycle with informed
conversations that convert.
ion “Better” Series

2. Presenters
Israel Pagan
Senior Marketing Manager
ScribbleLive
Benjamin Pitman
Senior Account Executive
ScribbleLive

3. Subhead
Kicking It Off
The ion “Better” series

4. Tweet Us
@ioninteractive
#ionbettersales

5. Please check your email within 24-hours for links to the slides of video of today’s
presentation. You can also visit YouTube.com/ioninteractive for all of our videos
from the “Better” Series.
Yes, Slides Will Be Distributed

6. Bring your brand to life with memorable content that
cuts through clutter
Know the content that resonates with your audience
to improve campaign effectiveness and lead quality
Gain audience insights to improve content
effectiveness
Know who you’re talking to and what they need to
have data-informed conversations
Speed up your sales cycle with informed conversations
that convert
Better content, qualified leads, and higher sales =
more revenue
awareness
content
engagement
leads
sales
revenue
Interactive Content Funnel
ion makes marketers more effective through better…

7. Time for a Poll!
#ionbettersales youtube.com/ioninteractive

8. 60% believe a lack of
collaboration between sales
and marketing teams can lead
to weaker financial
performance by the company.
60%
Source: LinkedIn, “The Payoffs of Improved Sales & Marketing Alignment,” 2018.

9. 59% reported that lack of
collaboration leads to a
poorer customer
experience.
Source: LinkedIn, “The Payoffs of Improved Sales & Marketing Alignment,” 2018.
59%

10. Source: LinkedIn, “The Payoffs of Improved Sales & Marketing Alignment,” 2018.
58% believed a sales-
marketing disconnect led
to reduced customer
retention. 58%

11. How can we ensure that
communication is at its best?

12. 48% ranked sales and
marketing alignment as a
top priority for the year.
Source: Demand Gen, B2B Buyers Survey Report, 2017.
48%

13. Source: Marketo and Reachforce Report.
Sales and marketing
alignment can help your
company become 67%
better at closing deals. 67%

14. Communication
and Content Creation

15. Time for a Poll!

16. • Allow sales to supplement lead
generation and lead quality efforts,
providing better insights to marketing.
• Give sales access to effective content
that the team will actually use.
• Create better sales conversations that
lead to more revenue and quick sales
cycles.
Using Content
for Sales Enablement

17. 3 Tips for Using Interactivity to
Accelerate Your Sales Cycle
• 1. Supplement Marketing Efforts
• Facilitate regular check-ins between sales
and marketing operations that will fuel
communication.
• ALIGNMENT TIP: Bring market awareness
to the marketing team through the
insights gained from the interactive
content pieces you share at different
stages of the funnel.

18. • 2. Create Pieces that Solve Problems
• Once you’ve gotten to know what your
sales team is looking for, plan out pieces
that will solve specific problems.
• ALIGNMENT TIP: An interactive piece
like a Resource Library can be a great
solution for multiple types of assets
surrounding one subject.
3 Tips for Using Interactivity to
Accelerate Your Sales Cycle

19. 3 Tips for Using Interactivity to
Accelerate Your Sales Cycle
• 3. Use Data to Drive Better
Conversations
• Insights provide you with insights into
your buyer’s journey, allowing your sales
team to gain visibility into a prospect’s
needs.
• ALIGNMENT TIP: Better conversations
are the ones that are extremely relevant to
your buyer and can demonstrate
actionable solutions.

20. Source: SiriusDecisions
65% of sales content
created by marketing is
never used by sales. 65%

21. Types of Interactive Content
for Sales Enablement

22. Time for a Poll!

23. CONTENT TYPE: The Solution Finder
WHY USE FOR SALES ENABLEMENT? Solution
finders are even closer to the sale—they are used to
enable buyers to visualize their lives with your
solution.
TIP: Solution finders are perfect for helping your
buyer get a transparent look into the solution they’ve
chosen, but will also arm your sales team with great
insights to use in conversations.
The Solution Finder

24. Example:
Purchasing Power
CONTENT TYPE: Solution Finder
BENEFIT: The questions appear simple, though each
input gives deeper insight into the buyer’s motivation
to purchase.
The user is asked how they will primarily use their
laptop, what operating system they prefer, and how
portable they need their device to be.

25. Conversations that Convert

26. CONTENT TYPE: Assessment
WHY USE FOR SALES ENABLEMENT? One of the
main challenges between sales and marketing is that
the sales team doesn't feel like their leads are sales-
ready conversations.
TIP: At your next sales and marketing meeting, ask
your sales team for 5-10 questions that they typically
ask on discovery calls. With that information, you can
put together an assessment which can be given to
prospects to speed up the sales cycle.
The Assessment

27. CONTENT TYPE: Assessment
BENEFIT: Self-conducted interactive assessments
help your lead identify their pain points and see
opportunities for improvement while providing
genuine value and recommendations along the way.
As your lead completes the assessment, you gain
valuable insight into where their business is at and
how you can help them.
Example:
ScribbleLive

28. Live Chat!
Questions? Comments?
What are your thoughts?
@ioninteractive
#ionbettersales

29. We’ll Be at CMW!

30. ion makes you better.
better
awareness
content
engagement
leads
sales
revenue
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