7 Ways to Use 7 Ways to Use Content to Start, Content to Start,

Stoke, and Speed Up Stoke, and Speed Up The Sales CycleThe Sales Cycle

Everyone is selling something.

All the time.

To Sell is Human

Buying habits have changed.

How we find what we’re looking for is changing.

The Challenger Sale

78% of B2B buyers are looking for information around their business challenge.

Buyers get 57% of the way through a purchase decision before they’re willing to engage a sales rep.

90% of consumers find custom content useful.

78% believe that organizations providing custom content are interested in building good relationships with them.

Because 61% of consumers say they feel better about a company that delivers custom content, they are also more likely to buy from that company.

88% of buyers use white papers to research.

Often sales people neglect to take advantage of

how content marketing can help them:

Engage static leads. Prompt conversation with key decision makers. Provide a reason to connect “in between” purchasing decisions.

7 Ways Content Can Start, 7 Ways Content Can Start, Stoke, and Speed Up Stoke, and Speed Up

The Sales CycleThe Sales Cycle

Send downloadable content to a decision maker who has stalled in

the buying process.

ONEONE

Blast downloadable content to your existing clients to remind them

you still exist.

TWOTWO

Print downloadable content out in color and include that with seminar

or workshop materials.

THREETHREE

Create a 90 minute workshop around custom content.

FOURFOUR

Offer downloadable content as a reason to sign up for a webinar or schedule a follow up conversation.

FIVEFIVE

Include content as part of your follow up to a conference call or

onsite meeting.

SIXSIX

Use downloadable content to add credibility to your

product or service.

SEVENSEVEN

Strategically Using Content Will:

Elevate you above your competition. Add value to your client or prospect. Affirm that you are relevant and effective.

“I understand your world.” and

“I’m not here to waste your time asking you

to teach me about your business.”

–from The Challenger Sale by Matthew Dixon and Brent Adamson

Twitter: @ben_stroup  |  Facebook: Ben StroupLinkedIn: Ben Stroup  |  Google+: +Ben Stroup

Web: benstroup.com  |  Blog: thecontentmatrix.comE-mail: ben@benstroup.com

BEN STROUPBEN STROUP