Jon HendersonBusiness Development
Hana AbazaDirector of Marketing
Content is for ClosersHow To Use Content For Sales Enablement
#uberwebinar
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HOUSEKEEPING
Questions? We’ll answer them at the end!
We will be sending the recording.
Stick around for a demo of Uberflip after the
webinar.
Tweet us using #uberwebinar
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WHY BLOG?
Lower acquisition cost (up to 80% drop in 5 months)
Educate (existing & potential) customers
Increase retention (reduce churn)
Enable Sales (close deals faster)
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Forget CoffeeCONTENT IS FOR CLOSERS
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But, 76% of Content Marketers Forget About Sales
Enablement (!)
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Align content creation with insight from
sales.
Creating content that manages
objections.
Get your sales team to actually use it!
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But first, lay a solid foundation!
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Key Messaging
Buyer Personas
Create a Content
Strategydocumented
>
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Align Content With Insight From Sales
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Talk to your sales team!
Ask questions
Communicate regularly
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Questions to Ask
What are the top non-product related questions you
get?
What objections do you hear?
What pain points do you hear repeatedly?
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Create Content That Manages Objections
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Consistent language – no
jargon!
Educational and solution
oriented
Challenge the reader
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Get the sales team to actually use your content!
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Create a “quick list” (or Hub!)
Include links in email templates
Start a daily / weekly “marketing update”
Give a “heads up” when you’ve published a timely piece
of content (gives sales a great excuse to reach out to a
lead!)
Use a platform that helps you empower your sales team