Increase the Value of your Sales Team with the Right Content
I had the opportunity to co-host a webinar with Nancy Nardin, President of Smart Selling Tools. Nancy is an expert in sales tools and techniques, and has been honored as one of the Top 25 sales bloggers in the world by Hubspot. Together, we presented “The Sales Fuel that will Super-Charge your Sales,” a webinar to help sales teams to be more effective by applying great content into their sales process.
The basic premise is that sales cycles require fuel to get the prospect through the cycle and close the sale. Sales fuel is the communications we have with prospects. The minute you stop effectively communicating, the deal stops. Communication includes both what you say and the materials you present. The right content at the right time determines the sales fuel efficiency.
To improve the sales process and win more deals, each segment of the sales machine must work together. Nancy talks about the three most important roles and some of the common challenges as the following:
1) The Buyer: As sales people know all too well, buyers rarely have the time or interest in a conversation. In fact, 90% of sales calls end up in voice mail, and only the first nine seconds of messages get heard before they’re deleted.