3 Reasons Content Marketing Rocks for Sales [2+ minute tip] seg. #18

hey Jeff here with publish or perish FM the program for marketing minded sales leaders and sales minded marketing leaders today we're going to discuss how content marketing rocks for sales top three reasons content marketing rocks for sales you have more well educated prospects and customers you have shorter sales cycles and higher closed rates sounds like a beautiful thing who would want more of that but before we dig into the specifics let's step back and define what is content marketing so content marketing is helpful relevant content delivered to a target audience consistently over time with the stated goal of driving profitable customer activity bottom line you want to be a teacher and a problem solver and a great research resource for your prospects and customers and so when they're in buying mode they'll think of you first because you've built that relationship as a trusted advisor and we know that your marketing team most likely has a very strategic and well-documented content marketing strategy that's truly a key to success these days is having a very documented a well-documented content marketing strategy and the reason why marketing teams are documented their content marketing strategy is due to a statistic that it's exhausting how many times you've had to use this but it's a great stat it supports a lot of the movement and b2b marketing today fifty-seven percent of the buyers journey is complete before they talk to sales right so bottom line if your prospects and customers have a problem they're in status quo but they move in the problem-solving mode they're going to research some solutions consider compare compare and then make a decision so that's supports reason number one my content marketing rocks for sales your prospects are self selecting their digging in their educating themselves they're looking for credible sources of information to solve their problems and/or grow their business so when they come to you right when they've identified themselves number two to supporting shorter sales cycles you're catching them more or less depending upon the effectiveness of your marketing team and converting them from a marketing qualified lead to a sales qualified lead someone that actually wants to raise their hand specifically to talk about about some next action steps your sale cycle is much tighter right it's a much shorter process your your they're well educated you may have to sort out some details or essentially can you know support their continuation of the process that they consider compare solutions and make a decision so that tightens your sales cycle of course and then lastly a to support the third reason content marketing rocks for sales your clothes rates are higher only your most qualified leads are really being passed as marketing qualified leads to sales qualified leads you don't have to spend a lot of time in the early stages educating a lower number a more highly qualified leads lower denominator right boosts your close rate and so you're close rate is much higher so those are the three reasons why content marketing rocks for sales I would love to hear your success stories on how you've effectively used content to support your buyers through their journey and look if you have a marketing team that has not shared their documented content marketing strategy with you yet I suggest you go ask them because you'll get a lot of benefit from seeing exactly who they're targeting and what they're delivering in the outcome they're seeking and even if they don't have a documented content marketing strategy just hit me up I have a really strong template to help marketers create and document their content marketing strategy which leads to a highly effective and align relationship with their sales organization so please ask and I'll glad they send it to you and help you work work that would give you some pointers on how to work through it with your marketing team so as always please i invite you to think like a marketer and sell like an animal and go out there and keep rocking that content have a great day


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