Enhance your b2b sales process with content marketing

In addition to answering prospects’ questions, raising awareness of your company, improving your site’s search engine rankings, and piquing the interest of potential customers, content marketing is essential to increasing B2B sales.

How? We’ll talk about it in today’s article!

How to Use Content Marketing to Close More Business Deals According to this article by HubSpot, one whatsapp number listof the most used marketing automation platforms, approximately 80–85% of the activities of the sales force are ignored by potential customers, attracted to the company thanks to marketing content.

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Why? It’s always HubSpot that tries to give us an answer: the problem is that only 20% of salespeople use content to engage and convince potential customers.

This raises a fundamental question for marketers: How can we help our sales force use B2B content marketing to close more deals?

With a sales enablement strategy — that is, the set of actions aimed at supporting sales people in speeding up and making sales processes more effective — unique and personalized purchasing experiences can be created.

New Call to Action

Here are some preliminary suggestionsmiro.medium.com

The tone of the messages, the corporate storytelling and the methods used by the two departments must be aligned at all times.

Customize every content

Generic communications fail to attract prospects’ attention.

The sales force must spend time choosing the best case history to send to the potential customer, related to the type of business that their company deals with. Or, they must be able to find the contents that really respond to the specific request of the prospects to create a relationship of trust

Buyer personas represent the target audience, with different characteristics, needs, pains and requests. The b2b content to be sent must be chosen carefully, based on the interests and needs of the recipients.

Only in this way will it be possible to target prospects and convince them to make a purchase.

Show yourself authoritative and confident

Phrases like "we hope this helps your business" or "it would be best to take this action to achieve your goal" alone are not very encouraging.

The key to convincing prospects is to show them that the recommended solutions are based on data and concrete, visible successes.

How does the content team help close more deals? After this premise on how to choose the best activities to support the sales force, let’s try to understand how these can lead to an increase in b2b sales and business success.

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Offering a complete customer experience gives you the opportunity to gain a huge advantage over your competition. Your company will become a point of reference in the market and the consequence will be an increase in the number of deals closed, in a shorter time.

Secondly, a successful content marketing strategy gives the company the opportunity to demonstrate that it is up to date, digital and cutting edge.

Especially after the health emergency, b2b companies have realized that they cannot do without digital tools, which are essential for increasing sales and positioning themselves in the market. Emails, videos, social media posts, infographics, webinars, ebooks must be part of the strategy.

Furthermore, considering that a b2b sales cycle lasts on average 6 months and involves a good number of different interlocutors, sending relevant communications on a regular basis allows you to engage potential customers throughout the entire period.

The important thing is to choose the most appropriate and interesting content to convey during the various stages of the buyer’s journey.

Select content based on buyer personas

In this video, you can find some tips to develop a winning b2b marketing plan :

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To support the sales process:

blog articles whitepapers and ebooks success stories To facilitate the business meeting:

Conversation Scripts Product Sheets Competitor Analysis To help drive conversions:

templates for emails infographics Company presentations texts for social media An effective content marketing strategy requires the collaboration of marketing and sales teams to achieve business objectives. Through sales enablement, salespeople will have valuable content at their disposal to offer prospects an excellent experience and convince them to continue on their journey, until they become loyal customers.

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