The work of a B2B or Industrial sales team has become exponentially more complicated in recent years. The B2B customer is increasingly autonomous and digital and only turns to a B2B salesperson when they want to delve deeper into aspects that they cannot find independently. Improving the productivity of B2B Industrial salespeople in this more consultative role involves leadership in change management, but also enabling internal tools and services that help these B2B or Industrial sales professionals adapt to new customer habits. Specific Content for B2B Sales teams is a first step. Today I will tell you how to improve the productivity of a B2B or Industrial sales team with an adapted content strategy.
3. ADAPTATION OF THE B2B CONTENT cayman Islands phone number library STRATEGY TO THE B2B CUSTOMER JOURNEY
3.3. Client Phase
WHAT IS SALES ENABLEMENT OR THE ENABLING OF THE INDUSTRIAL B2B SALES TEAM?
Within B2B or Industrial companies, the energy and internal discipline used to improve the productivity of B2B Industrial sellers (in addition to Outsourcing teams, Front Office Assistance, and Channel partners) with Tools, content, coaching, technology, training, etc. has a name: Sales Enablement.
Today I am not going to talk to you about Sales Enablement . How to improve the productivity of a B2B or Industrial sales team with a tailored slovakia business directory content strategy. a strategy, but about one of its most effective practical tools: The creation of SPECIFIC content and tools for all those people within the organization who deal with the customer on the front line.
For example: Hunters, Farmers, SDR, SAT, Prescription Teams, Technical Service Teams, Franchisees, Industrial Distributors etc. and who need to help this one to advance in their Customer Journey.
“I have to spend more and more time with my active clients to ensure that they all apply my solution well and because they are constantly researching new solutions and needs that may involve the entry of a competitor and for which they will not call me if I do not cultivate a “more present” relationship on a day-to-day basis”
Conclusion, in any Customer Journey today, the “Before” (discovery phase), “during” (negotiation phase) and “after” (customer phase) need a B2B Consultative sales model.
This requires an internal strategy with specific content tools to improve the productivity of B2B Industrial sellers and thus be able to help them.
CONTENT MARKETING vs CONTENT SALES
When we talk about B2B and Industrial Content Strategy we assume that it is entirely focused on a specific B2B or Industrial client at a specific time.
We can also go a little deeper and continue to differentiate the typology of your content; sales content for Inbound Marketing or brand content for Branding.
Finally, we can assume that this is a Marketing issue and therefore Marketing does it.
But… what about the sales team?
Yes, the customer is autonomous in the early loan data stages, but when they need a sales person to help them talk about a specific application or How to improve the productivity of a B2B or Industrial sales team with a tailored content strategy. context, or about the profitability of the solution, for example, will the marketing content alone be enough for them? Or will they need something more from the sales person?
Therefore, to enable that B2B sales professional at that specific customer moment and,
ensure that our content (in this case through a human being) is relevant and continues to help,
B2B customer move forward, we need to improve the skills and productivity ,
B2B or Industrial salespeople and, in parallel, of all the people in the front office.
- B2B Marketing “Customer Centric” Content , for autonomous consumption by a client
And another thing is
- Sales enablement content for B2B sales teams or front office professionals who deal directly with a client or prospect and whose mission is to move them forward.