Best practices for leveraging content throughout the sales process?
I'm a super passionate seller. When a potential buyer expresses a problem, I get amped up about recommending a solution that'll help solve it.
I find myself speaking to my own experiences most often, and iterating on the details of how awesome my solution will be during conversations with prospects.
My team often gives me the advice to back up my statements with social proof while objection handling, or to use content to add value in light touches throughout the sales cycle.
However - I'm so used to relying on my own words - and sometimes forget to back up my ideas with real customer stories and testimonials.
As someone who prides myself on my organization, I totally fail when it comes to keeping track of content and sales material 🤦♂️. My personal Slack DM's are a never-ending pile of links without descriptions - and ideas without any context - and I often find myself scrambling the internet for social proof material on a case-by-case basis.
This quarter, I'm working on getting into a better rhythm with leveraging content throughout my sales cycles and better organizing my most useful resources.
At what stage in the buying cycle do you find content and social proof to be most valuable? And, how do you organize the heaps of sales resources you have access to?