How to Make Your Number in 2017


Your marketing team spends time and money to produce quality content. So why won’t the sales team use it? Identify blind spots to sales adoption by downloading our 10th annual workbook, How to Make Your Number in 2017. Turn to the Sales Strategy section and review the questions in the Sales Enablement step starting on page 319 of the PDF. This self-assessment will help marketers achieve greater adoption of enablement content produced for sales. 


The hard truth is often Sales doesn’t know how to use marketing content. They don’t know what is applicable when during the buyer’s journey. From prospect to customer, Sales may be unclear what is helpful during each stage.


Sales also might not believe that the content is relevant. The usefulness of marketing content may be in question.


Both of these problems are relatively easy to solve. Keep reading to find out how to get sales to use your content effectively. The hard truth is often Sales doesn’t know how to use marketing content.


Your team’s main objective is producing quality leads for Sales. So the needs of the sales organization should be part of your content strategy.


The first thing you must do is facilitate the conversation. Marketing and Sales need to understand where each other is coming from.


  • How is the sales team currently using content?
  • How is Marketing currently delivering that content?
  • Is there communication happening between the two organizations that drives relevant content?


Second, understand how a great sales organization utilizes marketing content. Marketing sometimes makes the mistake of concentrating on the top of the funnel. Content should not just be focused on lead generation services. Marketing content needs to engage the buyer throughout the entire sales process.


Third, educate Sales on how content can be used at each stage of the buyer’s journey. Just as you map the buying process, map types of content to each stage.


Finally, make Sales part of the content creation process. Your marketing organization shouldn’t just be guessing what Sales needs. They should be learning directly from Sales what they need at each stage.


Collaboration Leads to More Sales


Marketing and Sales make great partners – when they make the effort to collaborate. Marketing can help Sales understand what the customer is doing before and after interactions. This can lead to more effective sales conversations and a shorter sales cycle.


So how do you get the two teams talking?


  1. Look at the top ten deals in the sales pipeline. Ask Sales: “What can we send to these prospects to help you win the deal?”


  2. Find out where there are gaps. Where does Sales need more or better content to help them make the sale? Align your content production around the biggest gap in the pipeline.


When you get Sales and Marketing on the same page, everyone wins. Align your strategies to get the most benefit from your marketing content. If you want to go deeper, download the How to Make Your Number in 2017 workbook. It’s the guide that product marketing and sales enablement leaders leverage to help their reps win more deals.


Matt Sharrers

Studies and works with the top 1% of B2B sales and marketing leaders who generate above average revenue growth for their companies.

Matt is arguably one of the industry’s most connected, and physically fit, sales leaders. He “lives in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. Because of Matt’s unique access to the best sales talent, private equity investors tend to turn to him first when they need to hire remarkable leaders to unlock trapped growth inside of their portfolio companies. Matt’s recent engagements include work commissioned by private equity leaders Permira, TPG, Bain Capital and Hellman & Friedman.


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