Developing useful and effective sales content is still an uphill battle for most marketing teams. There’s immense pressure to provide compelling materials for the sales team to present to customers, but too often, marketers are working with blinders on.
Research from CSO Insights highlights every marketer’s worst nightmare – only 30 percent of sellers say they have the content they need for sales calls.
Despite best intentions, marketing teams rarely get the chance to join salespeople for customer calls and in-person meetings—to see or hear how they react to the materials and gauge how they perform “in the wild.” More often, content just gets tossed over the wall to sales, with only anecdotal feedback from sales reps to inform future iterations. The disconnect results in a lot of finger pointing, which puts the two teams at odds and can negative impact results.Continue Reading..