Sell smarter and close faster with Showcases!

Posted by Linda Chen on Mar 24, 2015 8:31:39 AM

Last October, we overhauled our mobile apps and introduced Showcases. Today, we’re expanding upon Showcases with Showcase Insights, a powerful new way to understand what’s happening to content shared with prospects. Showcase Insights show you when your prospects have engaged with your content and tell you who is truly interested in the deal.

Better conversations with Showcase Insights

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Improve Content Management to Close More Deals

Posted by Sarah Sizemore on Mar 20, 2015 12:16:00 PM

The Content Struggle

Today, one of the biggest pain points between marketing and sales in B2B companies is what we refer to as the “content struggle”. Content marketing is a tactic widely used today, and marketers are now producing more content than ever before. Marketers are constantly pushing out content, but tactfully enabling sales teams to utilize this content poses quite the challenge. Why might this be?

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Organize Your Content for Better Sales Conversations

Posted by Maxim Baeten on Mar 4, 2015 2:17:00 AM

In Part 1 of this 2 part blog series, I described why creating good content is necessary to drive sales. In order to create great content, start with your buyer personas. If you’ve already been creating content in your company, now is the time to do an audit.

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Improve Your Sales Conversations with Content and Buyer Personas

Posted by Maxim Baeten on Feb 19, 2015 2:30:00 AM

This post is the first in a two part series. Oftentimes, marketers create content that isn’t focused on closing deals. This content isn’t relevant to the customer and often fails to create better sales experiences. Yet, with all of today’s digital tools and automation software that is available to us, customers have higher expectations. They don’t respond to irrelevant messages anymore. In order to have better sales conversations, you’ll need more targeted marketing. That’s where having explicit buyer personas comes into play.

The importance of buyer personas for sales conversations

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Guest Post: Why You Should Use an iPad in Your Workplace

Posted by Peter van Loevezijn on Feb 5, 2015 2:30:00 AM

We all strive to do our work in a manner that is smarter, faster, more project-based, more sustainable, cost efficient, more profitable, mobile, and independent of location. Professionals worldwide are earnestly seeking such benefits for the future of their business. I suspect this doesn't come as much of a surprise to you, as you've most likely heard some of these goals in your working environment. In fact, you’ve probably heard these needs for some time without any real changes or improvements made.

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3 Sales Content Tips for 2015

Posted by Maxim Baeten on Jan 20, 2015 9:35:05 AM

The new year is always a good time to look back at your successes and missed opportunities from the previous year. What 2014 goals did you reach? What could’ve gone better? Looking back allows you to plan your strategy for 2015. For Sales and Marketing leaders, analyze where you’ve lost revenue because of poor sales enablement and see if there are ways to do it better in 2015. In order to get you started, we’ve uncovered 3 key areas of improvement for sales content in 2015.

Think customer-first

Although putting your customer central is common sense, a lot of sales and marketing leaders fail to do so. It’s good to think about the entire process from start to finish. So, before starting your sales conversation, try to uncover a bit of insight from your interactions with customers. Being more responsive to the customer’s needs guides them faster down the funnel. As an example, one of our customers was able to schedule 5 extra visits per salesperson per week. That’s because the sales rep was able to respond faster to the customer’s situation. In short, being customer-centric is beneficial for both the customer and the sales rep. Learn more about how to do this in our two part blog post.

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