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How to Master the Art of Using Content in the Sales Process

If your business is creating content as part of an overall inbound marketing initiative, it's easy to think that if you publish often enough, the traffic, leads, and sales will magically pour in.

More often than not, however, what we see here at IMPACT is that when businesses publish lots of content, they get an initial boost in web traffic but still fall short when it comes to dramatically increasing sales. This is because our marketing teams don't always know what our sales teams need to be more effective. On the other hand, our sales teams don't understand why they should use content in the sales process and how to do it, so they haven't bought into the process and don't help create or use content.

What we're left with is a frustrating mass of confusion between these two teams that should be working together toward the same goal — generating revenue for your business.

If you don't know how to help your marketing and sales teams work together to properly create content for the sales process, you're certainly not alone.

To see incredible inbound marketing results, you need to get really good at creating sales enablement content for your team that they can use in their selling process. When this works as it should, your sales team can use the content your marketing team creates to close more deals infinitely faster. Our clients here at IMPACT that have mastered this selling technique have earned an unbelievable ROI — some seeing millions in revenue just by integrating a simple process we're going to share with you in this article, including:

What assignment selling is and how it works.
The importance of building a content-driven sales culture.
Everything you need to know to teach your sales team about using content in their process to shorten the sales cycle and increase their sales.

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