Can your sales content be found and assessed in 30 seconds?

Now that FY'23 is on its way, Marketing teams are in full swing developing content to help their sales teams hit their quota.?That’s great, but let me ask you: Are the sales reps engaging with your collateral? Are you getting the hits, views, likes, comments, shares, and downloads you need to justify the investments?

According to SiriusDecisions, 60 to 70 percent of content created by B2B marketers is never used by Sales. This is not a quality issue but rather an accessibility issue. Sales reps often have a hard time finding the content they need – and when they do, the files are not ‘skimmable,’ making it virtually impossible for them to assess the usefulness quickly. Always pressed for time, sales reps will move on, leaving your quality content untouched and the usage numbers down.?

With a more deliberate approach to sales communications, you can drastically increase the usage of your collateral. It all comes down to respecting the sales rep’s time. Challenge yourself to always offer the shortest path to your sales content and make it easy to assess and consume. Test your assumptions by having co-workers search for your content and tell you what it’s about. If that takes longer than 30 seconds, you must find better ways to get your information across.

Interested??Let’s talk.