Lights, Camera, Action. Content-Led Selling 101 - How to level up your game and ensure your content is effective.
Welcome to the 35th edition of my weekly newsletter. Thank you to two partners who helped make this week's newsletter possible.
The Maker Group is the negotiation partner for revenue, enablement and procurement professionals all around the globe. MAGNETIC (CONTENT-LED SALES) is 100% trained on negotiation and utilize the Maker Connect platform to ensure all deals are good for us and the customer, while remaining profitable.
Sharpen your team's skills while having a Unified Framework, or as I call it, a playbook for negotiations.
Apollo.io?is the Sales Engagement platform of choice for MAGNETIC and our clients.?I have every SEP on the market and bar none, Apollo is a distant #1.???Start for free today with this special offer from MAGNETIC.
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This week, I present to you the top 5 problems with your content strategy.
I wouldn't be a value first Content-Led seller if I didn't also present solutions on how to solve those as well.
You will want to read the post here on the top 5 mistakes you are making with your content-led selling approach today.
Revenue that is more profitable and that grows more over time.
The right way.
The way out of this mess, if you will.
It's working extremely well for us.
First, let's talk about PROOF.
The economic conditions have been smoking companies, careers and lives left and right.
It sucks.
Yet, here we are, looking at a Content-Led sales funnel vs. your traditional cold-outbound / inbound funnel.
It's about efficiency.
MAGNETIC THE FIRST 6-MONTHS USING CONTENT LED SELLING 100%
Average Deal Size
$36,616.67.
This is messy.
We have a $4k monthly offering, $7.5 k, $12.5k, and a $25k monthly offering.
Our two key clients deal size is $150k +, but I've been playing around with lower priced packages as more of a Product Led Growth Strategy, which dilutes the deal size.
We are about to bring on two $200k+ 12-month contracts, which will bolster that number quite a bit.
Figuring it out.
Average Deal Time Per Stage
Win Rate
75% as evidenced in the deal breakdown. It needs to be closer to 40-50%, so the funnel hasn't, (intentionally), had enough deal flow.
I'm about to solve for that.
It's been extremely efficient.
Qualify out quickly.
Now, this all sounds great, but how do you even get started with Content-Led sales to transition out of the cold outbound methodology that is failing you?
I'm glad you asked.
Now, let's break down the gear.
THE BIG PICTURE
领英推荐
What you see below is the following.
AUDIO
Now, a necessary step when you are going with a non-powered mic (the good kind) is that you need a pre-amp.
I love this VOLT 2|76
I will be adding studio speakers with the Q4 budget, more to come on that.
VISUAL
I am extremely happy with the Lumina Webcam
Below, for a 2nd cam I've set up the Logitech WebCam.
This will be replaced shortly with a top-tier web cam, currently evaluating best tech and will update shortly.
For my 3rd cam, I'm using an iPhone 14.
My next addition will be a simple stomp board, (foot pedals), that will quickly and easily change camera angles.
I am spoiled to have this much surface area in the Samsung 49-inch stretch monitor.
LIGHTING
Currently my weakest area but experimenting to hone it in.
I currently use the Lume Portable Ring Light and then two small Ambitful Tube Lights
What I've found is simple.
Your content will not convert to conversations, pipeline and revenue with good gear.
You need to focus on the message, the presentation and the narrative before any of that matters.
If that is something that you are ready for...
If it's something you are ready to do on your own, then I hope that this information has provided some insights to help you gather the tools and insights that you need to initiate your first Content-Led Selling motion.
IN CLOSING - A LIST
Use this for simple content proofing.
1. Write a post
2. Read it
3. Throw it away
4. Replace the the Product with the Problem your solve
5. Hit post
6. Research
7. Dig deep
8. Stop telling people about problems they don’t know they have and fix the ones they know they have. Sure, moving earth is super fun and mastery level execution when you fix the problem they didn’t know about…, but chances of that getting budget allocation in this economy are low
9. Interview
10. And Repeat
Then, when the economy returns to proper health, you’ll get the problems they didn’t know about, too.
PS - Include a brief way to see more at the bottom of each post - https://lnkd.in/gH3ht8ib