Empowering a hybrid, on-the-go sales force with engaging, relevant, and accessible content is a multi-fold challenge for high tech sales and marketing leaders. From keeping content up-to-date with the latest product information to organizing unique content pieces into a cohesive presentation, these efforts are imperative to delivering killer sales presentations. However, beyond the context of the presentation itself, delivering your pitch in an interactive, engaging, and convenient format is one way to stand out from the competition.
Here are some tips and best practices to help you effectively leverage your sales-ready content and win more deals:
- Make sales presentations and demos convenient. Geographically dispersed customers, that are exceedingly pressed for time, means that scheduling meetings and demos can be difficult. Making the most out of the time you do have with potential customers is easy when the right content is at your fingertips. Having content readily available on demand through any device—laptop, smartphone, or tablet—means you don’t have to worry about finding the time to get back on an exec’s schedule.
- Employ a flexible content distribution and usage approach. Keeping a sales conversation meaningful and relevant, despite unexpected shifts, can be challenging even for the most seasoned sales rep. Ensuring easy navigation between various sales-ready content pieces allows sales reps to be flexible and fluid throughout a presentation.
- Evolve sales presentations beyond the slide deck. Keeping a captive audience all the way through the end of a huge slide show presentation is not easy. Elevate your sales meetings into killer sales presentations by changing up the way you deliver content. Mixing different elements, such as video, into your pitch makes you more memorable.
- Understand how content is being used. Tracking content usage activity so you can see what, how, and where content is being used aligns marketing and sales together by painting a clear picture of what’s working and what’s not. This insight provides direction for both content and sales technique improvements, which ultimately contributes to more closed deals.
How is sales content managed at your company and how have you leveraged it to help you create killer sales presentations to close a deal?
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