In life, not much is certain but death and 
taxes. In the business world, you can almost assuredly add one more item to the list: Sales folks rarely ever speak the same language as the marketing team. While it's quite obvious these two teams need each other, more often than not, a language barrier exists between sales and marketing that can inhibit success and growth for those unable to bridge the gap.
Here are four ways content can connect your company's creative minds with its go-getter sales force:
1. Prep Your Reps
The marketing team is undoubtedly doing a massive amount of research, identifying trends, and finding ways to set your company above the rest when consumers go searching for the products or services you offer. Rather than assuming your sales reps are diligently digging into the same information, assume they're not. Play devil's advocate and ask yourself, "How would Salesperson Sally feel if someone asked her about this blog, and she had no idea what they were talking about?" Set up regular meetings to discuss the blogs and marketing materials your company is giving to the public. This is a great opportunity to educate the sales team and make sure everyone understands the content being published.
2. Build Icebreakers
Find out what your salespeople do when they first encounter a client, and build upon that. You only have one chance to make a first impression, and if your content can break the ice and set out a welcome mat, the hard part is over before it happened.
3. Pinpoint Pain Points
Your sales team is on the frontline, and there is a lot to be learned from rejections and objections. Each rejection your sales team receives is backed by a pain point that customer is feeling. By understanding the objections your reps are reporting, your marketing team can better understand the end customer and develop content appropriately addressing the issues that are causing these potential customers to look elsewhere.
You need great content to attract purchase-ready customers to drive sales. Testimonials, white papers, data sheets, and PowerPoints can drive your interactions into deeper places within your sales funnel.
4. Measure Metrics
Marketing metrics can be invaluable tools for your salespeople. Analytics can help your reps learn more about who your customers are, what they're doing, and why they're even looking for you in the first place. Scoring a lead is fine, but scoring a well-qualified lead that's procured from the love and attention of the marketing team is worth its weight in content gold.
Share analytical information, and make sure your sales team understands the implications of each set of data.
Need a little help translating your marketing team's efforts into your sales gurus' goals? ADTACK is here to help with strategies destined for success. Call ADTACK today at 702-270-8772 for a free consultation.
