7 Types of Sales Enablement Content for Remote Selling
7 minutes read
In today’s world of remote sales, content is pure gold. Customer-facing teams often rely on the sales enablement content to,
Right now, the consumption of sales enablement content is at an all-time high by both the customers and the customer-facing teams.
In a situation like this, having a bank of solid sales enablement content is more of a need-to-have than a nice-to-have for remote sales efforts. So, it’s no surprise that several businesses are prioritizing this kind of content creation.
We have surveyed sales leaders from various industries, across various countries to find out about the specific kind of content that they are leveraging to enable their sales reps to do successful remote selling.
From this survey, we have narrowed down the below 8 types of sales enablement content that are most commonly used to carry out remote sales efficiently.
1. Email Templates
Email templates have emerged as the most popular form of sales enablement content as sales communications right now are limited to exchanging emails/ messages.
This kind of content,
Saves time for your employees while selling
Eases their work as they don’t have to think too much about what kind of message to send to the customer at each stage of the buying cycle
Allows them to experiment with different kinds of messages
2. Call Scripts
Sales calls are tough to wing. Reaching out to a prospect with no idea of where a call is supposed to go is every bit as difficult as it is ineffective. Reps need a roadmap. And that’s where call scripts come in.
Ultimately, call scripts provide assured, generally well-tested guidance for reps trying to get the most out of their sales calls.
3. Case Studies
Case studies are one of the most important and powerful pieces of sales enablement content you can create. They can go both ways in terms of sales enablement content.
They can inform a salesperson of an important customer story and they can persuade a prospect to jump off the fence and turn into a customer.
We could go on about how important case studies are, but you get the point.
4. Blogs and Articles
Blog posts and articles are the quintessential marketing content material.
They can be used at any stage of the buyer’s journey.
5. Whitepaper and eBooks
White papers and ebooks are excellent tools for showcasing the nitty-gritty details of your products and services. You do have to be careful with this content type, however…
It’s very easy to spend hours and hours writing content you think is great, only to find out that either no one wants it, or the leads being generated from the white paper are no good.
This is another reason why it’s important for the sales enablement professionals to get the marketing team to work closely with the sales team. Sales reps can help them identify the content that prospects want to consume. In turn, marketing can create content that drives higher-quality leads.
Also, if a sales rep ever needs to brush up on specific statistics or other hard data, or need to use it for a drip campaign or sales pitch, they can refer to the white papers that are created.
6. Competitor Comparisons
Knowing everything about your product and business is the best starting point for salespeople. But it’s insufficient.
This type of knowledge helps salespeople anticipate objections.
It gives salespeople an understanding of what other products in the market their prospects have already seen, and what to say to differentiate your product from theirs.
Competitor comparisons will also help salespeople to see their product’s own strengths and weaknesses, knowing what to play up and use as a sales tool and what to avoid.
The document should be a summary of all this. It’s not meant to be too in-depth.
The goal is to make an easy-to-reference sheet a sales rep can whip out and use anytime.
7. Social media content
Social media is as much a sales tool today as phone or email. And to consistently generate qualified leads, a lot of sales enablement marketing content should be created for all your social media accounts.
Learn how sales enablement plays a crucial role in enhancing customer engagement
Learn how sales enablement impacts your business
Learn how sales enablement helps in transforming your new product launch
Explore how sales enablement can help in driving your revenue growth in 2021
Published on Sat Jul 17 2021