According to HubSpot , companies with good alignment between marketing and sales grow at an average rate of 20% per year, while those without it see their revenues decline by an average of 4% per year. It makes saint kitts and nevis email list sense if we think that the greater the collaboration between the two, the higher the quality of the leads that pass from the marketing department to the sales department and therefore the more conversions they will be able to generate.
For those of us who are dedicated to inbound marketing, content is our bread and butter. And since inbound content is the star source of lead generation, the most effective content will be the result of a good conversation with the sales team. Don't know where to start the conversation? Write down these 6 questions!
1) What is your ideal customer profile?
You already know that one of the greatest maxims of marketing is "know your customers." If you don't know who you're targeting, it will be very difficult to get your content right.
So, to create an inbound content plan that really generates leads, you have to understand what your ideal client is like and, above all, what that concept means to the rest of the team. Sometimes it happens that the marketing department sits down to design a " buyer persona " without consulting the rest of the company, but here the sales team has a lot to say.
So take the time to ask each sales rep what an ideal customer means to them and take careful note of their answers. The different answers will surely give you ideas to fill your content calendar, especially those aimed at users in the early stages of the conversion funnel.
2) What are the most common objections from leads?
In an ideal world, users would have all their objections answered before becoming sales-qualified leads and being passed on to the appropriate team. But that's not the ideal world, and if not, ask your sales team!
Customer questions, concerns, and objections are fantastic inspiration for creating inbound content. Not only will this help users come into the sales process more prepared, but reps will also be able to use the content to quickly respond to objections when they arise.
3) What are the three things that worry you most about the competition?
It's generally a good idea to differentiate yourself from your competition... but that doesn't mean you can forget about it.
