Infographic | How to include content in your sales process
Posted: Sun Jan 12, 2025 6:54 am
There are two important reasons that confirm this:
1. The level of fit between a prospect and the offer: In a survey of about 400 salespeople, 71.4% said that only 50% or less of their initial prospects turn out to be truly qualified. (Source: Sales Insights Lab).
2. Among those who are qualified prospects, most are in the early stages of the buyer's journey : Some statistics indicate that around 96% of prospects are still in the discovery (they are just becoming aware of their problem or need) and consideration (they are evaluating alternatives for their problem in a wide range that may not include your offer) stages; which indicates that they are far from making a purchase decision.
However, no matter how hard a company tries to filter and qualify its prospects, there will always be those who, despite not being ready to make a purchase, overcome your obstacles and manage to contact the sales team directly.
And this is not exactly a negative paraguay telegram data thing, it's just that educating a prospect from scratch can mean a huge investment of time and energy for the salesperson, who doesn't know if it will result in a sale.
Content as an ally to make more effective use of time
Considering that customer and prospect questions are often recurring, ensuring that you have documented resources that answer them (ebooks, guides, blog articles, videos, etc.) is a way to help your salespeople clarify these doubts and nurture prospects that are already under their management, but without having to spend hours of their valuable time on it.
Using content will help reduce calls with potential customers who don't quite fit your offer, or who are in the early stages of their journey and are far from making a purchasing decision.
Are your salespeople the only ones who benefit? No, prospects will also benefit by being able to deduce for themselves whether your offer really fits their needs or whether there is a better alternative ; and based on this, decide whether it makes sense to continue with the sales process or not. After all, these people are not looking to waste their time voluntarily, but to learn and inform themselves before making a decision.
Not only can content support salespeople when they encounter prospects who are in the early stages of the journey, but it can also be highly valuable to prospects who are already in the decision stage; sharing content with them that helps resolve more complex questions positions your sales team as a reference in their field.
1. The level of fit between a prospect and the offer: In a survey of about 400 salespeople, 71.4% said that only 50% or less of their initial prospects turn out to be truly qualified. (Source: Sales Insights Lab).
2. Among those who are qualified prospects, most are in the early stages of the buyer's journey : Some statistics indicate that around 96% of prospects are still in the discovery (they are just becoming aware of their problem or need) and consideration (they are evaluating alternatives for their problem in a wide range that may not include your offer) stages; which indicates that they are far from making a purchase decision.
However, no matter how hard a company tries to filter and qualify its prospects, there will always be those who, despite not being ready to make a purchase, overcome your obstacles and manage to contact the sales team directly.
And this is not exactly a negative paraguay telegram data thing, it's just that educating a prospect from scratch can mean a huge investment of time and energy for the salesperson, who doesn't know if it will result in a sale.
Content as an ally to make more effective use of time
Considering that customer and prospect questions are often recurring, ensuring that you have documented resources that answer them (ebooks, guides, blog articles, videos, etc.) is a way to help your salespeople clarify these doubts and nurture prospects that are already under their management, but without having to spend hours of their valuable time on it.
Using content will help reduce calls with potential customers who don't quite fit your offer, or who are in the early stages of their journey and are far from making a purchasing decision.
Are your salespeople the only ones who benefit? No, prospects will also benefit by being able to deduce for themselves whether your offer really fits their needs or whether there is a better alternative ; and based on this, decide whether it makes sense to continue with the sales process or not. After all, these people are not looking to waste their time voluntarily, but to learn and inform themselves before making a decision.
Not only can content support salespeople when they encounter prospects who are in the early stages of the journey, but it can also be highly valuable to prospects who are already in the decision stage; sharing content with them that helps resolve more complex questions positions your sales team as a reference in their field.