Posted by Cherie Stowe

Dec 31, 2014 3:28:00 PM


As hard as it is to believe, a new year is almost upon us.  If you’re like most of us, you’re probably laying out your plans for 2015.  Here are some trends and ideas that we’d like to share.

As you create content for clients and prospects, a good rule of thumb is to ask yourself if it will be useful to them?  Will it help them do their jobs better, faster, more efficiently and effectively?  Is it easy to grasp?  Remembering that time is precious, we need to distill content down to its essentials, piecing together solutions the reader can easily consume and apply. 

More and more studies also tell us we need to adapt our content so we can better tell our story, engaging clients and prospects, creating a unique experience for them.  Practice your storytelling skills – it’s a great way to reach an audience. 

In an effort to drive results, sales leaders may pile on too many goals, potentially leaving reps unfocused.  Lay out an actionable roadmap for your team, and as much as possible, engage them in the process so they understand their own goals, and how those goals directly relate to the company’s success.

With the ever expanding role of social media, have the marketing team work with reps so they understand the ways they can create their own online presence and use social media to reinforce key messages that support the company’s brand and product messages.

And, one final thought for 2015;  today’s prospects don’t want to be “sold to”.  Stop talking about features and benefits – and asking what keeps them up at night.  Successful sales teams will connect with prospects, understand their priorities and bring them provocative ideas that produce results. 

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