HomeResearch PaperHelping Sellers Become Buyer Ready

Helping Sellers Become Buyer Ready

Summary

Implementing the Right Content Strategy to Enable Marketing Teams to Do More with Less, and Sales Teams to Become Truly Buyer Centric

ANALYSIS

DOWNLOAD

In today’s modern B2B selling environment, teams need to have the insight and content to shift the conversation in real time. Instead of being a distribution channel simply fulfilling on- demand content to frustrated buyers, sales teams need to “help more” and be more consultative in the process. Sales teams need to be better prepared to meet every buyer in the context of their immediate needs – then they can be more prescriptive and consultative, and make buyers’ purchase decisions easier.

Put very simply: B2B companies need a smart content operation that enables sellers to move beyond being prospect ready, and instead be “buyer ready.”

They will do the right more with the right less.

THE AUTHOR

Robert Rose

Robert Rose

As the Chief Strategy Officer of The Content Advisory, the exclusive education and consulting group of The Content Marketing Institute, Robert develops content and customer experience strategies for large enterprises such as The Bill and Melinda Gates Foundation, Oracle, McCormick Spices, Capital One, and UPS. Robert’s book, Experiences: The 7th Era of Marketing was called “a call to arms and a self-help guide for creating the experiences that consumers will fall in love with.” For the last three years, he’s co-hosted the podcast This Old Marketing, with Joe Pulizzi. It’s frequently a top 20 marketing podcast on iTunes and is downloaded more than a million times every year, in 100 countries around the world.