Caller ID, overflowing prospect inboxes and the unsubscribe button are the mechanisms by which prospect screen and avoid solicitations.
But inside sales professionals have also honed great skills and techniques for overcoming these obstacles. They have learned how to penetrate, capture attention with relevant messages, earn permission for an initial conversation and establish preliminary trust.
They know a key mechanism for capturing attention, generating interest, earning trust, and promoting internal referrals is buyer relevant, useful content. Of course, sales people are dependent on others to create content for them.
After delivering information, inside sales people are often blind to its affect. Was content viewed? Was it appreciated? Was it shared?
We believe sales people need better delivery, tracking and feedback methods. These reveal buyer interest, timing and relationships with other buying team members.
If these issues impair your performance, we’d like to speak with you. If you are ready to take your lead generation, nurturing, content and sales enablement responsibilities to the next level, we may be able to help.