sales content

Free ebook: What Content To Build For Sales: A State Of The Industry Report

With insights from over 1 million content engagements 95% of sales people want content to share with prospects, but just 20% of marketing content gets used. Download this free research report to find out how you can get 273% more content usage and see what the data tells you about content performance: • Why content isn't used by sales • How to address content challenges • What content to build for sales

Table Of Contents

Pg 3 - Preface Pg 4 - Executive Summary Pg 5 - Introduction Pg 6 - Ch 1: The Buyer Journey Pg 8 - Ch 2: The Importance of Content Pg 11 - Ch 3: Why Content Isn't Used By Sales Pg 20 - Ch 4: Addressing Content Challenges Pg 23 - Ch 5: Understanding Content Use Pg 28 - Ch 6: Data Says: What Content to Build for Sales Pg 39 - Conclusion

First 3 Pages

WHAT CONTENT TO BUILD FOR SALES A State of the Industry Report With insights from over 1 million content engagements Table of Contents Preface ..............................................................................3 Executive Summary .........................................................4 Introduction ..................................................................... 5 Ch 1: The Buyer Journey .................................................6 Ch 2: The Importance of Content...................................8 Ch 3: Why Content Isn’t Used by Sales ........................11 Ch 4: Addressing Content Challenges .........................20 Ch 5: Understanding Content Use ..............................23 Ch 6: Data Says: What Content to Build for Sales ......28 Conclusion ......................................................................39 PREFACE Content is essential for your sales teams. But what content should your team create? 95% of sales people want content to share with prospects. However just 20% of marketing content gets used. And that lack of use has only gotten worse, despite the adoption of sales portal technologies. It’s frustrating. Frustrating for marketing and sales enablement professionals that want to help sales people. And for sales teams that know the importance of bringing valuable content to their prospects. So, what is going on? The KnowledgeTree team decided to investigate the root causes. We’re uniquely positioned to identify the challenges. That’s because we’ve gathered millions of sales interactions with content. That lets us understand how and when content is used successfully with prospects. In this paper, we’ll explore the two primary reasons why content gets ignored by sales teams. And, critically, we’ll expand on which types of content are most effective by industry, sales stage, and seniority in the prospect organization. The conclusions stem from our measurement of content’s “Sales Content Impact” score. A measure of content’s effectiveness in the bottom of the funnel. I hope you find the research interesting and it helps your team invest in winning content.