Using technology to personalize content can help bolster the sales process. Approaching customer interactions with a personal touch can make a seller appear more authentic and engaged. With the variety of tools available today it’s easier than ever! Adding customization to every customer interaction makes customers feel valued and helps you be effective as a salesperson.
In the video below, Teddy Cook, a member of the Commercial Sales team at SalesLoft, provides practical ways that technology can be used to help personalize content throughout the customer journey. Teddy explains the importance of having content on-hand that addresses each unique situation.
Teddy Cook here – Member of the Commercial Sales team at SalesLoft. Today I’d like to talk to you about using content to help bolster your sales process.
I’m sure you have access to social proof, industry data, and content your marketing team has created to help sell. But where does all that content live and how do you use it? That’s what we’ll be talking about in this video.
Let’s dive in.
As your sales team runs their sales process, whether it is enterprise or your SDR’s first cadence, it’s important to have the right ammunition. Every deal is different and every prospect has slightly different needs. Assuming you already have the content, this is where technology can help. There are all sorts of systems for content management. One of our favorites is Guru. It not only has an intuitive library of features, but it also integrates with Slack and other tools to make content easily actionable. With a simple search and click, you can find any case study, industry report, video, or anything you’ve uploaded and tagged. This makes providing a personalized experience to your prospects a breeze. We’ll talk more about that in our next section.
Once you have a library of content, make sure you use it to your advantage. While speed is important, balance that with your goal of being an authentic seller. Being mindful of each situation is key. For small and targeted deals, a simple P.S. line might work. That way you can customize to a degree but still manage high volumes. Leaving space after your P.S. lines, with room to attach content, is better than pushing your latest e-Book to the masses. For more important deals, go past customization to personalization. Create snippets and short text blurbs that you can insert into an email with a simple click.
Use technology like Vidyard to include personalized videos for your prospects. For big targeted accounts, you can even go as far as pulling stats specific to them. Adding customization to every interaction with an account is the extra mile that makes your customers feel valued and helps you be an effective seller.
Thanks for watching. I hope you’ve learned how to leverage content efficiently in your sales process. Feel free to drop any comments or questions below. Thanks again and I hope you have a great day.