A recent Corporate Visions survey found that respondents identified the opportunity creation conversation as having the highest impact on helping salespeople achieve quota.
Yet, the same survey found that only one in two salespeople believe they are prepared to deliver a compelling opportunity creation conversation after the lead hand-off.
To create a seamless hand-off between demand generation and sales, you need the right content for this tricky sales enablement phase. That’s because you likely still need to convince your buyer to make a change and leave their status quo.
If your sales enablement content is geared for the “you versus them” conversation (“why you”), instead of the “why change” conversation, you may be giving your salespeople the wrong content for the wrong phase of the buying cycle.
Want to learn how to create content that’s matched to the critical selling moments your salespeople face throughout the customer lifecycle? Check out this eBook, which covers the three “triple threat” moments you need to enable salespeople to address.
Is Your Content Connecting?
Learn how you can get over the conversion gap.