A 2016 report by sales enablement firms Seismic and Gatepoint Research surveyed 100 B2B marketing executives about their most pressing challenges. More than half (52%) of content created by Marketing goes unused by Sales simply because “they don’t know where to find it.”
Daniel Rodriguez, vice president of marketing for Seismic, says: “Sales departments of large companies need messaging and collateral for different personas, something Marketing teams often don’t do effectively. Ultimately, what you often see is a B2B Sales team with little idea as to what content they should use and when, leading to reps going into important meetings feeling unprepared, unconfident and frustrated with the lack of marketing support. On the flip side, Marketing doesn’t understand why sales teams aren’t converting their leads or why they are not using proper messaging and content.”
We solve this problem by developing sales enablement playbooks that contain insight-led sales talking points and collateral assets tailored to each buyer persona and journey stage.
Contact us to find out how you can start delivering content your Sales team will actually use.