FACTS ABOUT HOW PROSPECTS ARE MAKING BUYING DECISIONS

  • 25% of your buyers are now educating themselves online and calling the sales representative to place an order (Sirius ‐2012)
  • Your typical buyer consumes 12 pieces of content prior to purchase (Forrester ‐2011)
  • 80% of leads are passed to sales representative before they are ready to engage (Marketing Sherpa ‐2012)
  • Buyers have extended their purchase cycle by 1.5 times since 2008 (Sirius‐2012)
  • 70% of mishandled leads will buy from a competitor (Forrester ‐2011)
  • Effectively nurtured leads result in 40% more revenue (Aberdeen‐2012)

AFTER KNOWING THESE FACTS…

Do you want your sales people to create and distribute their own content? Do you want them to decide which leads to follow? Do you want to leave long term leads unnurtured?

CREATING GOOD MARKETING AND SALES CONTENT IS CRUCIAL 

Content Marketing is now required to provide ground cover for your sales team. Decision makers are requiring it and will feel that sales people without are just “winging it.” Content creation doesn’t need to be complicated to meet the needs of your sales team. You have a ton of little facts and reasons why businesses should do business with you. Now we just need to organize them into content and create a strategy for distributing them to the right decision makers at the right time. Good content creation and strategy will empower your sales team with the tools they need to be successful.

THE RIGHT CONTENT TO THE RIGHT PERSON AT THE RIGHT TIME

We determine what specific content is required at specific stages of the sales cycle, build that content, and make it easy for the sales people to use with their prospects. Most of the content needed to cultivate leads will be drawn from blog articles. Over time we will add case studies, ebooks, and white papers to the mix. In some cases we introduce educational webinars and videos. We have a methodology for what to send to whom.

OUR METHOD FOR CONTENT DELIVERY

 
Defining The
Need
Evaluating Alternatives
Negotiating and Committing
Stage of Sales Cycle Prospect – Sales Accepted Lead Sales Accepted Lead – Sales Qualified Lead Sales Qualified Lead – Sale Closing
Marketing & Sales Goal Educate Verify Convince
Type of Content to Share
  • Trends and Statistics
  • News Coverage
  • Benchmarks
  • Basic Education
  • Assessing the difference between alternatives
  • Implementation Process
  • White papers / Case Studies
  • Sales Kits
  • Specs /Pricing
  • Return on Investment
  • Total Cost of Ownership
  • Testimonials

We can get your sales team generating leads through a winning sales and marketing strategy in less time than you could achieve it on your own. The strategies and deliverables will be around after sales people have came and left your business. The branding and consistency will remain no matter if it’s being delivered by a seasoned veteran sales person or a new hire.

If you’re ready to have an automated content marketing system help your sales team win more deals and close them faster, then get started with our Internet Presence Package.

Contact us (859-904-8035) today to get started!

ABOUT MAIN STREET MARKETING

Since 2006, Main Street Marketing has been creating Internet Presence Solutions for small businesses mainly in the Cincinnati – Northern Kentucky area. Main Street Marketing uses internet marketing, search engine optimization, social media, lead generation, and video to create a true Internet Presence for its clients. When integrated correctly, this core group of services provide results together that none of the services could provide on their own or in phases.
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