If you’re familiar with the technology or industrial sector you’re probably aware that they have a pretty complex sales process. You’ll need to be just as much a consultant and a teacher as you are a salesperson. In today’s marketplace a successful business needs to adopt a different set of skills – that help you to listen, learn and understand your buyers problems.
For sales and marketing to be effective it relies in a big way on content creation. Prospects need validation that you are trustworthy, knowledgeable and an industry authority – all supported by the quality of your content. And with a lack of trust of anything “corporately sourced” the more that this content is shared and endorsed by unbiased third parties the stronger impact it will generate.