Creating and sharing content is the new frontier, but it can feel like a chore if you’re not sure how or why to use it. In this episode, your host Donald Kelly sits down with Zach Basner, digital sales and marketing coach extraordinaire, to show you how effective this type of content can be when used correctly. Listen in as they shed some light on the effectiveness of these strategies and how they can be used to up your game as a seller. The 80% Video What questions do your prospects always (or almost always) ask in your first conversation? This video should address those questions. This informs your prospects and can also disqualify leads without wasting your time or theirs. The Bio Video This is an employee bio video that allows a prospect to see, hear, and know the rep they’ll be in contact with. This isn’t the rep’s life story! Just include anything useful for your prospect to know so they have the opportunity to build some trust in you before they reach out. Think of it as a scalable approach to the time and energy that goes into building relationships with customers. Buyer’s Prep Guide This is for buyers who understand their problem and know what the solution is; they are ready to buy, but they’re deciding who to buy from. A buyer’s prep guide should give context as to the value of the product itself, not a biased view of why your product is the best. Walking buyers through how to evaluate your product will help eliminate objections before they come up in a call. “The best time to eliminate an objection is before it has to come up. Content like this will help us eliminate those long before they need to be brought up. If we’re not hearing the same objections that we used to, we know we’re doing this right.” – Zach Basner Resources IMPACT Sponsorship Offers This episode is brought to you in part by LinkedIn. Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights. These deeper insights empower sales reps and teams to adopt the habits of

Ask this episode

“What did the council decide on item 42?” — answered with the speaker and the moment.

Transcript

Related