What does “content” mean for your customer?
When asked to define “content” salespeople tend to have a very parochial point of view, believing that content is solely the information developed by their company, about their own products and services, that they can supply to their prospects.
Unfortunately that narrow perspective creates a mismatch with the information needs of their prospects. Prospects are looking to gather not only the specifics about particular products and services but also information and data that will help create the overall context for the decision they have to make.
Read on to learn the 3 easy steps any salesperson can take to become an effective, value-creating content provider for his or her prospects.