Characteristics and Best Practices for Success in 2022

Eliminate silos by creating revenue teams Revenue teams can help you break out of silos and bring your team together. This is a team of key players in sales and marketing. They get together every two weeks to brainstorm ideas based on the questions your sales team hears every day. These questions are: They keep being asked. Shows that buyers are far from making a decision. Shows resistance, doubt, worry, or fear. Expose information gaps required for key decision makers' approval.

Armed with this information, marketing can produce fully vetted content that addresses these concerns in a way that builds trust with buyers. 2. Schedule a industry mailing list post idea session or watch party When you've built a revenue team, get everyone together to brainstorm the top 50 questions your sales team is asked frequently. Use the voting system to prioritize which topics you address first.

(These often end up on what we call the "Big Five," questions that buyers in almost any industry ask.) Also, have the marketing team watch the sales call together. For each person, discuss what went well and what didn't. Identify content needs to communicate directly with the buyers you are watching. 3. Train your sales team to use content in the sales process We teach our clients how to use task selling - a sales technique that assigns "homework" to prospects to read or watch before a sales call.