We are always looking for smarter ways to get more done in less time, and when it comes to finding ways to give more power back to sales and marketing teams to enable them to do their best work – nothing is more rewarding!
Sales and marketing must often contend with some of the most challenging market conditions, from figuring out new ways to respond to objections and competitive offers, to finding unique approaches to positioning brands, and delivering ROI.
In this blog post, we share three content trends that we have seen empower sales and marketing, and how Qorus plays a critical role in each case.
1. Personalised sales messaging = accelerated sales cycles
B2B sales are complex by nature and are often the reason why sales approaches are seen as more precarious than value driven. This is why personalisation is growing in organisations. Smart sales and marketing teams realise that content used with the right context is more effective.
To make personalisation work for your sales team, you need to give them access to the right content and make it easy to find, and this is where Qorus connects the dots.
Qorus affords sales the ability to work in everyday tools like Outlook, Word, PowerPoint, and Excel, but still have access to marketing’s pre-approved content so they can easily compile emails, proposals, and other business-critical documents on the fly with the help of the Qorus Office 365 Add-in.
The outcome? Sales can compile more personalised, accurate, and sales-focused messaging for buyers in less time, and marketing can rest assured that sales has what they need to drive business.
2. Data is driving content production
Marketers understand the old challenge of delivering ROI for content spend, and with content marketing accounting for as much as 40% of their budgets, delivering results is no longer about proving that content marketing is the way to go, but more of a journey into the “how” of getting it done.
To deliver results, marketers have begun to track which content sales use to close more deals, and where that content is used in the sales cycle. This way, the conversation shifts from, “sales is not using the content we produce” to “here’s more of the content sales needs to sell more.”
Qorus makes it easier for marketers to gain these insights through its dashboard. Marketing can tell which content the sales team searches for and uses the most, and which content isn’t used to drive business. These vital insights can mean the difference between more wins than losses, and give insights in to where to spend your hard-earned budget.
3. Easy content sharing is enabling sales
A lack of access to valuable marketing content is one of most pressing challenges that sales deals with daily. According to Kapost, as much as 65% of sales people said they struggle to find content.
To get around this, marketing teams are making content easier for sales access using cloud solutions such as Google Drive, Microsoft’s OneDrive for Business, and SharePoint Online.
The challenge, however is that most cloud storage solutions still rely on users to search for content through folder trees, open documents, search for what they need, and then copy and paste it.
Qorus gives sales access to the right content at each stage of the sales cycle, including proposals, pitch content, case studies, white papers, and tailored documents from within Office applications through the Qorus add-in’s easy-to-use search bar.
What’s more, marketing can assign rights to users to ensure that only administrators can make content updates. This way, valuable information never goes missing because it’s mistakenly deleted, and your business drastically decreases liability caused by using outdated and inaccurate information in proposals and other business-critical documents.
Sales and marketing are finding new ways to tackle old challenges, and the use of smart software like Qorus is giving both teams the means to generate deep insights about content and how it’s used, accelerate sales cycles, and save more time. If you want to see in action how you can make your content work for your sales and marketing teams, register for a free live demo here.
About this blog
This guest post was originally published on the Qorus blog site. Qorus is a document automation solution that helps people create business critical documents more efficiently and accurately. Leveraging familiar tools in Office 365, it is a powerful business productivity tool that helps non-technical users to create and personalise documents quickly such as RFPs, proposals, contracts, pitches and reports.