Why Content Marketing in B2B is Like Having a

PAHow to support your B2B efforts as a Sales Professional with

Content Marketing acting as your own Personal Assistant.

Why Is Content Marketing Necessary?

ReachWhy?

Accept

How?

Engage

Who?

Content Marketing is now seen as the most supportive marketing function to prepare a prospective client for the B2B Sales Professional.

Content Marketing, even at a micro scale, assists your brand’s content educational introduction for the client, to prepare them to know what the service can do, and what questions are worthwhile considering, before the B2B Sales Professional engages the client in the sales process

The result is a more focussed selling approach with prospective clients who have undergone their own form of qualification, before seeking out a Sales Professional to assist them.

Content Marketing Preparation

BDM

Informs the

Why?

Educates the How?

Qualifies the Who?

Why Does CM Act Like Your PA?

Like the executive whose focus is to invest the best use of his/her time to gain maximum results, the PA acts to support their efforts by actioning the necessary support functions, and releases the executive to focus on what only they are the best at doing.

The three stages your prospective buyer will go through, that content marketing can address well on your behalf, without your direct involvement, and support your business development efforts are:

• Why?• How?• Who?

The PA Process

Why Is Sales Limited Without CM?

Content marketing – when applied and executed correctly – acts to leverage the message of the service, and the value of the brand.

As the CM gains leverage with your prospective clients by informing them of the critical value aspects of your brand on your behalf, when you begin interacting with them, your emphasis on relationship building to assist and advise is welcomed, because the expectation has been educated to assist you, not question or critique you.

The ‘Content Leverage’

CM Leverag

e

Sales Influenc

e

Why?

How?

Who?

Why Is CM Seamless to the B2B Sale?

Reach

Accept

Convert

1. Prepares the Client

2. Advocate for your Brand

3. Qualifies Interest

4. Emphasizes Advice

5. Positions for Relationship

More Info?

Martin LongdenDirector | LeadingPOINT

LI: http://au.linkedin.com/in/martinjlongdenW: www.leadingpoint.com.auP: +61 3 9005 7570