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Sales With Content

Content is so heavily under-utilized to equip sales to have better conversations:

1) You educate the prospect (never a bad thing)

2) You showcase that you understand their pain

3) You build trust and credibility

Most importantly, you earn the right to contact that person again and they look forward to hearing from you because you provided them with value.

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Selling Transformation

You are always selling transformation and who your prospects and customers will become if they buy from you.

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Pains vs. Dreams

Marketing and sales becomes a whole lot easier when you know your product can move people further away from their pains and closer to their aspirations.

Build a culture where people fall in love and are obsessed with helping your ideal customer navigate this journey and you will build a winning company.

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Scaling paid media vs. content

Paid Media and Content scale differently. That's the main reason why companies jump to invest in paid media while hesitating to invest in content.
One has a low-barrier to entry (money). The other has a high-barrier to entry (time, effort and creativity).

Building the content engine for a company takes patience and playing the long-game.

Content is also how you scale paid media faster because all kinds of possibilities open up beyond the usual campaigns that everyone else in your market is competing for.

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18 Key Components of a Successful Sales Playbook

As many companies have found out firsthand, hiring salespeople with great track records doesn’t guarantee your sales team will hit their targets. Even if you’re filling your team with talented sales reps, they won’t be able to deliver their maximum value unless you train them to be experts on selling your specific products to your specific target market.

A 2018 study shows that the average tenure for a salesperson is only around 1.5 years, so chances are you’re regularly onboarding new salespeople. The faster you can get them up to speed and selling effectively, the more value you’ll be able to get from your limited time with each rep. 

The key to training reps better and faster is to create a sales playbook. This asset outlines your company’s particular sales processes and best practices so everyone on the team can refer to and learn from it. The sales playbook should include all the resources new reps need to start making sales.

Whether...

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The Digital Marketing Team Structure You Need to Capture Value

Digital marketing can generate incredible ROI, but to capture that potential value you need a well-organized team of experts.

If your Facebook ads are already driving leads, a paid media expert and a skilled marketing designer could optimize the ads to deliver leads that are higher quality. If a blog post is capturing 20 email addresses each month, the right writing and SEO skills could help it capture 50. 

Building a team that can maximize the impact of your digital channels isn’t just a case of hiring extra digital marketers. Instead, the most successful marketing teams are structured in a way that focuses on digital marketing results and includes specific key skills.

When you're ready to start hiring, click here to download our Marketing Leader Job Description Template.

Two hiring approaches that hold teams back

Many teams that are trying to generate more leads through digital marketing are slowed down by growing their team in inefficient ways:

Hiring generalists ...

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How to Create a Content Roadmap for Multiple Product Lines

Does it seem like your team is churning out content without any means of prioritizing what to work on next?

We see this often within companies that have recently merged or made an acquisition and have a central marketing team. Teams can slip into the habit of working on each product line in a siloed way and lose sight of the projects that can best benefit the business as a whole.

Instead, the output of Marketing needs to be managed across product lines by focusing on measurable results. Building a cross-product content marketing roadmap allows you to strategically allocate your resources and drive leads in the most efficient way.

 

The content dilemma of multiple product lines

Many companies with multiple product lines or brands face three common challenges:

1. Duplication

Creating content for each product line in a siloed way or without reviewing existing content can bloat your library with multiple versions of similar assets. This is an unnecessary duplication of effort and,...

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3 Questions Your Marketing Due Diligence Needs to Cover

One of the things we see when companies are acquired is that the acquiring company will do all kinds of due diligence. For most companies, that includes technical, financial, and legal due diligence, as well as an assessment of the market and the pipeline. But one area that we see being consistently overlooked is marketing due diligence. 

There is plenty of data, information, and opportunities hidden within the marketing side of every business that aren't analyzed before an acquisition. With all the other kinds of due diligence happening during the LOI-to-close stages, marketing due diligence often isn’t prioritized. 

In this blog post, we’re going to show the types of insights that can be uncovered, and the value they can help you capture, and even give you a step-by-step checklist to follow. We’ll cover:

  • Why marketing due diligence is critical
  • Three questions your due diligence need to answer
  • The benefits of data-focused marketing due diligence
  • A...
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How to Integrate Marketing Teams After Acquisitions

 

One of the biggest opportunities post acquisition is to find efficiencies on the marketing side, and this is often an ignored area because there are usually a lot of efficiencies in sales, product, finance and services.

Within marketing, there are five domains that you can look to integrate:

  1. Brand: making multiple business units and product lines look like one entity.
  2. Programs: initiatives core to the investment thesis to grow the business
  3. Teams: you have multiple business units with their own marketing teams and so you have to try to find synergies 
  4. Data Governance: you have customer data now living in multiple databases
  5. Marketing Stack: different business units are likely spending on the same tools or overlapping tools and paying for both

 

Brand

The biggest mistake is when companies focus on branding as the primary driver of value creation from the marketing function after an acquisition for the following reasons:

  1. Rebrands take a lot of time and effort, without any...
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Episode 29: How to grow through acquisitions, focus and culture with Dave Gray

On episode 29 of the How To SaaS podcast, Shiv interviews Dave Gray, the former CEO of Daxko and current CEO of the Biso Collective. Dave and Shiv discuss how Daxko deployed a growth by acquisitions strategy to scale its business and the importance of focus in growing companies. Dave also shares the vision for his new initiative, Biso Collective, and how he plans on deploying a buy-and-hold strategy to give founders of mission-critical software companies a third alternative to a liquidity event outside of a strategic or financial buyer.

Listen to the episode here:

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