B2B marketers around the world are having to adapt to digital transformation, changing business priorities, and growing buyer expectations. With more than three quarters of buyers and sellers preferring digital self-serve and remote human engagement, marketers can support virtual selling in many ways. The most effective way is to collaborate more closely with the sales team to develop content they will want to use.
Virtual selling requires new skills and tactics. Marketers can arm sellers with the information they need, teach them how and when to use resources, and create supporting assets for new sales decks. To gain insights, marketers can use conversation intelligence to observe content effectiveness and automated content recommendations.
Finally, marketers should link content success to business outcomes, focus on content adoption metrics, and make sales collateral even more effective. By understanding what content is working, marketers can meet the needs of both sellers and buyers in a hybrid world.
Three Ways to Adapt Your Sales Content for Virtual Selling Success
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