I agree. But, what really caught my eye is this:"The use of podcasting as an internal training and communications tool continues to grow and is a proactive way in helping arm reps with the talk tracks and selling points to help accelerate prospects, particularly if they include the experiences of reps that have success accelerating their deals."Think about sales-focused podcasts for a minute.
They're portable. Your reps can download them onto their iPods and mp3 players and listen to them in the field.What if:Marketing creates a series based on a persona and includes brief customer-like-them examples by problem-to-solution scenario or industry.
A podcast for a specific situation includes conversational prompts and questions designed to help get the information sales reps need to move the buyer forward.You record a podcast with your customer speaking that answers an objection or concern a prospect has and the rep plays it for them. Or emails them a link to download it-that you track, of course.Marketing records a track that tells the nurturing storyline presented to a segment of leads.
If you're providing reps with the nurturing content but it's too time intensive for them to dig through it, how about if they can listen to the 5 minute story. Then give them a few ideas about how to extend that story in their conversations.You create a weekly podcast series that highlights recent triggering events. One for each industry you sell to? By role? Or whatever focus is the most relevant for them.
These are only a few ideas off the top, but I'm sure you can think of more...can't you? What a great idea. Keeping your reps in the field selling is imperative. Enabling them to listen to short, informational podcasts while they're out there can enable them to get in more engaging conversations that provide value for their prospects. And accelerate the sale.What do you think?
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