7.5 Signs You Need New Sales Assets

Sales assets open doors to sales conversations that help you build strong relationships and ultimately close deals.

Lead nurturing campaigns are incredibly dependent on this content. Your prospects need the right information to educate themselves on your products or services. They also might need direction on what the next steps are in your sales process.

If your sales assets aren’t doing their job, your opportunity cost is large. But how do you know if you need new content?

The fundamental question you should always ask is: “How well are they working?”

If you don’t know the effectiveness of your assets, you’re simply guessing about whether they’re doing their job. Closely track the performance of your content to identify when an asset loses its effectiveness and needs to be replaced.

Additionally, leverage your empirical data. Are you getting feedback from your prospects? Analyze what your contacts are telling you in conjunction with your sales analytics.

Beyond these two fundamental points, here are seven-and-a-half signs that you need new sales assets to get back to being an efficient and effective seller.

  1. Asset is older than one year: Given how quickly technology and industries change, your content might be outdated and no longer relevant. You’re better off being proactive and reviewing your assets every six months to ensure they still speak to current issues.
  2. Too few assets: In this case, it might not be what your assets say, but how many assets you have in your arsenal. It’s important that you’re able to provide your prospects relevant content when they need it. And because the buyer journey has many stages, just a handful of assets won’t each be relevant at each stage.

You need at least three to four assets to address the next point…

  1. Assets don’t speak to all decision-makers: If you don’t have enough content, you’re not speaking to all of the decision-makers and influencers at each organization. You must have assets that speak to different types of prospects, whether they’re in management, finance or IT.
  2. Assets are all in one format: Variety is the key. If you’ve sent three pieces of content to the same prospect, your sales assets might seem stale. In addition, different types of content speak to different types of people.
  3. You’re not taking advantage of new channels: Sales environments change quickly. Don’t lose out on potential opportunities by not taking advantage of new, lucrative avenues. Make sure you have assets to take advantage of social selling.
  4. Assets not optimized for mobile: Much like with the above point, you want to stay up-to-date with the latest technologies. These days, millions of people use their smartphones to connect with the world. Make sure they’re able to connect with your assets, too.
  5. Assets don’t address a relevant problem or effectively speak to your buyer: Effective selling is also called solution-based selling. If your assets don’t address a problem that your buyers have and offer a solution, what value does it provide to them? Prospects don’t care about content that doesn’t address their pains.
7.5. Content is too long: In general, your assets need to be short. For one, your prospects are strapped for time. But also, niche assets that focus on a particular topic are far more engaging.

The Tellwise Nutshell (TTN): To ensure effective lead nurturing and efficient selling, ensure that your sales assets are truly working for you. From outdated and irrelevant content to non-diverse content, look for these signs to understand whether it’s time to generate new, more valuable assets.

To take advantage of a sales content platform from Tellwise, start your free trial today.

Post a Comment