Meet your secret SDR
When sales and marketing work hand-in-hand, great things happen. Prospects are informed and engaged, so sales team can spend their time on warm, qualified conversations, rather than cold, unproductive and soul-destroying calls.
The Sales Development Representative (SDR) helps bridge the gap between marketing and sales, ensuring prospects are educated and interested before they ever speak to a salesperson.
How to close the SDR gap with quality content
But for many organisations, there is a missing link.
If you have a team of motivated and hungry salespeople, but no SDR, there is a solution for you. The Content Stream acts as your secret SDR, not by making calls, but by doing the heavy lifting with high quality content that is strategically timed and consistently delivered.
The right mix of case studies, white papers, blogs, social posts and nurture email sequences delivered over long B2B purchase cycles helps keep prospects informed, engaged and warm to your business and solution.
Addressing their pain points, showcasing your solutions and staying top of mind helps move prospects through the sales funnel, so by the time they connect with your sales team, they’re already primed and interested.
The SDR that gets prospects to call you
Rather than focusing on cold outreach, the beauty of using content and emails as your SDR is that your prospect is warming to your solution over an extended timeframe.
And these days, it’s estimated that 80% of B2B buyers pick a winner (or at least a very short list of options) before they ever talk to a salesperson. This means that they are relying on you to provide the information they need so that when they are ready, they will start the engagement with your sales team.
The easy way to align sales and marketing
Let’s face it – marketing exists to feed sales. Ultimately, everything we do in business is designed to drive revenue. Whether your marketing makes the phone ring today or in 12 months’ time, making the phone ring (or email ping) is why you do it.
Misalignment of sales and marketing is one of the most common causes of wasted effort in B2B organisations. Sales wants leads to close. Marketing wants to build awareness and credibility. The truth is both are important.
And when you work with The Content Stream you can have both.
Get The Content Stream in your corner
By working closely with you on strategy and having a thorough understanding of your target audience, their problems and their needs, every piece of content and every email are working to serve both goals.
We aim to help your prospects learn, trust and progress towards a buying decision while proving that your solution is credible and that you have authority in market.
Put your secret SDR in place to help marketing move the needle in the right direction and ensure that your sales team is spending less time educating prospects and more time closing them.
If you don’t have an SDR but would like the benefits of one, talk to us.