{"id":14839,"date":"2017-12-20T18:58:04","date_gmt":"2017-12-20T23:58:04","guid":{"rendered":"https:\/\/www.mgb2b.com\/blog\/?p=14839"},"modified":"2017-12-20T18:59:58","modified_gmt":"2017-12-20T23:59:58","slug":"b2b-sales-tools-myth-of-the-week","status":"publish","type":"post","link":"https:\/\/www.mgb2b.com\/blog\/b2b-sales-tools-myth-of-the-week\/","title":{"rendered":"B2B Myth of the Week: All Your Salespeople Need Is the Gift of Gab"},"content":{"rendered":"

\"b2b<\/a>The Myth: A Smooth-Talking Salesperson Needs No Tool<\/strong><\/h3>\n

The Truth: Even the Best in the Business Should Have Some Tools Up Their Sleeves<\/strong><\/h3>\n

In the words of Ben Affleck in the movie Boiler Room, \u201cIn every business interaction, a sale is made. Either you sell the client or they sell you on a reason they can\u2019t use you.\u201d It’s a Hollywood notion that the\u00a0best salespeople can sell anything to anyone with nothing but the art of persuasion. <\/span><\/p>\n

While there are some salespeople who fit this mold, in this day and age, the more tools they have in their arsenal, the better.\u00a0B2B brands are seeing a higher demand for content, especially visual content<\/a>, than ever before.\u00a0Now is a crucial time for businesses to provide tools and train their sales teams on how to use them.\u00a0You might think that visual content is a B2C tactic, but as<\/span>\u00a0Gary Vaynerchuk says, <\/a>\u201cbehind every B is a C.\u201d<\/span><\/p>\n

It’s important for salespeople to acknowledge the art of the sale is not just about the pitch, but\u00a0about how you get them to hear your pitch in the first place.<\/p>\n

Here Are\u00a03\u00a0Types of Content All B2B Salespeople Should Consider Including in Their Toolbelts:<\/strong><\/h4>\n
    \n
  1. Infographics –\u00a0A Creative Way to Present the Facts.<\/strong> B2B doesn’t have to be all about lists and spreadsheets. Infographics will have a lot more impact on prospects. Start off by creating a few of them (you can do this with a tool like PiktoChart<\/a>, use an in-house designer, or hire\u00a0a B2B marketing agency<\/a> to create them) so that your salespeople have them ready to go.\u00a0While infographics are often used on social media or email marketing programs, salespeople can also present them to lukewarm prospects as a door-opener. “I thought you might find this infographic on _________ helpful as you go into the New Year.”\u00a0<\/span><\/li>\n<\/ol>\n
      \n
    1. White Papers – Persuading from\u00a0a Different Angle. <\/strong>White papers can be used in multiple ways. Primarily, they serve an educational purpose.\u00a0 But they also provide salespeople with<\/span>\u00a0an interactive and engaging way to provide a counter-rebuttal to the challenges you receive from prospects. White papers should be as<\/span>\u00a0colorful, well-designed, and engaging as infographics.\u00a0Perhaps the most important thing that a white paper can do is give your brand authority and credibility. They might be just the right push to give your prospect reason enough to choose your brand over a competitor’s.<\/li>\n<\/ol>\n
        \n
      1. Video Marketing – The Most Memorable\u00a0Sales Tool.<\/strong>\u00a0<\/span>Marketers everywhere know how important video is<\/a> heading into 2018. It is one of the most effective and memorable ways to get a point across to sales prospects. Try i<\/span>ncorporating video into your sales pitch instead of\u00a0talking about how great your product\/service is. A video can accomplish this in many different ways<\/a>: from How-To Guides to\u00a0Live Video Chats to Engaging Case Studies.\u00a0The level of video production <\/span>doesn\u2019t have to be on par with a Hollywood movie. Research has proven that content and creativity are important, but the value of the video is what most people remember.\u00a0<\/span><\/li>\n<\/ol>\n

        Natural sales talent is important, but it should be complemented by something more substantial. With your competition likely jumping into the content marketing game, it’s important to do it right.\u00a0Make sure your marketing team and your sales team are working together to create and distribute content in ways that propel the brand forward. Each member of the team should have the tools they need to drive prospects along the sales funnel. The goal is the same for everyone in your organization: conversion.<\/p>\n","protected":false},"excerpt":{"rendered":"

        The Myth: A Smooth-Talking Salesperson Needs No Tool The Truth: Even the Best in the Business Should Have Some Tools Up Their Sleeves In the words of Ben Affleck in the movie Boiler Room, \u201cIn every business interaction, a sale is made. Either you sell the client or they sell you on a reason they […]<\/p>\n","protected":false},"author":8,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[273,493,388,229],"tags":[766,160,767,768,597],"class_list":["post-14839","post","type-post","status-publish","format-standard","hentry","category-content","category-email-marketing","category-lead-generation-nurturing","category-sales-advice","tag-b2b-sales-tools","tag-content-creation","tag-infographics","tag-video-marketing","tag-white-papers"],"_links":{"self":[{"href":"https:\/\/www.mgb2b.com\/blog\/wp-json\/wp\/v2\/posts\/14839","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.mgb2b.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.mgb2b.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.mgb2b.com\/blog\/wp-json\/wp\/v2\/users\/8"}],"replies":[{"embeddable":true,"href":"https:\/\/www.mgb2b.com\/blog\/wp-json\/wp\/v2\/comments?post=14839"}],"version-history":[{"count":9,"href":"https:\/\/www.mgb2b.com\/blog\/wp-json\/wp\/v2\/posts\/14839\/revisions"}],"predecessor-version":[{"id":14851,"href":"https:\/\/www.mgb2b.com\/blog\/wp-json\/wp\/v2\/posts\/14839\/revisions\/14851"}],"wp:attachment":[{"href":"https:\/\/www.mgb2b.com\/blog\/wp-json\/wp\/v2\/media?parent=14839"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.mgb2b.com\/blog\/wp-json\/wp\/v2\/categories?post=14839"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.mgb2b.com\/blog\/wp-json\/wp\/v2\/tags?post=14839"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}