The sales role has evolved; buyers are actively seeking information on their own (primarily via search and social). Take advantage of this dynamic by arming the sales team with buckets of content that can be leveraged to provide the prospective buyer with valuable information.

Creating content that is functional in the sales process makes it easier to engage prospects and move them through the process regardless of what stage they are at in their buying process. Most B2B companies have specific stages and unique sales processes, but we can generalize most into three categories: 1) Prospecting and Qualification  2) Needs Analysis  3) Proposal and Negotiation

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