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Developing Strategic Content

Submitted by on Wednesday, 11 November 2009

consulting_picI’m going to ask you a few questions. No answers today. Just questions you may want to answer for yourselves.

How will you know that the content you are providing is the appropriate content for your prospect base?

What skills do you need to have in addition to the ones you already have, to ensure that the right folks find – and purchase – your solution?

What do you need to do differently to ensure that the right prospects know how to differentiate you from the competition?

How will you know that one strategic plan would work better than another?

How do you know what level of content to offer, and how will you choose the right data to include in your content?

At what point will you know when it’s time to add new sales skills so that your sales team know how to engage, influence, and facilitate buying decisions in a way that will ensure folks buy what they need in the way they need to buy?

Just some questions to think about.

Let’s start a discussion about them, ok? sharondrew@newsalesparadigm.com

sd

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  • Ace Coldiron

    How will you know that the content you are providing is the appropriate content for your prospect base?

    BY RELENTLESSLY MONITORING FEEDBACK FROM THAT PROSPECT BASE.

    What skills do you need to have in addition to the ones you already have, to ensure that the right folks find – and purchase – your solution?

    I HAVE THOSE SKILLS, AS DO MANY, BUT IT IS CRITICAL TO MAINTAIN A JOURNEY OF CONSTANT REFINEMENT OF THOSE SKILLS.

  • Ace Coldiron

    What do you need to do differently to ensure that the right prospects know how to differentiate you from the competition?

    WE ALL NEED TO ALWAYS UNDERSTAND WHO THE REAL COMPETITION IS. WE SHOULD STRIVE FOR INCREASING AWARENESS OF HOW OUR PROSPECTS' LIFE EXPERIENCES INFLUENCE THEIR DECISIONS. IN THOSE LIFE EXPERIENCES YOU WILL FIND THE REAL COMPETITION WHICH OFTEN IS NOT THE DIRECT COMPETITION.

    How will you know that one strategic plan would work better than another?

    ACCORDING TO STRATEGIC PRINCIPLES WE SHOULD MAKE OUR PLAN INVULNERABLE. THAT MEANS THAT IT WILL NOT BE BY OUR OWN HAND THAT WE FAIL. WE CANNOT CONTROL ANOTHER"S ACTIONS.

    How do you know what level of content to offer, and how will you choose the right data to include in your content?

    BY CREATIVE LISTENING AND BY GAINING INSIGHT INTO THE INNER WORKINGS OR CIRCUMSTANCES THAT INFLUENCE DECISIONS.

    At what point will you know when it’s time to add new sales skills so that your sales team know how to engage, influence, and facilitate buying decisions in a way that will ensure folks buy what they need in the way they need to buy?

    AT EVERY POINT.