3 Pieces of Content You Can Use as a Seller to Shorten Your Sales Cycle | Zach Basner - 1666

Creating and sharing content is the new frontier, but it can feel like a chore if you’re not sure how or why to use it. In this episode, your host Donald Kelly sits down with Zach Basner, digital sales and marketing coach extraordinaire, to show you how effective this type of content can be when used correctly. Listen in as they shed some light on the effectiveness of these strategies and how they can be used to up your game as a seller. The 80% Video What questions do your prospects always (or almost always) ask in your first conversation? This video should address those questions. This informs your prospects and can also disqualify leads without wasting your time or theirs. The Bio Video This is an employee bio video that allows a prospect to see, hear, and know the rep they’ll be in contact with. This isn’t the rep’s life story! Just include anything useful for your prospect to know so they have the opportunity to build some trust in you before they reach out. Think of it as a scalable approach to the time and energy that goes into building relationships with customers. Buyer’s Prep Guide This is for buyers who understand their problem and know what the solution is; they are ready to buy, but they’re deciding who to buy from. A buyer’s prep guide should give context as to the value of the product itself, not a biased view of why your product is the best. Walking buyers through how to evaluate your product will help eliminate objections before they come up in a call. “The best time to eliminate an objection is before it has to come up. Content like this will help us eliminate those long before they need to be brought up. If we’re not hearing the same objections that we used to, we know we’re doing this right.” – Zach Basner Resources IMPACT  Sponsorship Offers This episode is brought to you in part by LinkedIn. Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.          These deeper insights empower sales reps and teams to adopt the habits of

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I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!