How Can Launchway Media Help your Sales Team?

Marketing and sales teams are usually kept separate, each performing their tasks in silos. Some marketing and sales teams don’t even speak to each other or know about tactics that potentially overlap. While many companies don’t coordinate this way, when sales and marketing teams are aligned — they are 67% better at closing deals.

Launchway Media can directly help your sales team because 75% of buyers want content that curbs the sales-speak, which means marketers are the ones who should write a lot of the sales content. And, buyers want content. 95% of buyers end up choosing a solution provider that “provided them with ample content to help navigate through each stage of the buying process.”

While each business has a different sales funnel, Launchway Media can help produce content that drives conversions in the funnel, turning marketing qualified leads (MQLs) to sales qualified leads (SQLs) and then eventually to clients. Here’s how we can help.

Awareness

 
Screen Shot 2017-06-05 at 4.51.47 PM.png
 
 

Interest

Moving to the “Interest” level of the funnel, here we can help educate those who have clicked on your website or shown initial interest in your company’s offerings. To do so, we use the following tactics:

  • Newsletters

  • Case studies

  • Strong internal page copy

  • Long-form content (infographics, Slideshares, etc.)

After potential customers show interest, they will be considering your company (or your software, product, etc.) to solve the problem they have.

Consideration

 
 

Intent and Evaluation

The buyer is getting closer and closer to becoming a customer, and now they are intending to buy and evaluating your offer. Again, we can help at this level too with materials. This person might have a unique pain point, so we can create content that directly addresses that, showing exactly why your company is the right solution:

  • White paper

  • Targeted eBooks

  • Email followups

Purchase

Starting with a very basic sales funnel, our efforts usually work towards the “Awareness” level. To gain awareness and interest in the company, we utilize the following tactics:

  • Blog posts

  • Social media posts and engagement

  • Bylines

  • PR/Media

  • Strong website copy

  • Explainer video scripts

By doing this, we gain a high number of MQLs. But, the work doesn’t stop there. Oftentimes, sales team members will skip over the marketing leads, but those are potential customers that just need basic nurturing to become clients.

 
 
 

Now potential customers are considering you against your competition. While many people think a marketer’s role drops off here, we can add a lot of value and increase conversions in the funnel. Some tactics to nurture this potential buyer include:

  • Educational material on company value

  • Fact sheets

  • Competitor analysis documents

  • eBooks

  • White papers

  • Customer testimonials

 

This content helps push your company ahead of the competition by showing industry expertise and answering potential questions.

 
 

 

Congrats! You have a new client! Even at this level, we can help. A new client can mean a lot of work, so we can help with content, including:

  • Welcome materials

  • Best practices

  • Guidelines

  • Gathering testimonials and reviews

 

 

Sales and marketing teams working together can produce highly profitable results. Contact us to find out more how we can help your sales team improve conversions in the funnel by creating strong content that aligns with the buyer journey.