If you’re like most channel pros, you’re probably much better at delivering technical support than drafting marketing collateral. So how do you know if the content you’re creating will actually produce sales?
Try asking a salesperson, suggested Seibert (pictured, second from right), who advised huddle participants to write up a one-page document about a new service, share it with a salesperson, and solicit their feedback. Then share it with an especially trusted client as well, he added. You’ll probably discover you’re devoting too much attention to products and features, and not enough to business impact and ROI.
“We have a tendency to make things nuts and bolts,” Seibert said. “A salesperson will quickly change that, and so will a customer.”
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