Last week, I discussed the need for sales enablement leaders to have a content strategy that covers the entire customer’s path. Based on our 2018 Sales Enablement Study (requires membership), only 32.7% of enablement teams have implemented such a content strategy.
Only this one-third with a content strategy could leverage its performance potential. Those with a content strategy achieved win rates of 55.5%, and those without ended up with win rates of 43.3%. I guess you will agree that this impact shouldn’t be neglected nor underestimated.
Today, let’s look at the impact a content strategy can have on the level of relationships you have with your customers. The study shows a remarkable correlation between content strategy and customer relationships. Before we do this, let me provide some background.
The level of relationship with your customers impacts your performance results.
At CSO Insights, we update our Sales Relationship Matrix (SRP) every year. Details can be
