Increase sales velocity by mapping content to buying stages


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Not all content is created equally, and not every prospect needs to see every piece of content you create. In fact, if you think more precisely about the prospect’s mindset and needs, you can specialize content by buying stage – topic, format & channel – and more efficiently move prospects further down your sales funnel and closer to the sale.

I recommend starting with your sales pipeline (pre-defined lead & opportunity stages), then enumerate the content topics, formats and tools required to support both your buyers as well as your sales team.

Below is a simple template to help get you started.

Republished with author's permission from original post.

Matt Heinz
Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty.


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