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Generating coverage by leveraging social connections can give companies an edge over those following legacy sales methods.

This article states that, in comparison to legacy sales methods, social selling offers a “prospecting culture” to businesses. Brands must ensure that they have a buyer centric profile, which can be made certain by positioning the business as an expert in the industry.

Companies can tap their social network that could consist of clients, prospects and people that can influence those two groups, to get coverage. This approach can help businesses compete with companies using legacy sales methods.

The author recommends using content marketing to create inbound, to nurture leads, and to accelerate deals through the pipeline. Content marketers must look to keep the content short, insightful, and not boastful. This content can be in the form of blogs or videos.

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[5 minute read]

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