Content Led Sales and the Battle of Ideas

This article is published in the Front Office Box blog but reproduced here as an example of content led sales – see the comment in the footer.

Front Office Box Business CoachStarting their own business is a lifestyle choice made by more people every day. A career on the corporate ladder is just too demanding and insufficiently rewarding.

Solopreneurs have valuable expertise which the market needs. Working for themselves increases security, leaves more time for family and friends, and pays better too. And companies seem to prefer engaging consultants over hiring staff.

That expertise exists in many disciplines but rarely spans the full breadth of skills needed by the new business owner – marketing, sales, technology, management etc.

To help them organize what they do, for people they know, we offer Front Office Box software as a service.

To help them find answers to what they don’t know we provide coaching articles in our blog. These are all based on our experience and offered in straight forward language.

Typically this isn’t the stuff you’ll read in those pretentious books. It’s just plain common sense.

Our coaching articles are organized in three broad categories:

The Business Internet
We spend a lot of time investigating new services and finding ways of promoting/delivering our own businesses. Increasingly this is putting our own Front Office on the Business Internet. In this section we share what we find out as we do it.

Management Principles
Who has time to research management theory when they’re running a business? We don’t, but we’ve picked up a lot over the years and still keep our eyes open for new ideas. In this category we try to make sense of organization, processes and systems for the smaller business.

Sales and Sales Management
Strategies and tactics for winning more sales opportunities with less effort and cost. These articles are definitely not what you’ll find in those books. Real sales professionals don’t write books and don’t share their secrets with the people who do. Mostly counter intuitive, what we write here is the result of real life experience, written to explain rather than impress.

Lastly we publish White Papers, mostly covering the same issues but in a format you can download from our Download Center.

Just like all the other consultants we express our ideas, not pretending they are the only ones that work, but do know they work.

This is the way we’re experimenting with our concept of content led selling.
The theory is the content explains the solution to the types of problems visitors might experience, and the sale offers the resource to help implement it.

We aren’t pretending this is rocket science – it’s really just a combination of search marketing and consultancy sales.

We are predicting all product sales will be driven in this direction as clients are disillusioned by complex features and outlandish marketing claims.

With so much competition for both attention and cash, and the explosion in content aggregation and search, the point of competition will move from marketing muscle to ideas.

Content Led Selling is all about explaining those ideas.

the point of competion