Sellers are more likely to use content when they learn about it from a high-performing peer rather than a sales leader or marketer. Getting Sellers Engaged is a new study from Allego and B2B DecisionLabs. The study found that using a High-performing seller to present new collateral increased the likelihood of use by 61% versus that of a product specialist. Firms that ask reps to create a plan for using the new collateral saw a 98% increase in the chances of usage.
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by Ray Schultz , January 5, 2023 Content creators must be frustrated by the fact that few B2B salespeople use their material. But it depends on who presents it.  Sellers are more likely to use content when they learn about it from a high-performing peer rather than a sales leader or marketer according to Getting Sellers Engaged, a new study from Allego and B2B DecisionLabs.The study found that:Using a high-performing seller to present new collateral increased the likelihood of use by 61% versus that of a product specialist. Case studies and demonstrations boosted the chances of use by 30% over basic information.
B2B Content More Likely To Be Used By Sellers When Top Peers Suggest It: Study was originally published on MediaPost.com: email
