Should B2B salespeople be creating their own content? What exactly should sales leaders create in terms of leadership content? Jeffrey Gitomer answers all these questions and more in today’s episode of the Sales Leadership Show.

Resources:

Gitomer.com

Jeffrey on LinkedIn

Podcast: SellOrDiePodcast.com

Previous episode: 588: The MINDSET Needed To SMASH Any Goal (Used By The Worlds Most Elite…) With Jeffrey Gitomer

Hippo Video – A video customer experience platform

Transcript

Will Barron:

Coming up on today’s episode of the Sales Leadership Show. Should salespeople, B2B salespeople be creating content?

 

Jeffrey Gitomer:

If you want to create attraction, you have to create content.

 

Will Barron:

If you’re creating content for an organisation, you’re not going to care as much. You’re not going to invest as much into it personally, professionally, if and else. Right?

 

Jeffrey Gitomer:

You know what? If the company had any kind of ethics, they would offer to buy the content.

 

Will Barron:

Sure. Should sales leaders be curating perhaps leadership content? Is this a pyramid that goes to the very top?

 

Jeffrey Gitomer:

They should be creating sales content and leadership content.

 

Will Barron:

Is this the hack, Jeffrey? Because everyone’s looking for this hack, this trick.

 

Jeffrey Gitomer:

To me, a hack indicates either somebody who’s not that good at it, or someone who’s looking for a shortcut.

 

Will Barron:

Hello sales nation, I’m Will Barron, your host and welcome to the Sales Leadership Show. On today’s episode, we have the complete nut of legend, the king of selling. We have Jeffrey Gitomer. It’s a pleasure as always to interview Jeffrey. On today’s episode, Jeffrey answers the question. The most important question post-pandemic in my mind as a sales leader. Should salespeople be creating content? And how should leadership curate and leverage that to drive more revenue? Everything that we talk about is available in the show notes of this episode over at salesleadership.org. And with that said let’s jump right into it. Jeffrey, welcome to the Sales Leadership Show.

 

Jeffrey Gitomer:

My pleasure. Nice to see you, Will.

 

Should B2B Salespeople be Creating Content? · [01:46] 

 

Will Barron:

It’s nice to see you, Jeffrey. I’m glad to have you on mate. Okay, so on today’s episode, we’re going to get into how we can help our sales teams turn a virtual connections into paying customers. We’re going to dive into your book and a whole lot more, I’m sure as well. But I just want to frame up the conversation. So I think we’re on the same wavelength for some of this. So we might have to force some disagreement just to make the conversation interesting for the audience. But this question, before the pandemic was seemingly controversial. Now, I’m not sure it is. Should salespeople, B2B salespeople be creating content?

 

“If you want to create attraction, you have to create content. So if you’re going to be perceived as a salesperson of any kind of value, then I want to know what you think about how I win. Content has to be prepared in a way where the customer feels they win.