Once I stepped into my position as head of content material at Gong, I did not include a decade of selling expertise. I got here with a gross sales background and an entire lot of time spent chasing leads. That have turned out to be my unfair benefit.
Right here‘s what I knew from the trenches: Most individuals aren’t prepared to purchase whenever you attain out. Most of them don‘t care about your product, no less than, not but. They’re not waking up hoping for an additional chilly e-mail or questioning if they need to take a look at yet one more demo web page. They’re busy doing their jobs.
That psychological mannequin led me to a query that modified the whole lot. What if we may earn consideration earlier than somebody was in-market? What if, as an alternative of attempting to “seize demand,” we may create it?
That is what we got down to do at Gong. And, we did it by flipping the standard SaaS playbook on its head.
What’s the 95-5 rule?
The 95-5 Rule, popularized by the Ehrenberg-Bass Institute, got here out just a few years later and immediately validated the whole lot we’d been doing.
Right here’s what it says: At any given time, solely 5% of your whole addressable market is actively shopping for. The opposite 95% isn’t.
But, most advertising and marketing groups make investments closely in bottom-funnel, high-intent ways focusing on simply that 5%. This method is shortsighted and simply exhausted.
Once I joined Gong, we took a very totally different path. For the primary yr, we had been top-of-funnel targeted. So, my crew had one arduous rule: No speaking about our product. None. Zero. We would not write about Gong, push options, or create comparability posts. We would go away that to product advertising and marketing.
As a substitute, our mission was to provide essentially the most partaking gross sales content material on the planet. We targeted solely on our viewers and their issues, positioning ourselves as friends relatively than distributors.
Should you’re solely advertising and marketing to consumers after they’re prepared to purchase, you’re too late. The actual alternative is to win mindshare with the 95% who aren’t prepared but.
What Gong Did to Make the Many of the 95-5 Rule
So, how do you truly implement this technique? Listed here are some sensible approaches we used at Gong which can be nonetheless related and efficient at present.
We bought obsessive about figuring out our viewers.
We made a acutely aware determination to grasp our viewers higher than anybody else in our class. Not simply who they had been on paper — job titles, firm dimension, vertical — however how they thought, what they struggled with, and what stored them up at night time.
At Gong, our viewers was gross sales reps and gross sales leaders. And no shock, their main focus was hitting quota. So, we began with that aim and labored backward. We mapped your complete journey to that aim, figuring out all of the boundaries alongside the way in which:
- Creating pipeline
- Writing efficient chilly emails
- Making profitable chilly calls
- Working discovery calls
- Managing demos
Then, we turned that gross sales course of right into a content material roadmap. We didn’t discuss Gong. We talked in regards to the on a regular basis friction factors and pains of being in gross sales.
We targeted on the issue, not the product.
That is the place most SaaS corporations get caught. They default to writing about their product. That’s what they know. As a result of it’s simpler to say, “Right here’s what we do,” than to say, “Right here’s what you’re combating — and right here’s what would possibly assist.”
However our perception was easy: Nobody cares about your product till they imagine you perceive their downside.
That meant going deep on the “earlier than” state — the messy, irritating, day-to-day challenges that reps face. And from there, providing helpful, actionable steerage that made individuals really feel seen and supported.
We requested ourselves:
- What are they doing at present that’s not working?
- What have they accepted as “simply the way in which it’s”?
- What assumptions can we problem with a greater means?
For instance, most reps settle for {that a} 1% chilly e-mail reply fee is regular. So, they ship extra emails. That’s the “outdated means.”
We reframed it. What when you may enhance your reply fee and really ship fewer emails? That story is immediately extra compelling.
Even small particulars matter. Utilizing insider language alerts that you simply actually perceive the viewers — it‘s “pipeline,” not “pipelines,” and “finish of quarter,” not “finish of the quarter.” These refined variations make your content material really feel prefer it’s coming from a peer relatively than a marketer.
They appear like small issues, however they sign insider data. They inform your viewers, “We’re one in every of you.”
Ideas for Shifting from Lead Gen to Viewers Nurturing
Making the shift from lead gen to viewers nurturing is a substantial mindset shift. You need to let go of short-term dopamine hits like MQLs and attribution charts, and begin considering like a media firm. Then, ask, “How can we earn consideration at present to win belief tomorrow?”
Listed here are 5 issues we did at Gong to construct future demand and develop a model that scaled.
1. Create high-value content material that solves actual issues.
If you need individuals to concentrate earlier than they’re prepared to purchase, it’s important to assist them. You want helpful content material that solves actual, irritating issues.
We mapped the client’s journey and zoomed in on all of the micro-pain factors alongside the way in which. Each turned an opportunity to create one thing useful:
- The way to write a greater chilly e-mail.
- The way to run a discovery name that doesn’t really feel like an interrogation.
- The way to deal with pricing questions with out fumbling the deal.
These weren’t characteristic pages in disguise. They had been standalone, high-signal sources, and we regularly didn’t even point out our product.
Why? As a result of we weren’t attempting to promote. We had been attempting to earn belief.
To do that properly, you want material experience, both your personal or from somebody in your group.
- What’s actually arduous about this a part of the job?
- What do individuals get flawed about it?
- What’s the recommendation you want you’d gotten a yr in the past?
Use that as your start line. And make your content material really feel prefer it got here from a practitioner, not a product marketer.
2. Use storytelling to create emotional resonance.
Certainly one of our flagship content material sequence was Gong Labs — our authentic data-backed analysis about totally different elements of the gross sales course of. However relatively than simply presenting data, we targeted on making it emotionally resonant.
That is one thing I see numerous B2B corporations fail at as a result of they wish to sound like the neatest within the room. Numerous the content material comes throughout as too data, too dry, and it’s not partaking or memorable.
So as an alternative, we took a web page from Hollywood and used a screenwriting approach referred to as “in medias res,” which drops the reader straight into the center of a narrative. As a substitute of beginning with “Here is what the information says,” we would start with a relatable, high-tension situation.
- You‘re 5 minutes right into a discovery name. Your purchaser’s on mute. You‘re scrambling by means of slides questioning if anybody’s even listening…
Then we would pose the query, “Do you have to even be utilizing slides in any respect?”
This method hooks readers instantly and creates an emotional connection earlier than delivering the information. It makes your content material memorable in a means that purely informational content material cannot match.
3. Present up persistently throughout a number of channels.
This one comes from my (short-lived) instructing profession: Individuals be taught otherwise. Some desire studying. Some desire listening. Some must see it.
Advertising and marketing isn’t any totally different.
That’s why we confirmed up throughout codecs:
- LinkedIn posts and weblog articles for readers
- Podcasts for audio-first people
- Webinars and brief movies for visible learners
This method had two advantages:
- We reached extra individuals by diversifying codecs.
- Our greatest followers (we referred to as them raving followers) consumed content material throughout a number of channels, deepening their reference to our model.
Not solely did this assist us construct a loyal viewers, however it additionally made positive that we didn’t have any weak spots in our content material based mostly on when and the place you interact with us.
4. Measure success like a model, not only a funnel.
Measuring model impression may be difficult, however that doesn‘t imply you shouldn’t attempt. As a substitute of obsessing over last-touch attribution, we tracked:
- Viewers development: LinkedIn followers, podcast downloads, e-newsletter subscribers
- Direct internet visitors: Individuals typing our URL straight (a transparent signal of brand name recall)
- Inbound alternatives: Offers that got here to us with out us chasing them
This method requires documenting your technique clearly: who you‘re serving to, what issues you’re fixing, the place you‘re exhibiting up, and the way you’re measuring progress.
5. Get buy-in to play the lengthy sport.
When stakeholders push again with questions like, “Is LinkedIn too saturated?” or, “Does anybody nonetheless learn e-mail?” I flip it round: “If you’re in search of new concepts or merchandise, the place do you go?”
The reply is sort of at all times their community, LinkedIn, newsletters, and podcasts — precisely the place your consumers are already spending time.
Should you’re going to get buy-in, you want a documented technique. You have to clearly outline:
- Who you’re serving to
- What issues you’re fixing and your impression on strategic priorities
- The place you’re exhibiting up
- The way you’re measuring progress
That turns into your armor when the “What’s the ROI?” questions roll in.
Create Gravity, Not Simply Leads
Most entrepreneurs are combating for scraps: The 5% of individuals already available in the market. However when you play the lengthy sport and put money into the 95%, you may construct one thing higher: a model that earns consideration earlier than there’s ever a gross sales dialog.
At Gong, this method helped us develop our LinkedIn from 12,000 to over 220,000 followers. Our podcast crossed 100,000 downloads within the first 18 months. Webinar registrations jumped from 500 to over 2,500. And we noticed e-mail open charges hit 28%, with constant inbound pipeline that aided and accelerated our gross sales outbound efforts.
However the qualitative shift was much more vital:
- Gross sales reps telling us they used our content material in onboarding
- Leaders mentioning that our materials was continuously shared of their Slack channels
- Consumers exhibiting as much as demos already believing we may assist them
That’s the magic of mindshare. It turns your advertising and marketing from an interruption right into a pull. From a transaction right into a relationship. From “Who’re you once more?” to “We’ve been following you for some time.”
And when urgency strikes or when somebody’s boss says, “We want a brand new gross sales software,” or “Let’s rethink our technique,” you’re the primary identify they bear in mind.
That’s not luck. That’s model.
So when you’re uninterested in chasing leads, possibly it’s time to flip the script. Construct content material that helps. Present up persistently. Communicate to the 95%.
