Marketing That Feeds The Sales Team (What 95% of salespeople don't do)

David Coslett carrying a stack of marketing books - How to start marketing your business.

In this article, we talk about 'how to generate leads and make sales conversations easier'.

Most businesses treat marketing and sales like they’re separate teams. One creates content. The other chases deals. And neither really knows what the other is doing.

That’s the old way. And it’s broken.

Great marketing makes selling easy.

And great sales feedback makes marketing smarter.

In this edition, I want to show you how we build marketing that feeds the sales team — and how one simple video can change everything.

The Problem: Too Many Cold Conversations

If your sales team (or you) are constantly:

• Starting from scratch with every lead

• Repeating the same pitch on every call

• Facing price objections right away

• Struggling to close because people aren’t “ready”

Then your marketing isn’t doing its job.

The Fix: Content That Prepares People To Buy

Before someone ever books a call, they should already know:

• What you do

• Who you help

• How you help them

• What it costs

• What happens next

That way, your first call isn’t a pitch — it’s a decision.

And that starts with one powerful asset…

The #1 Tip: Use a VSL (Video Sales Letter)

Every client we work with now has one. Why? Because it works.

A VSL is a short, straight-talking video that:

• Explains your service

• Shares your story or authority

• Shows who it’s for and who it’s not

• Breaks down the offer

• Handles common objections

• Includes a clear call to action

Think of it as your sales rep on demand.

Before someone books a call, they watch this.

And by the time they show up, they’re already halfway sold.

What to include in your VSL:

1. The Problem — Open strong. Name the pain your ideal customer is facing.

2. The Journey — Why you’re the one to help. Build credibility without fluff.

3. The Offer — Show how you solve it. Break down the process.

4. The Proof — Share a result, story, or testimonial.

5. The Close — Make it easy to take the next step.

Keep it under 6 minutes. Keep it focused. Make it real.

Bonus: What happens when you do this?

✅ Shorter sales cycles

✅ Better-qualified calls

✅ More confident pricing conversations

✅ No more repeating yourself 10 times a week

✅ And more time to focus on closing, not convincing

Your sales team will thank you. And your conversion rate will prove it.

What else do we include in marketing that supports sales?

• Testimonial videos — Not just written reviews. Let people see and hear real customers.

• FAQ content — Create a post or video for every question your sales team hears on repeat.

• Objection handling content — Turn your top 5 objections into standalone assets.

• Pricing breakdowns — Like Marcus Sheridan’s famous pricing page, these eliminate the elephant in the room.

• Case studies — Walk people through the journey of someone just like them.

All of this helps move prospects from cold to sold before they ever speak to you.

What you can do this week:

✅ Record a rough version of your VSL — even on your phone

✅ Ask your sales team for the top 3 questions or objections

✅ Turn those answers into 3 short posts or videos

✅ Add those links to your enquiry or booking confirmation emails

Every single piece of content should pull weight.

It’s not just for attention. It’s to help you close more deals.

Next up in Hello Marketing:

“The 100 Lead Rule” — Why most businesses are only 3 conversations away from a breakthrough (and how to start them)

Until then — let your marketing make sales easier. Do the work.

And never let your sales team go hungry again.

David 🚀