Plan video content by the numbers
The average sales process is 4.8 months, during which you'll need to reach 16 influencers, half of them from IT, half from the business. Think about how you differentiate your sales communications as you plan video content.
The first rule for keeping videos for IT decision-makers short, is “Don’t tell them what they already know, just tell them what they want to know.” Maybe that’s two rules, but enforcement is hard either way. It’s particularly hard to say what each person on a buying team starts out knowing or wants to know. […]
