Tech marketing videos in account-based selling

Tech marketing videos can help account-based selling by reaching more members of a buying committee earlier in the decision process.

Tech marketing videos are often seen as  “top-of-the-funnel” infomercials. They’re intended to  increase awareness in the early stages of “the buyer’s journey.” But the technology buyer’s journey is different. LinkedIn research on the tech marketing buying committee discussed in a previous post lists these stages. (Note that it’s a cyclical process.) Needs Analysis/Definition Defining specifications, defining a budget or securing […]

Explainer video is a key sales enablement tool

“Helping a salesperson deliver the right content to the right person at the right time” seemed like a good working definition of sales enablement when I quoted it recently, but, on further reflection, I wish I had added “at the right place” because prospects are so often on the go. That’s why explainer video is […]