As you move upmarket and towards more enterprise deals, how important is content in those longer and more complex deals?
2 Answers
GitLab VP, Product | Formerly Barracuda, SilverSky, Digital Guardian, OpenPages, Cybertrust • November 21
This is a duplicate - linking to my response on another post.
[Alex, de-duping questions might be a good roadmap enhancement for you!]
https://sharebird.com/for-those-of-you-in-more-complex-sales-targeting-larger-companies-what-are-the-go-to-pieces-of-contentcollateral-that-you-encourage-sales-to-send-more-specifically-what-do-you-like-to-send-to-help-a-user-convince-their-economic-decision-maker
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As someone who has only worked with enterprise level clients, content is the duke. More important than content is the sales process. (using the same anology - sales process is king) The sales process should be mapped to the buying process, which will dictate the type of content to be used for the situation as well as for buying persona.
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