IN THIS ISSUE

Here we are at the end of February, with the end of Q1 just a few weeks away.

Today's Driven leads with a timely, relevant topic:

How to fill your revenue pipe and make it flow faster.

Other topics:

  • How to keep your company's sales culture from hurting your revenue performance
  • Why enterprise SaaS companies mustn't ignore product-led growth
  • How to create more effective digital content for remote selling
  • How to interview anyone to create better sales or marketing content

Let's get on with it.

...

Dave Vranicar at Driven  

REVENUE

SALES & SELLING | LEADERSHIP | CULTURE | DIVERSITY

SAAS | INDUSTRY TRENDS

SHORT TAKES


How sellers and marketers can create more effective digital content

"Consider replacing the typical table of contents page with one main message supported by three to four concrete, action-oriented phrases."

With so much of sales and marketing being done remotely, smart B2B revenue teams are using more digital content.

Buyers also say they prefer digital content over other formats, provided it's well done.

Here's the challenge:

  • Digital content is more important than ever.
  • Yet much digital content is done poorly.

Companies haven't taken time to rethink it for effective remote presentation.

A new report, prepared by a neuroscientist, provides ways to ensure that your digital content is engaging and memorable.

One key finding: About 60% of respondents in a survey of B2B sellers and marketers said they think it's very important to use animation or movement in slide presentations. And nearly as many say their visuals are mainly static.

Resource

Inside the Buyer's Brain: The Neuroscience of Digital Content. How Buyers Make Decisions (or Not). Carmen Simon, Ph.D. February 2021. DecisionLabs and Corporate Visions. [Downloadable PDF. 29 pages. No charge.]

Dave Vranicar at Driven  

WRAP UP

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See you next on March 13.

Best,

Dave Vranicar

Dave Vranicar at Driven  

ABOUT DRIVEN

Driven is a fortnightly digest for busy revenue leaders in business-to-business (B2B) SaaS.

It's likely to be most useful if your company sells higher-ticket products that require moderate to heavy involvement of professional sellers.

Driven is here to help you:

  • Achieve your most important goals
  • Overcome your biggest challenges
  • Solve expensive problems
  • Become a better version of yourself.

You'll find an online archive of back issues 12 through 43 at this link.

About links, commissions, and endorsements

When I provide links to articles from vendors, does it imply an endorsement?

Only of their content. Not of their products or services.

If I recommend a service or a book, it’s because I think it’s likely to help you. Period.

I get nothing from providing links to any commercial service, including the books for which I provide a link to Amazon.

That may change. I’ll tell you when it does.

Dave Vranicar at Driven