Introduction

2020 was the year it all changed. Find out what we saw, what we learned and what you need to do next.

In 2020 the way we created and used content to support the sales process fundamentally changed. It needed to work harder than ever before, setting a new benchmark for quality, impact and effectiveness.

Different phases of the sales process naturally require very different content and materials to support them.

Every company has its own nuances when it comes to a defined sales process. Ultimately though, most can be grouped into 6 recognisable phases. We thought it would be useful to take a look at how the role and requirements of content has changed in each of those phases, pre- and post-2020.Read on...