Wise & Zeal Marketing Agency
Wise & Zeal Marketing Agency

Introducing the Silent Sales Stage​

A significant and structural shift in C-level content consumption has taken place. It is driven by executives self-educating to determine vendor shortlists, but often without triggering a traditional sales motion. This has given rise to a new stage in the technology vendor’s sales cycle, one which we’ve termed ‘the silent sales stage’.

In The Silent Sales Stage our second industry report, we explore the dynamics of C-suite engagement and vendor content consumption focusing on C-level technical executives (CTOs, CISOs, CIOs and CSOs) from organisations with over 10,000 employees.

The findings reveal:

  • How C-suite self-education is determining vendor shortlists
  • How quickly C-suite technical executives move through the self-education phase
  • The impact self-education is having on the traditional sales cycle
  • The importance of peer influence and independent insights during the silent sales stage

This report also shares key recommendations for marketing leaders to help them: 

  • Reflect the new reality of the sales cycle in their content strategy
  • Map hero content that answers C-suite questions and streamlines the self-education phase
  • Strengthen relationships with stakeholders to streamline the content delivery process
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