High-Velocity Digital Marketing: Silicon Valley Secrets to Create Breakthrough Revenue in Record Time - Next Big Idea Club Magazine

Steven Mark Kahan has successfully helped grow seven startup companies from early stage to going public or being sold, resulting in $5 billion in shareholder value. He is currently a marketing advisor at Insight Partners.

Below, Steven shares 5 key insights from his new book, High-Velocity Digital Marketing: Silicon Valley Secrets to Create Breakthrough Revenue in Record Time. Listen to the audio version—read by Steven himself—in the Next Big Idea App.

1. The way people buy has totally changed.

In a recent McKinsey survey, 83 percent of CEOs said they expect marketing to drive most of their company’s growth. Yet, according to the Harvard Business Review, 80 percent of CEOs are dissatisfied with the return on their marketing investment. Many sales and marketing leaders feel overwhelmed by revenue expectations, but why is revenue growth so hard to achieve?

Because 67 percent of buyers prefer not to interact with a sales representative as their primary source of information during the buying process. Instead, buyers rely on digital content to make purchase decisions. If you are trying to buy a car, you probably aren’t looking forward to interacting with sales reps at ten different dealerships. Rather than going in person, people are more likely to run a Google search, read reviews, visit the websites of car brands, and ultimately walk away being nearly as knowledgeable about the cars of interest as the sales reps.

This new level of information parity during the buying...

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