“Whether you like it or not, your prospects already use technical content.”
In the paper age, it cost money to distribute information. That gave big organizations some control over information flow. A prospect interested in purchasing a product would get “pre-sales” information–marketing materials, sales pitches, and perhaps a data sheet. Only after buying the product could the prospect access “post-sales” information, such as technical content. (Buyers could and did request technical information from their sales representative, but the decision whether or not to provide the information rested with the organization.)
But in the digital age, information distribution is free, and that makes it difficult or impossible to control what information people receive. As a result, the distinction between pre-sales and post-sales content is blurring. If you are in the market for a new desk, and you’re considering “some assembly required” options, you might take a look at the assembly guide. If the build process looks daunting, a not-so-handy person may look elsewhere. If you’re considering a piece of software, you might glance at the user documentation to see whether tasks are explained clearly at a level that makes sense to you.
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