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What Your Buyers Think About You (And What You Can Do About It)

Trade Press Services

When Chitwood wrote about buying decisions in 2011, the first point of contact was a human being. Buyers evaluate your company’s reputation , values, commitment to customer satisfaction and industry expertise. Decision #5: About the time to buy. Timing is crucial in B2B sales.

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Use Content Marketing to Manage Industrial Sales Funnels

Industrial Marketing Today

B2B and industrial marketers are usually tasked with two main responsibilities: Fill the top of the sales funnel (ToFU) with high quality leads. That’s why more B2B and industrial marketers are turning to content marketing to lift their lead generation ROI. A similar trend is seen in the industrial sector. See chart ).

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Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. The Death of a Salesman?

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Best Content Marketing Guides, Tips and Tactics of 2010

Webbiquity

It helps move a prospect along the buying cycle. E-newsletters, blogs and white papers are among the most popular types of content. White Paper Marketing: 5 White Paper Types and When to Use Them by SmartBug Media. . • It enhances your organization’s image (e.g., by Savvy B2B Marketing.

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CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table

ViewPoint

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

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Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

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Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims.