In Needs Awareness and Research phases, the first two stages of the industrial buy cycle (see my earlier post Deconstructing the Four Stages of the Industrial Buy Cycle ) your prospects and customers use a variety of online content to find solutions to their current problems and needs. The chart below shows the variety of content used at different stages of the industrial buy cycle (Source: Understanding the Industrial Buy Cycle: How to Align Your Marketing with Your Customers’ Buying Process from GlobalSpec). of Tiecas, Inc. MORE >>

If you’ve been following the Best-of-2010 series here, you’ve seen collections of some of the best articles and blog posts from last year in neatly organized categories including market research , cool social media and web tools , social media marketing guides and tips , WordPress hacks , Twitter marketing techniques and resources , guides to effective email marketing, content marketing , local SEO and more. Steps To Shorten The B2B Buying Cycle by Search Engine Land. Enjoy! B2B Marketing Tips, Insights and Resources. 101 B2B Marketing Cliches. Uncategorizable. MORE >>

With more and more companies embracing social media , creative content also has a high profile within Twitter , Facebook and blogging. In just a few short years, copywriting has evolved from an aspect of the big budget world of advertising – to a process and approach that brings benefits to even the smallest company. To be truly effective, copywriting needs to be part of a well considered and carefully planned content and inbound marketing strategy , based on the specific demands and needs of your target audience. Your content is nothing without a process. MORE >>

Today, it has matured to the point where marketers can deliver highly focused email campaigns to the right audience at the right time and in the preferred format. While it is good to have multiple links in your email, don’t confuse your target audience by making multiple offers in the same email. WHEN : When on the sales cycle do you expect to engage with your prospects? Select only those that will help you optimize your nurturing campaigns and accurately gauge where the prospect is in their decision making process. email campaigns per week, up from 15.4 Resources MORE >>

This post is due to a Twitter exchange that ended a bit badly because I misunderstood the person's intentions. He was using Twitter to fire rapid questions at me after I completed my session at the Lead Management Summit on Tuesday and into Wednesday morning. " I felt badly at that point, but Twitter wasn't the right medium to continue this discussion and my schedule was too jammed to do this then. Here are a few: Building a consistent and compelling story based on buying stages. Many roads to Oz, as they say. The context can get skewed. MORE >>