Industrial Marketing Today

JUNE 8, 2010

Even though her article is about the B2B buy cycle in general, it is a perfect follow up to my earlier post “Deconstructing the Four Stages of the Industrial Buy Cycle.” She has focused on identifying the problem and providing a 5-step solution to shorten the buy cycle. How can you accomplish all that?

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Industrial Marketing Today

MAY 5, 2010

said it best when she wrote, “Passive reading of your content is not going to help online marketing initiatives shorten buying cycles or increase customer acquisition and revenues.” Your online content needs to play a much more active role in moving site visitors along in his/her buy decision.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

Industrial Marketing Today

OCTOBER 26, 2009

For example, fill out a form to download a white paper, register for a webinar, submit an order etc. The copy and design of your landing page should put the focus on grabbing the visitor’s attention, fulfilling their self-interest, heighten their desire to do business with you and motivate them to take action now.

Traffic 60

Traffic Lead Scoring Lead Ranking Top of Funnel 60