Ambal's Amusings

MAY 6, 2010

We asked white paper experts: " How should marketers balance the need for free content (helpful for prospects decision making) Vs. the need to have content that produces a steady flow of good leads (that can directed to sales team)? He is also the author of the White Paper Pundit blog. How should marketers leverage content?

Paper 100

Paper Enterprise Management Buying Cycle Lead Ranking 100

Adobe Experience Cloud Blog

FEBRUARY 11, 2020

They are providing thoughtful, relevant interactions that answer complex customer needs –– without the customer having to speak to a sales representative directly. You want these names to have a meaningful interaction with your business. This may come in the form of blog posts, articles, case studies, and use video, audio, and images.

Lead Generation 174

Lead Generation Lead Ranking Ideal Customer Profiles Lead Scoring 174

The ROI Guy

SEPTEMBER 13, 2011

Often, based on the user’s role and stage in the buying lifecycle, the call to action within the Interactive White Paper can be custom configured to provide proper / better guidance.

Paper 40

Paper Ideal Customer Profiles Buying Cycle Profiling 40

The ROI Guy

SEPTEMBER 13, 2011

Typically for an Interactive White Paper , as a rule of thumb, you don’t want more than 4 or 5 profile questions. Second, buyers expect that an interactive white paper will be customized to match their relevancy needs. Second, buyers expect that an interactive white paper will be customized to match their relevancy needs.

Ideal Customer Profiles 40

Ideal Customer Profiles Paper Order Profiling 40

Valasys

JANUARY 17, 2020

To perform a better job of selling their products to the B2B customers, marketers must understand how to talk to them & help them at the individual stages of their buying cycles. Publishing case studies help you emerge as Subject-Matter-Experts (SMEs) in your niche.

B2B Marketing 64

B2B Marketing Marketing AI Marketing Management B2B 64

The ROI Guy

JANUARY 25, 2011

Internet Fuels IT Buying Cycles According to a recent survey of 500 technology decision makers and influencers, Internet access to content is changing the way IT solutions are purchased, with buyers using on-line research to drive substantial portion of the decision making cycle on their own.

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

The Effective Marketer

MARCH 22, 2012

There are over 20 presentations available, ranging from Social CRM and Lead Generation, to Case Studies and Sales Enablement. Buying cycle control (you need to facilitate the buying process and understand what is required of you as a result). The Customer Buying Cycle Framework. Inbound marketer.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

Hubspot

MARCH 14, 2018

The goal of a whitepaper is to inform and persuade based on facts and evidence, not tell the world why people need to buy your product right now. if you're looking for a quick and interactive way to present your value to the industry, a whitepaper is not your only option. How Are They Different From Blog Posts and Ebooks?

FAQ 99

FAQ Case Studies Case Study Comparison 99

The ROI Guy

SEPTEMBER 17, 2010

The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or driving a valuable dialogue and as a result, connecting meaningfully with prospects to advance the buying cycle? These three issues are having a measurable impact on marketing.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

Everything Technology Marketing

APRIL 8, 2010

They want to be able to engage with a vendor when they are ready and actively seek out advice, often very late in the buying cycle, and have the vendor guide them through a complex buying and problem solving process - outsourcing part of the buying process to the vendor community if you will.

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Buying Cycle Lead Ranking 100

NuSpark Consulting

OCTOBER 24, 2011

Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago. The astounding growth in social media usage by B2B buyers reflects an accelerated tendency to eliminate salespeople from the early stages of the buy cycle. In complex B2B sales, people still buy from people.

Social Media 100

Social Media Cold Calling Peer-to-peer Media 100

NuSpark Consulting

OCTOBER 24, 2011

Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago. The astounding growth in social media usage by B2B buyers reflects an accelerated tendency to eliminate salespeople from the early stages of the buy cycle. In complex B2B sales, people still buy from people.

Social Media 100

Social Media Marketing Management Cold Calling Peer-to-peer 100

KoMarketing Associates

JULY 12, 2018

Prospects that have gotten that far in the buying cycle are likely to be extremely interested in the product and want to see how it can work for them specifically. They include: Training Libraries: A rticles, ebooks, white papers, and other content for people to become more educated about industry topics.

Work Management 154

Work Management CMS Development B2B Marketing Marketing Management 154

The ROI Guy

JUNE 22, 2010

Carone is that “Marketers must “break through the barrier” of simple personalized communications into more relevant one-to-one interactions with customers.” One of the best ways we have found to connect with customers one-on-one is through interactive white papers. But how can this be accomplished easily and where to start?

Enterprise Management 40

Enterprise Management Buying Cycle Peer-to-peer Paper 40

Madison Logic

AUGUST 31, 2023

Research supports using multiple sources to validate assumptions, identify buying group members, and map out the buying cycle stages. Drive More Engagement with Existing Known Accounts (Middle of Funnel): Consider content syndication for webinars, white papers, and eBooks to deepen engagement and trust in your solution.

Multi-Channel 52

Multi-Channel Account Based Marketing Advertising Channels ABM 52

Industrial Marketing Today

JANUARY 25, 2012

Here are some marketing content ideas for helping your buyers move closer to the procurement stage of the industrial buy cycle. Online interactive and real-time design tools. Online product configurators. How to Order” part number builder. Parametric part number search application. Valve sizing programs. Cross reference guides.

Top of Funnel 60

Top of Funnel Buying Cycle Lead Ranking Digital Marketing Funnels 60

Industrial Marketing Today

JUNE 29, 2010

Relevant marketing content – key to thought leadership Positioning your company as a thought leader is critical in complex technical sales that have long buying cycles with many decision makers involved. We are all used to seeing case studies and they are powerful marketing content. Get Engineers Can Sell white paper now.

Relevance 60

Relevance B2B Marketing Web 2.0 Brand Identity 60

Industrial Marketing Today

OCTOBER 2, 2010

They are combining video, audio and sophisticated tracking tools to deliver email campaigns with highly customized messages that engage prospects in their preferred format and measure interactions beyond just open and click-thru rates and well into website behavior. This white paper aims to change that perception of them.

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Industrial Marketing Today

MAY 5, 2010

That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t take a desired action to move forward in the sales cycle. Ardath Albee, CEO of Marketing Interactions, Inc. 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

Webbiquity

FEBRUARY 13, 2010

Here she expounds on the shift in technology buying processes I outlined in a previous post, How Social Media Changed the Sales Cycle into the Buying Cycle. They begin in most cases with some basic online research, which is why web presence optimization has become so critical.

Emarketing 100

Emarketing Marketing Automation Services Manticore Marketing Management 100

ANNUITAS

OCTOBER 6, 2010

Define Your Buyer Profiles & Buying Cycle. that has nothing to do with your business, your interests or where you are with regard to potentially buying a product or service. In addition, as you define the buyer profiles, be sure to also identify and map the buying cycle. Map content types to buying phases.

Lead Ranking 100

Lead Ranking De-duping Work Management Lead Qualification 100

The ROI Guy

OCTOBER 5, 2010

As a result, most buyers have taken charge of the buying cycle , engaging with sales representatives later and later. As a result, Internet fueled buying cycles have required B2B marketers to deliver more content and tools over more and more channels to actively engage ever more empowered, skeptical and frugal buyers.

Paid Search Agency 40

Paid Search Agency Companies Buying Cycle Budget Programs 40

Industrial Marketing Today

JULY 23, 2010

Rule #1: Natural or organic search engine optimization (SEO) In the research phase of the industrial buying cycle , engineers and industrial buyers tend to use broad keywords and phrases that describe their current problem. The same holds true for video white papers. To improve engagement, build interaction into your site.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

Industrial Marketing Today

MAY 14, 2010

What do you do when the bulk of your marketing content, with the exception of case studies is product focused? Here are seven content marketing strategies that you can use to engage your prospects and move them forward in their buying cycle. This white paper aims to change that perception of them.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

The ROI Guy

FEBRUARY 2, 2011

CFO Control Drives Frugalnomics Further This centralization of power to financial chiefs has important implications for the way the buying cycle is managed, and how B2B sales and marketing groups must navigate these more complex waters.

Work Management 40

Work Management Marketing Management Peer-to-peer Effectiveness 40

Marketing Insider Group

JUNE 30, 2020

Newsletters can do everything from promote your latest blog post or case study, talk about upcoming seminars or webinars, serve as a mini-article, and more. White Papers. White papers need to be some of your best content. Another great benefit of white papers is that you can break it down into smaller pieces.

Work Management 362

Work Management B2B Marketing Marketing Management Content Marketing 362

The ABM Agency

JANUARY 15, 2021

Good digital marketers are riding the wave, turning to virtual marketing events as a replacement for in-person interactions. Do you want to speed up your average buying cycle? Before any money can be spent, you have to determine your strategy, goals, and initial KPIs. What is your estimated timeline?

Budget Programs 52

Budget Programs Paid Content Paid Search Agency Marketing Budget Creation 52

Industrial Marketing Today

DECEMBER 7, 2010

It is a fact of life that the bulk of your site visitors and/or conversions from landing pages are not ready to buy now. This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people.

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 60

The ROI Guy

NOVEMBER 29, 2010

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.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

QuanticMind

FEBRUARY 14, 2019

Much of your interaction with your followers should be scheduled according to peak use times within individual time zones — people trust reliability, regularity, and consistency. Is LinkedIn likely to be open on their browsers? Should you do some digging to learn if they are using networks you haven’t even heard of? Unequivocally, yes.

Social Media 40

Social Media Conversion Media Marketing Budget 40

Adobe Experience Cloud Blog

JANUARY 20, 2010

Marketers have changed the way they handle online demand generation by using thought leadership like white papers, surveys and videos to drive interest in their industry or solution. When someone responds to an offer for a white paper, it does not mean they have the budget to buy, or the need for your product or service at that exact moment.

Sales Qualified Leads 48

Sales Qualified Leads Lead Scoring Lead Ranking Leads 48

The ROI Guy

DECEMBER 23, 2010

Content that is most effective today included discounts, special offers, giveaways, recommendations / advice, webinars, videos, white papers, articles designed to deliver value, new ideas, credibility, personalization and entertainment. Similarly, the more timely the information, the more popular it is.

Social Media 40

Social Media ROI Practices Media 40

The ROI Guy

SEPTEMBER 3, 2010

Successful demand generation programs are uniquely challenged today, and must address a changing landscape where: Economics are driving more decisions; The Internet is fueling a prospect driven buying cycle, and; Prospects are faced with information overload resulting in shorter attention spans than ever.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Peer-to-peer Demand 40

Ambal's Amusings

OCTOBER 8, 2009

Marketing team within a company works to put together and publish case studies to highlight their solutions and products. We asked case study experts "How case studies should be used in marketing activities versus sales activities? How does a Marketing Team use a Case Study? Cindy King.

Case Studies 100

Case Studies Case Study Activities Studies 100

Ambal's Amusings

JULY 15, 2010

Business decision makers don't read white papers just because a product or service is "cool" They have real business problems they are trying to solve. We asked white paper experts: " What is the biggest challenge in creating and marketing a white paper? He is also the author of the White Paper Pundit blog.

Paper 100

Paper Enterprise Management Marketing Management SME 100

Biznology

FEBRUARY 23, 2015

Here are 15 B2B case studies. Use specific content solutions to impact different stages of the buying cycle. ADP : Developed a content marketing campaign to connect and engage with their target audience on a ADP solution using white papers and a diagnostic assessment tool. Who is succeeding and why?

Case Study 80

Case Study Case Studies Studies Enterprise Management 80

Adobe Experience Cloud Blog

JULY 12, 2010

Marketing Sherpa and Q Interactive found that 56% of recipients considered email from a known sender that was “just not interesting to me&# to be spam. He said lead nurturing is rules based marketing that drives relevant messaging given a contact’s stage in the buying cycle. Why should segments be developed? Site stats.

Email Marketing 48

Email Marketing Practices Lead Scoring Lead Ranking 48