Ambal's Amusings

MARCH 11, 2010

Many companies are producing video white papers as online presentations based on information that would normally go into a printed white paper. We asked our panel of white paper experts "In what scenarios should video white papers be used? This allows them to capture a lead.

Paper 100

Paper Enterprise Management Case Study Case Studies 100

Webbiquity

JANUARY 19, 2023

B2B marketing targets buying groups within businesses. Companies that are looking for products or services with which to assist their own operations will typically have or assign a “product champion” to conduct research on solutions and manage the sales relationship. 10 Key Differences Between B2B and B2C Marketing 1.

Work Management 217

Work Management Marketing Management B2B Marketing B2B 217

NuSpark Consulting

DECEMBER 18, 2017

Despite that, you need e-books, webinars and other information designed to attract leads, walk them through the buying cycle and convert sales. But how can you create white papers, videos and blog posts that your target audience will seek out and devour? Where they are in the buying cycle.

Buyer Intent 211

Buyer Intent Intent ROI Buying Cycle 211

Adobe Experience Cloud Blog

FEBRUARY 11, 2020

They no longer want to be treated just as “leads” in your system. This is where an advanced lead generation strategy comes in. In fact, today’s customer is usually 57 percent of the way through their decision-making process before they directly connect with a company for the first time. And they have options.

Lead Generation 174

Lead Generation Lead Ranking Ideal Customer Profiles Lead Scoring 174

The Point

JULY 17, 2017

IMPACT : Ensure that your content library includes relevant late stage content that proves demonstrable ROI (ex: ROI calculators, ROI white papers, case studies). IMPACT : It may feel self-serving or even disingenuous to create content that explicitly provides a business case for buying your product.

Paid Search Agency 241

Paid Search Agency Demand Marketing Automation Services Peer-to-peer 241

Ambal's Amusings

FEBRUARY 4, 2010

How do you concisely convey the information you want to present in your white paper? How long should a white paper be to convey information and yet hold readers interest from start to end? We have invited White Paper Experts to shed light on the following question: "What is the ideal length of a white paper?"

Paper 100

Paper Enterprise Management Marketing Management Case Studies 100

Customer Experience Matrix

MAY 27, 2009

In honor of the event, they sponsored a white paper by Yours Truly on the general topic of, um, why it’s important to make it easier for salespeople to review prospect behaviors that are captured by the demand generation system. At a minimum, it keeps the company in the consideration set during the early stages of the buying cycle.

Eloqua 120

Eloqua Paper Profiling Marketing Automation Services 120

Adobe Experience Cloud Blog

OCTOBER 8, 2020

Most companies in the technology sector evolve in a very competitive environment, and leads generated by Marketing represent more than 50% of the opportunities signed by sales representatives. All technology companies use this means to recruit new prospects or simply to stay engaged with their installed base. .

Marketing Automation Services 129

Marketing Automation Services Multi-Touch Attribution Marketing Automation Relevance 129

The Point

NOVEMBER 12, 2019

If you could layer third-party intent data into every lead gen program you run, would you do it? In other words, would you only ever want marketing leads from prospects pre-determined to be actively researching your category, solution, use case, etc.? My argument: no, you wouldn’t. . Effective demand generation. Click To Tweet.

Intent Data 149

Intent Data Demand Generation Agencies Intent Paid Social Agency 149

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 26, 2010

But not easy to execute because there usually is a disconnect between what your prospect wants to hear and what you want to say about your company and its products and services. The white paper has deconstructed the complex industrial buy cycle into four distinct stages that the buyer systematically goes through.

Buying Cycle 60

Buying Cycle Buy Web 2.0 Allocation 60

ClearVoice

DECEMBER 18, 2023

B2B companies have greatly succeeded in enhancing the effectiveness of their ABM campaigns through careful content planning, creation, and distribution. Overview of ABM and Common Challenges Account-based marketing, or ABM, is a marketing strategy that B2B companies use to attract a select group of high-value customers.

Account Based Marketing 95

Account Based Marketing ABM Tactics Top of Funnel 95

Industrial Marketing Today

SEPTEMBER 3, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Content Auditing and Mapping it to the Industrial Buy Cycle by Achinta Mitra on September 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing These days it is popular to say “Content is marketing currency.”

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

Webbiquity

DECEMBER 4, 2018

Marketing can use these insights to develop content in the form of a FAQ page, manuals, white papers, blog posts, or other content you can easily share to advance deals. Map Content to the Buying Cycle. This helps to position your company as an authority and an empathetic consultant. Put Solutions Above Sales.

Sales Management 218

Sales Management Top of Funnel B2B Sales Tactics 218

markempa

OCTOBER 27, 2014

Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. The more you can humanize your lead follow-up the better. Serve them.

Conversion Rate 120

Conversion Rate Lead Scoring Lead Ranking Ideal Customer Profiles 120

DealSignal

APRIL 27, 2023

While both look to define your buyers, ICPs are account-based while Buyer Personas are lead-based. Buyer Personas focus on the buying committee roles of your Ideal Buyers. Ideal Customers include current customers and prospects along with companies that are similar to your best customers. Intent, however, is ephemeral.

Ideal Customer Profiles 52

Ideal Customer Profiles Account Based Marketing ABM Intent 52

Trade Press Services

SEPTEMBER 25, 2023

The B2B sales journey is complex, typically involving multiple small decisions about your brand that lead to a decision to purchase. Decision #2: About the company. Buyers evaluate your company’s reputation , values, commitment to customer satisfaction and industry expertise. Decision #5: About the time to buy.

Lead Ranking 52

Lead Ranking Buying Cycle B2B Sales Pricing 52

NuSpark Consulting

JULY 13, 2016

Only five years ago, almost half of B2B executives still thought social media was irrelevant to their company, and this attitude has definitely had an influence on slower adoption. The Webbiquity report also indicated that companies view increasing brand awareness as their top objective on social channels, followed by lead generation.

Social Media 100

Social Media Lead Scoring Lead Ranking Media 100

markempa

MARCH 2, 2017

Lead nurturing is one of those things that’s easy to talk about but hard to do. In this article, I’ll share how to apply lead nurturing to help advance leads through three stages of your lead generation funnel to get more qualified opportunities. Three Lead Generation Stages You Need to Nurture. Let me explain.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Tactics 120

ANNUITAS

APRIL 10, 2014

A white paper is developed and marketing decides to launch a “campaign” around the white paper. It is not the quantity of the content that is the issue, it is the quality of the content and where this content is used in the buying cycle. Workshops will do it. This is a red flag.

Paid Search Agency 100

Paid Search Agency Enterprise Management Marketing Management Automation 100

Circle Studio

AUGUST 23, 2018

This means that your website has to have more content than just the typical company pages for services, markets, etc. Research reports and white papers. While white papers may not be the shiniest content format, they still have a place in your content mix. Other ways to drive website traffic.

Traffic 99

Traffic Marketing Websites Case Studies Case Study 99

KEO Marketing

JANUARY 20, 2016

New Resource Reveals Proven Digital Strategies and Tactics That Help Companies Achieve Sales Goals. The new resource emphasizes the KEO Marketing B2B Marketing Success Formula, which the agency uses to maximize lead generation for the companies it serves. About KEO Marketing.

Lead Generation 48

Lead Generation B2B Marketing Advertising Agencies Paid Search Agency 48

Marketing Insider Group

AUGUST 19, 2015

Are you overwhelmed with all the elaborate moves in the lead generation buyer-seller dance? Generating leads on your website can seem as mysterious as waltzing. But like the waltz, there are three basic steps that, when executed consistently, can make the lead generation process seem as smooth and effortless as a well-performed waltz.

Lead Generation 100

Lead Generation Generation Lead Scoring Lead Ranking 100

ANNUITAS

DECEMBER 23, 2016

Many companies create plenty of content talking about the payoff, without showing their buyers that they understand their situation, and the problems they face. Getting an outsider’s take on what your company brings to the table can be a creative exercise that will pay dividends in the long run.

Top of Funnel 100

Top of Funnel Content Marketing Advertising Agencies Content 100

Webbiquity

FEBRUARY 14, 2010

Marketing automation provider Marketo has just published The Definitive Guide to Lead Nurturing , a white paper that provides real value, covering the lead nurturing process from the basic how and why through ROI measurement.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 100

Launch Marketing

JUNE 23, 2021

times more likely to have an easy purchase experience when they are delivered information that helps them advance in the buying cycle. Download the B2B Content Marketing White Paper for insights on using personas, content and personalization to boost CX. Around 10-30% of all lead data is duplicated. Duplicate Data.

Tips 93

Tips Marketing Analytics Tools Buying Cycle B2B Sales 93

ANNUITAS

FEBRUARY 2, 2016

Many companies create plenty of content talking about the payoff, without showing their buyers that they understand their situation, and the problems they face. Getting an outsider’s take on what your company brings to the table can be a creative exercise that will pay dividends in the long run.

Top of Funnel 100

Top of Funnel Content Marketing Buying Cycle Advertising Agencies 100

Madison Logic

AUGUST 9, 2023

The Challenge T-Mobile for Business is a telecommunications company that provides comprehensive wireless solutions tailored to the needs of businesses. For example, when targeting top-of-funnel accounts, they can leverage thought leadership pieces and white papers to those buyers.

Account Based Marketing 52

Account Based Marketing ABM Top of Funnel Enterprise Management 52

Tomorrow People

MARCH 8, 2018

Content marketing is the approach of fitting your content within a structured and measurable process to create better results in attracting leads and transforming them into customers — and increasing revenue. Deliver more high quality leads for your sales teams. Deliver a consistent flow of new leads to your sales team.

Marketing Budget 267

Marketing Budget Top of Funnel Lead Scoring Lead Ranking 267

Tony Zambito

APRIL 5, 2011

.  One approach whose value is on the rise is that of Lead Nurturing.    It’s no wonder why – we have seen major alterations of buyer behavior and buying patterns with technology enabling more buyer control over the majority of the buying cycle process. 

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Planning 100

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. sellers invariable say they use 15% to 20% of those things.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

Velocity Partners

NOVEMBER 22, 2023

If you’re company has a new model (not just new products or services), it really pays to understand the marketing implications. And it’s often value that other companies can’t get to—their old models don’t let them. Spreetail is SUCH a great story and the awesomest company you never heard of.

Lead Ranking 95

Lead Ranking Differentiation Work Management Marketing Management 95

The Point

JULY 1, 2019

It’s why, for example, we marketers have assumed control for more and more of the lead funnel. There was once a time when we would generate a lead and our job would be done. Now that lead has to be nurtured, educated, scored, enriched, appended and qualified before we would dare hand it off to sales. For example: * Lead Scoring.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Scoring 124

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. Marketers adjust their messaging as B2B customers progress through the sales cycle. B2B customers value the testimonials. &

B2B Marketing 64

B2B Marketing Marketing AI Marketing Management B2B 64

NuSpark Consulting

FEBRUARY 18, 2016

So, in other words, we’re talking about where they are in the buying cycle. Buying Cycle Stages. Before we go further, let’s agree on our buying cycle stages for the sake of this discussion. As soon as they select the right product, package or service, they will buy. In what stage are they?

Marketing Websites 100

Marketing Websites Buying Cycle Marketing Analytics Tools Sales Qualified Leads 100

Buzz Marketing for Technology

NOVEMBER 21, 2012

Posted in Buying Cycle Conversion Conversion Optimization Customer Customer Experience Personalization Strategy. And it’s obvious why: buying cycles are longer, buyer mentalities are different, and products typically require more investigation before a purchase. 2) Start testing, seriously.

B2B Marketing 100

B2B Marketing B2B Buying Cycle Paid Search Agency 100

Industrial Marketing Today

APRIL 21, 2010

How does one generate high quality, educated leads, not just site visitors on a marketing budget that is less than 1% of the projected revenue? Over the past six months, their website traffic is up 89%, their free download program is up over 200% and they’ve generated over 1,500 leads. Get Engineers Can Sell white paper now.

Budget Programs 60

Budget Programs Education Marketing Budget Lead Scoring 60