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

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

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

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

Martech

MARCH 11, 2024

For the company, less alienation and more effective communication with most of our market. What problem does your company solve?) Where prospects are drawn to your brand more than others in the market, even though they’re not looking to buy right now.) If they’re in a buying cycle at all. Brand association.

Efficiency 85

Efficiency Marketing Automation Services Lead Ranking Brand Identity 85

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

The Point

NOVEMBER 12, 2019

However, if it’s a prerequisite for anything you ever do in demand gen, you’re doing your company and sales team a disservice by limiting engagement to only those prospects already in the more advanced stages of the buying journey. Effective demand generation. is a mix of hunting AND gathering. No, they won’t.

Intent Data 149

Intent Data Demand Generation Agencies Intent Paid Social Agency 149

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

The Point

APRIL 22, 2020

However, as much as it has a reputation as a way to generate “guaranteed” leads, content syndication is not a cure-all, and indeed, more than most demand generation channels, is likely to generate sales leads that gravitate towards the early stages of the buying cycle. A Nurture Strategy for Content Syndication Leads Click To Tweet.

Lead Ranking 162

Lead Ranking Lead Scoring Cost per Lead CPL 162

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

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.

Sales Management 218

Sales Management Top of Funnel B2B Sales Tactics 218

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. Content that Matters Most?

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

DealSignal

APRIL 27, 2023

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. It flags when a company is in the market for specific solutions. Intent, however, is ephemeral.

Ideal Customer Profiles 52

Ideal Customer Profiles Account Based Marketing ABM Intent 52

Trade Press Services

SEPTEMBER 25, 2023

Chitwood provides a foundation for this understanding by acknowledging that all customers make five buying decisions in a precise, psychological order: About the salesperson About the company About the product or service About the price About the time to buy Decision #1: About the salesperson. Decision #2: About the company.

Lead Ranking 52

Lead Ranking Buying Cycle B2B Sales Pricing 52

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. Here’s what they said. Workshops will do it. This is a red flag.

Paid Search Agency 100

Paid Search Agency Enterprise Management Marketing Management Automation 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

Martech

AUGUST 10, 2021

I didn’t explore the vendor’s website, download a white paper, or put on a t-shirt saying “Intent!”. Marketers know that in many cases digital transformation has shortened the buy cycle. That’s all. That one Google search generated a steady stream of ads for the vendor — but on my personal social media. Read more here.

Work Management 112

Work Management Marketing Management Marketing Analytics Tools Digital Marketing Funnels 112

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

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

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. Prospects are 2.8 Looking to elevate your customer experience?

Tips 93

Tips Marketing Analytics Tools Buying Cycle B2B Sales 93

Adobe Experience Cloud Blog

FEBRUARY 11, 2020

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. In effect, with better experiences, and better lead generation strategy in place, your company can see substantial growth over the long-term.

Lead Generation 174

Lead Generation Lead Ranking Ideal Customer Profiles Lead Scoring 174

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

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 94

Lead Ranking Differentiation Work Management Marketing Management 94

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 Marketing 64

B2B Marketing Marketing AI Marketing Management B2B 64

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

Tomorrow People

MARCH 8, 2018

Guide your prospects A content marketing strategy allows companies to fit their content into a five step process which matches their customers’ buying behaviour, creating a clearer and more consistent sales funnel. Role in the company. To see an example, take a look at a white paper we created for our client, Coburg Banks.

Marketing Budget 267

Marketing Budget Top of Funnel Lead Ranking Lead Scoring 267

Tomorrow People

APRIL 25, 2012

After all, it plays a central role in creating a company’s brand and credibility. With more and more companies embracing social media , creative content also has a high profile within Twitter , Facebook and blogging. Is copywriting really dying? It helps to shape public perception of a business and what it has to offer.

Copywriting 120

Copywriting Buying Cycle Inbound Marketing Ideal Customer Profiles 120

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. Classifying Your Website Pages and Offerings by Buying Cycle Stages. In what stage are they?

Marketing Websites 100

Marketing Websites Buying Cycle Marketing Analytics Tools Sales Qualified Leads 100

Webbiquity

FEBRUARY 2, 2011

It helps move a prospect along the buying cycle. E-newsletters, blogs and white papers are among the most popular types of content. How to Take Advantage of the New B2B Buying Behavior by Fast Company. White Paper Marketing: 5 White Paper Types and When to Use Them by SmartBug Media.

Marketing Budget 100

Marketing Budget Tactics Tips Content Marketing 100

Industrial Marketing Today

SEPTEMBER 13, 2010

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.

Buying Cycle 60

Buying Cycle Marketing Automation Services Peer-to-peer Web 2.0 60

markempa

OCTOBER 27, 2014

It can be things like giving them extra relevant content they didn’t expect or, if they attended a webinar, giving them a follow-up executive summary or an extra white paper that’s relevant. I’ve seen companies spend most of their budget getting people to raise their hands but not enough toward progression. Serve them.

Conversion Rate 120

Conversion Rate Lead Ranking Lead Scoring Ideal Customer Profiles 120

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.

Lead Generation 48

Lead Generation B2B Marketing Advertising Agencies Paid Search Agency 48

Sana Commerce

FEBRUARY 21, 2023

Many B2B companies worry that turning to online sales will hurt their long-standing customer relationships. Simply put, personalized marketing uses customer interests and behavior to personalize the buying journey from start to finish. Website personalization can inspire customer trust and help make buying decisions uncomplicated.

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

The Point

JULY 1, 2019

programs and hand off leads to sales at the first opportunity, but there are more incremental steps that companies can take to ensure – if buyers are indeed ready to engage earlier in the process – that they have the opportunity to do so. Now, I’m not about to advocate that we all dismantle our lead nurturing. For example: * Lead Scoring.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Ranking 124

The Effective Marketer

MARCH 22, 2012

Buying cycle control (you need to facilitate the buying process and understand what is required of you as a result). Best Practice B2B Company Rates: Inquiries to MQL: 9.3%. Best practice companies, on the other hand, will typically close 14 deals out of 1,000 inquiries. The Customer Buying Cycle Framework.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100