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. Which content should be free?

Paper 100

Paper Enterprise Management Buying Cycle Lead Ranking 100

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. The steps are: 1.

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Industrial Marketing Today

MAY 26, 2010

The problem becomes more acute for the industrial sector because the industrial buy cycle can be a long and complex process that often involves multiple decision makers. 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

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

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? " Anything less than 5 pages is just too short to be a white paper " Michael Stelzner's Bio.

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

NetLine

APRIL 14, 2022

Since 2016, we’ve published our annual content consumption report with a few core pieces of information with the goal of improving upon the prior year’s efforts. Consumption within the Information Technology industry—the largest audience across NetLine’s platform—increased 7.1%. of all downloads.

Intent 97

Intent Webinar Metrics Peer-to-peer Intent Data 97

ClearVoice

OCTOBER 27, 2023

B2B SEO is well-suited for attracting high-quality leads and fortifying your brand’s credibility regardless of your industry, product, or service. Businesses are often looking for long-term partnerships, and the SEO strategy needs to support this extended buying process. Consider a B2B SEO campaign for a cybersecurity firm.

Enterprise Management 97

Enterprise Management Work Management Marketing Management SEO 97

Webbiquity

DECEMBER 4, 2018

Sales teams are in the best position to inform marketers of the language prospects are using, while marketers are best able to create and develop messaging that takes the language into consideration. Map Content to the Buying Cycle. This helps to build trust as customers value organizations that share information.

Sales Management 220

Sales Management Top of Funnel B2B Sales Tactics 220

ClearVoice

DECEMBER 18, 2023

Rather, understand where each customer stands in the buying cycle and reach out to them with the right type of content. You can tell a lot from a prospect’s purchase readiness by looking at the resources they access: webinars, white papers, newsletters, or landing pages.

Account Based Marketing 95

Account Based Marketing ABM Tactics Top of Funnel 95

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Paper 40

Paper Enterprise Management Marketing Management Lead Scoring 40

Industrial Marketer

OCTOBER 26, 2021

It starts with a scenario where we are asked to provide our name, email, and perhaps another piece of information in order to read a white paper, Read more » The post 5 Things You Can Do to Prepare for Account Based Marketing appeared first on Industrial Marketer.

Account Based Marketing 98

Account Based Marketing Paper Lead Generation Order 98

Top Rank Marketing

MARCH 11, 2024

Why B2B companies need content marketing services B2B buying cycles are long and involve a whole host of stakeholders. It ensures that every piece of content – whether a blog post, a white paper or a social media update – serves a clear purpose.

Work Management 106

Work Management Marketing Management B2B Marketing Service 106

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers are designed to quickly personalize white paper content for relevancy. This occurs automatically on program launch, and means the user does not have to retype important profile information.

Paper 40

Paper Ideal Customer Profiles Profiling Peer-to-peer 40

Trade Press Services

SEPTEMBER 25, 2023

Buyers evaluate your company’s reputation , values, commitment to customer satisfaction and industry expertise. It’s important to showcase organizational successes, strengths and industry reputation through case studies, testimonials, industry awards and accolades. Decision #5: About the time to buy.

Lead Ranking 52

Lead Ranking Buying Cycle B2B Sales Pricing 52

DealSignal

APRIL 27, 2023

ABM intent data is about ABM marrying Ideal Customer Profiles, Buyer Personas, high-quality contact information, and intent data into a strategic go-to-market strategy for B2B firms. Bombora’s intent is based on activity such as keyword searches, article views, and white paper downloads. Intent, however, is ephemeral.

Ideal Customer Profiles 52

Ideal Customer Profiles Account Based Marketing ABM Intent 52

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

Launch Marketing

JUNE 23, 2021

It’s easy to view these reports only at a surface level, but a thorough analysis and periodic verification of the marketing data you collect and report on is important to ensure your actions are informed by the best information possible. They appreciate consuming relevant content and information that helps them take the next step.

Tips 93

Tips Marketing Analytics Tools Buying Cycle B2B Sales 93

Circle Studio

AUGUST 23, 2018

It will help you earn search engine visibility (see #2), establish your people as industry experts, while also building a relationship with your audience and helping you achieve your larger marketing goals. Research reports and white papers. One thing worth noting: don’t get concerned with the “blog” vernacular.

Traffic 99

Traffic Marketing Websites Case Studies Case Study 99

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. However, you do want to have enough profile information and pivot points to enable the content to be intelligently customized and relevant.

Ideal Customer Profiles 40

Ideal Customer Profiles Paper Order Profiling 40

KoMarketing Associates

APRIL 19, 2016

With these thoughts in mind, I want to walk through some ways to map your content strategy to match the three primary stages of the buying cycle and the types of content that might resonate best with the audience at each stage. Think about ways to provide solutions to common industry challenges and showcase how your brand can help.

Demand Generation Agencies 120

Demand Generation Agencies Webinar Metrics Marketing & Strategy Paid Search Agency 120

Adobe Experience Cloud Blog

FEBRUARY 11, 2020

This information can be gathered through existing contact forms, sign-ups for special offers, and newsletters. For example, in the manufacturing industry, engineers are often a target persona. And the buying phase often requires their sign-off. Second, let visitors fill out forms to access white papers or eBooks.

Lead Generation 174

Lead Generation Lead Ranking Ideal Customer Profiles Lead Scoring 174

Industrial Marketing Today

JANUARY 25, 2012

It is very common to find marketing content from manufacturers and industrial companies that is all about how great their products are or that their technology is innovative. Buyers can easily find information about your products and that of your competition from their online research. Online product configurators.

Top of Funnel 60

Top of Funnel Buying Cycle Lead Ranking Digital Marketing Funnels 60

ClickDimensions

JUNE 2, 2020

These campaigns often start with a welcome message and then proceed with information about training or learning opportunities or other information an individual would want to know as a new customer. In your re-engagement campaign, offer these individuals informative content or special discounts in an effort rekindle the relationship.

Customer Satisfaction 97

Customer Satisfaction Campaigns Cross-Selling Thought Leadership 97

markempa

FEBRUARY 9, 2015

Direct mail examples: personal letters, dimensional mailers, books, post cards, newsletters, press releases, white papers, event invitations, research reports, case studies, success stories and third-party articles. Keep your emails brief, relevant, helpful, informational, but not promotional. What can you send via email?

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 120

KoMarketing Associates

MAY 8, 2018

If you don’t want to implement another piece of software, you can also take users to an exclusive confirmation page after they enter their information that has an embedded video of a demo walk-through as well. The type of urgency can vary and what works best probably depends on what you’re offering and the industry. Exclusive Content.

Webinar Metrics 159

Webinar Metrics B2B Marketing & Strategy Urgency Marketing 159

Industrial Marketing Today

AUGUST 24, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Is Your Industrial Website Still Just a Business Card? You’d arm them with information about the marketplace. You’d arm them with information about your products and how people use them.

Marketing Websites 60

Marketing Websites Marketing Budget Buying Cycle Web 2.0 60

markempa

DECEMBER 8, 2014

What industry are they in? Make sure you understand what each persona looks like, their needs and goals, what information they’re looking for and how they prefer to receive their information. Decide what information would be most relevant to them . Decide what information would be most relevant to them .

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 120

The ABM Agency

JANUARY 8, 2021

In this white paper, we take a comprehensive look at B2B content marketing—from what it is to how you determine its success. At its core, content marketing is designed to attract prospective customers and engage current customers by providing valuable, useful information. Industry-specific white papers .

Top of Funnel 52

Top of Funnel B2B Marketing Demand Generation Marketing Strategy 52

Sana Commerce

FEBRUARY 21, 2023

We all have a place in the brain (the reticular activating system, or RAS) that acts like an information filter. Making relevance an attractive trait in information. Key differences between B2C and B2B buying behavior B2C shoppers tend to buy mostly based on emotions, personal tastes and opinions.

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

KoMarketing Associates

APRIL 9, 2015

In coordination with our partners Huff Industrial Marketing and BuyerZone , and in sponsorship with ten24 Digital Solutions , we strive to answer these questions and many others in this year’s B2B Web Usability Report. Thorough Contact Information. What causes them to leave a website and not return? Want to Learn More?

B2B 120

B2B Buyer's Journey Vendors Landing Pages 120

Content4Demand

SEPTEMBER 29, 2020

Here are some possible high-level questions that you can adjust for your specific industry and audience: How have business priorities changed due to the COVID-19 crisis? Which sources do you go to for information you can trust? Choose a format like an E-book or white paper to present your findings. How to Use the Results.

Research 90

Research Webinar Metrics Marketing & Strategy B2B Thought Leadership 90

Litmus

APRIL 11, 2022

Regardless of your industry, audience size, or level of sophistication involved with your email program, it never hurts to experiment with new email marketing ideas that will help you drive growth. Using form-protected content like ebooks, webinars, or white papers that sit behind a “gate” helps you collect first-party data.

Email Marketing 83

Email Marketing Planning Webinar Metrics Click Rate 83

The ROI Guy

JUNE 22, 2010

And it dawned on me that this is the greatest challenge for the next 10 years– Information Overload. One of the best ways we have found to connect with customers one-on-one is through interactive white papers. Its no longer good enough to have a one size fits all approach to white paper content.

Enterprise Management 40

Enterprise Management Buying Cycle Peer-to-peer Paper 40

PureB2B

JUNE 27, 2019

This eliminates guessing based on an individual or groups buying behaviors assumed on simple demographics. Intent Data can Influence the Buying Cycle. The same person will not go through the same thorough research when buying baby formula as opposed to buying a house. Nurture Risk Customers.

Intent Data 62

Intent Data Intent Top of Funnel Account Based Marketing 62

Industrial Marketing Today

MAY 14, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website 7 Strategies for Using Content to Market Industrial Products by Achinta Mitra on May 14, 2010 in Content Marketing , Industrial Marketing & Web 2.0 , Industrial Marketing Blog I am a big fan of Content Marketing or as some people like to refer to it as Inbound Marketing.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

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