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

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

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 Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

ClearVoice

DECEMBER 18, 2023

Sharing relevant data points and case studies. Rather, understand where each customer stands in the buying cycle and reach out to them with the right type of content. Role of Content in Alleviating ABM Pain Points The success of your ABM campaign banks on the quality and relevance of your marketing content.

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

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

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. To drive revenue, marketers have to impact conversions and activities throughout the pipeline.

Sales Management 218

Sales Management Top of Funnel B2B Sales Tactics 218

Industrial Marketing Today

JUNE 19, 2010

What marketing content you serve at each phase of the buying cycle also matters. Here’s a chart from Enquiro’s white paper, “Building Business Online: Your Digital Persuasion Portfolio” that shows how specific content from your website plays a role at different stages. Get Engineers Can Sell white paper now.

Relevance 60

Relevance B2B Marketing CMS Development Buying Cycle 60

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

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

Circle Studio

AUGUST 23, 2018

Create quality content that is relevant to your target audience (and lots of it). The ultimate key to driving website traffic is creating content that your target audience finds useful and relevant to their interests. Research reports and white papers. Perform sitewide AND on-page search engine optimization (SEO).

Traffic 99

Traffic Marketing Websites Case Studies Case Study 99

DealSignal

APRIL 27, 2023

Bombora’s intent is based on activity such as keyword searches, article views, and white paper downloads. Boosting the buying cycle The use of downstream intent data can accelerate the buying cycle by enabling brands to score, segment, and prioritize accounts based on recent behavior.

Ideal Customer Profiles 52

Ideal Customer Profiles Account Based Marketing ABM Intent 52

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. Use a social publishing site like scribd.com to gain a larger audience for your white papers. Definitely not.”

Relevance 60

Relevance B2B Marketing Web 2.0 Brand Identity 60

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

Madison Logic

AUGUST 9, 2023

To increase engagement and create more opportunities for sales, their marketing campaigns needed to target decision-makers and buying personas with more relevant and personalized content that would move them through the funnel faster. It’s difficult to have an ABM strategy without integrating data in every component.”

Account Based Marketing 52

Account Based Marketing ABM Top of Funnel Enterprise Management 52

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

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. An engaged customer means they expect relevant communication from your business. 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

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. They appreciate consuming relevant content and information that helps them take the next step. Or, it could be delivering content that is relevant to their industry, job role or challenge faced.

Tips 93

Tips Marketing Analytics Tools Buying Cycle B2B Sales 93

Avitage

JUNE 15, 2012

Buyers want relevant and actionable content that enables them to turn big ideas into operating realities. Turning those big ideas into relevant actionable content to meet the buyers’ expectations isn’t what they do. They understand the need for relevant actionable content, how to develop it, and the best ways to deliver it.

Thought Leadership 120

Thought Leadership B2B Thought Leadership Deliverability Buying Cycle 120

Sana Commerce

FEBRUARY 21, 2023

Making relevance an attractive trait in information. There’s more to personalization than relevance and control, of course. Key differences between B2C and B2B buying behavior B2C shoppers tend to buy mostly based on emotions, personal tastes and opinions. It makes their experience more enjoyable.

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

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. Focus on increasing relevance with your lead nurturing. Relevance is critical lead nurturing. Serve them.

Conversion Rate 120

Conversion Rate Lead Scoring Lead Ranking Ideal Customer Profiles 120

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. Brands need to effectively propagate their message, propagate their vision, key features, & other relevant information that needs to be displayed.

B2B Marketing 64

B2B Marketing Marketing AI Marketing Management B2B 64

Tomorrow People

APRIL 25, 2012

It’s an approach that involves applying your own inside knowledge of your market alongside careful inbound marketing research to gain a current and commercially relevant insight into your target market’s behaviour. Work with content that connects across all the relevant marketing channels to create one strong strategy.

Copywriting 120

Copywriting Buying Cycle Inbound Marketing Ideal Customer Profiles 120

ANNUITAS

JULY 2, 2015

We are running this again because no matter what technology is introduced, what changes Google makes…it is still all about relevant content. Good, relevant content is more important than ever, because of a Panda. *This post first ran July 29, 2014 via the ANNUITAS blog. Write for your buyers not to game the system.

Marketing Analytics Tools 100

Marketing Analytics Tools Buying Cycle Webinar Metrics Google 100

Madison Logic

JULY 20, 2023

For instance, historical engagement data uncovers the buying centers actively engaging with content and advertising relevant to a specific solution. Marketers can then leverage those insights to identify the topics past buyers previously engaged with the most to activate content and messaging that accelerates the sales cycle.

Buy 52

Buy Top of Funnel Account Based Marketing Multi-Channel 52

Martech

MAY 12, 2022

You add their names to an ABM account tool, and surround them with ads and content that leads them to ungated pages with articles, white papers, webinar invites and the like in the hopes they will reach out. Read next: How Planful uses customer intent to speed up the B2B buying cycle. You also own the search box.

Intent 100

Intent Account Based Marketing Bombora Intent Signal 100

Marketing Insider Group

AUGUST 6, 2015

Good, relevant content is more important than ever, because of a Panda. The problem is that product-centric white papers, webinars, press releases and articles simply are not that interesting to the buyer … and here’s the thing … Google can tell whether or not the audience is engaged by your story, and it will impact your SEO.

Marketing Analytics Tools 100

Marketing Analytics Tools Buying Cycle Webinar Metrics Press 100

Leadspace

SEPTEMBER 17, 2018

But B2B buying decisions typically take several weeks at best, and more often drag on through months of consideration, “process” and bureaucracy. And that’s assuming you’re even a potential customer and not someone with an interest in the topic , but no actual buying intent.).

Intent Data 86

Intent Data Lead Ranking Lead Scoring Intent 86

NuSpark Consulting

JULY 24, 2011

This is important when you consider your approach to engaging with audiences, and where they are in their own individual buying cycles. If you say site traffic , I say “no” because attracting visitors doesn’t necessarily lead to sales if your site is not relevant to your prospects and contribute a solution to their business problems.

Landing Pages 100

Landing Pages Planning Lead Generation Marketing Strategy 100

NuSpark Consulting

JULY 24, 2011

This is important when you consider your approach to engaging with audiences, and where they are in their own individual buying cycles. If you say site traffic , I say “no” because attracting visitors doesn’t necessarily lead to sales if your site is not relevant to your prospects and contribute a solution to their business problems.

Landing Pages 100

Landing Pages Lead Generation Planning Lead Scoring 100

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). The Customer Buying Cycle Framework. According to SiriusDecisions, buyers go through three stages and six steps during their buying process. Inbound marketer. Create : Automation expert.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

The Mx Group

MAY 5, 2017

So marketers have to deliver content that’s relevant, valuable and engaging. Focus on actions that actually matter to your buying cycle, like specific white paper clicks or form fills. Take frequency: If your industry has a three-year buy cycle, spread your touches out instead of emailing four times a week.

Marketo 63

Marketo Marketing Automation Services Lead Scoring Marketing Automation 63

NuSpark Consulting

AUGUST 26, 2011

There are two kinds of searchers: Early stage buying cycle: Looking for information; initial research on what firms or products are out there. Later stage buying cycle: Convinced of needs; looking for specific solutions; has already done initial research; closer to purchase. Search query is general. Changing content.

SEO 100

SEO Content Marketing Lead Scoring Lead Ranking 100

NuSpark Consulting

AUGUST 26, 2011

There are two kinds of searchers: Early stage buying cycle: Looking for information; initial research on what firms or products are out there. Later stage buying cycle: Convinced of needs; looking for specific solutions; has already done initial research; closer to purchase. Search query is general. Changing content.

SEO 100

SEO Content Marketing Lead Scoring Lead Ranking 100

ANNUITAS

JULY 29, 2014

Good, relevant content is more important than ever, because of a Panda. The problem is that product-centric white papers, webinars, press releases and articles simply are not that interesting to the buyer … and here’s the thing … Google can tell whether or not the audience is engaged by your story, and it will impact your SEO.

Marketing Analytics Tools 100

Marketing Analytics Tools Buying Cycle SEO Google 100

Everything Technology Marketing

APRIL 4, 2011

The purpose of content marketing is to engage B2B buyers with compelling content (in the form of webcasts, videos, eBooks, white papers, blog posts, etc) to educate, inform, entertain, and guide them through each step in the buying cycle.

Customer Surveys 100

Customer Surveys B2B Marketing Content Marketing Webcast 100

Ambal's Amusings

MAY 12, 2010

" Stephanie Tilton is a seasoned white paper and case study writer who helps B2B companies advance the sales cycle by engaging prospects and customers. "Establish trust in your organization by delivering relevant, valuable, and fresh content to prospects." What actions should marketers take in 2010?"

Microsite 100

Microsite Buyer Personas Buying Cycle Emarketing 100