They are also a critical tool for nurturing existing leads into a position that makes them more sales-ready. And if site visitors are looking at this type of content, they're likely already in your sales funnel and much closer to making a purchasing decision. Webinars (Live & Archived). Product Demos. This value could also mean different things for offers used in different stages of the sales process. What might be more valuable to those types of visitors is a CTA for something like a free product trial, or a demo if you're a software vendor. MORE >>

Monday, November 29, 2010 Five Reasons You May Not Be Spending Enough on Content Marketing Interactive Smart Content™ and Dynamic Sales Tools Required to Meet Changing Buyer Needs Marketing of B2B solutions has clearly become more difficult over the past several years, evident in research from IDC indicating that: 62% of B2B vendors now need more leads in order to generate the same amount of sales; 72% indicate an increase in buying cycle time over the past 6 month, while the buying cycle timeframe has increased over 10% in the past 12 months. MORE >>

Live/archived webinars. Product Demos. Offers Relative to the Sales Cycle. First of all, not everyone who visits your website is at the same point in your sales funnel. first time site visitor, for example, might not be ready to jump into a full blown product trial or demo but might be quite content to download an instructional ebook. Similarly, a frequent visitor might be further along in the sales cycle and be totally ready for that personal consultation you're offering but not very interested in downloading yet another ebook or webinar. MORE >>

That foreboding presence is their leads goal, and even if you're hitting your target this month, visions of next month's goal mean you have to hit the ground running to keep feeding your sales organization. If you're having trouble coming up with topics , talk to your customers, prospects, customer service team, and sales team. Include social sharing buttons on your content, and post your content to Facebook, Twitter, Google+, and LinkedIn to grow followers and get a broader audience for your website's content. The ingredients for the recipe are: Getting found. lead goals. MORE >>

On the other hand, the sales team is probably complaining about the quality of B2B leads generated by your marketing team. They want better qualified and sales-ready leads. People in sales are not very interested in spending time nurturing suspects and prospects, that’s marketing’s job. And the tug-of-war between sales and marketing continues. Don’t spend all your time and resources crafting lead generating offers (white papers, webinars, online demos etc.). am forwarding your post to our VP of Sales & Marketing. Thanks for the post. MORE >>