Marketing Interactions
OCTOBER 8, 2020
Jay Baer , founder of Convince and Convert, agrees: “Sales reps need to know that buyers will get educated before they spend money, period. Sales has the opportunity to DO that education via content…”. (He Samantha Stone , Founder, Marketing Advisory Network adds: “Never think of content as a way to generate a lead.
Marketing Interactions
MARCH 7, 2022
They don’t need basic education, they need an advanced, more personalized program. Content that helps them consider all stakeholders required, how to engage and educate them and how to build consensus comes to mind. Others come from interviews I’ve held with buyers for my clients.
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Marketing Interactions
SEPTEMBER 9, 2021
The premise of ABM is to focus on accounts, rather than leads. This leads to a lack of confidence in where to begin or even where to start to solve the problem. As Hank Barnes asked at the end of this post , “Can we afford not to educate and guide our prospects on how to buy effectively?”.
Marketing Interactions
APRIL 21, 2017
If I have to make an educated guess, here’s where I think this shift is coming from. Make content easier to access (shorter lead gen forms). Make content easier to access (shorter lead gen forms). Make content easier to access (shorter lead gen forms). The vendor] was willing to put skin in the game.
Marketing Interactions
NOVEMBER 2, 2021
Remember it’s important not to “lead the witness.” This is a much better use of content development resources than creating new content just because you need to post to the blog or need a pillar asset to drive lead generation. If they’re self-educating about the problem, they’re at the beginning.
Marketing Interactions
FEBRUARY 15, 2019
Website Analytics: Knowing which content on your website is visited by your prospects, buyers and customers is always useful for culling topics and trends and educational needs for buying. B2B marketers have also said that lead gen is not the problem. Engaging those leads is what’s challenging.
Marketing Interactions
JANUARY 3, 2022
What if they’re not using some of the features and functions – then educational content would apply, right? As the uncertainty of the last two years has pointed marketers to focus more on customer retention and upsell, you may be thinking, yes, but…. What if we’re selling them a module/solution they don’t yet use? That’s new….
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