The Point

JULY 18, 2011

Dollar for dollar, white papers continue to be some of the most effective offers for most high-technology marketers. Prospects are usually more likely to download or otherwise register for a white paper vs. a Webinar, free trial, etc. Benefits/Applications/ROI (including case studies, if possible).

Paper 100

Paper Lead Generation Sample Lead Ranking 100

The Point

SEPTEMBER 16, 2011

How is it that a quality white paper on a hot topic can still generate bad leads? Even a well-written white paper, by a respected author, on a hot topic of vital interest to your target audience, can still generate leads your salespeople will consider “junk.” It’s got to be the media, right? It’s the offer.

Paper 100

Paper Sales Qualified Leads Lead Scoring Lead Ranking 100

Marketing Craftmanship

JANUARY 5, 2020

Prospective clients certainly want to know if you have the experience and skills they need. To make matters worse, prospective clients will decide to include or exclude you from their short list long before they talk with you, or meet you in person. They’ll form an opinion based on publicly available information they find online.

RFP 165

RFP Thought Leadership Opinions Validation 165

Customer Experience Matrix

MAY 27, 2009

Eloqua yesterday announced Eloqua Prospect Profiler , which makes it easier for salespeople to review prospect behaviors that are captured by the demand generation system. This makes it harder for salespeople to understand prospects and build relationships with them. Back to Eloqua Prospect Profiler.

Eloqua 120

Eloqua Paper Profiling Marketing Automation Services 120

WriteSpark

MARCH 17, 2009

Many companies use white papers at the beginning of the sales cycle to attract prospects. A white paper can set the agenda for a purchase decision by convincing the reader that the areas where your product is better than its competition are the most important to consider.

Paper 120

Paper Purchase Sales Cycle Copywriting 120

Writing on the Web

APRIL 4, 2011

It doesn’t matter what you call your information (white paper/eBook, microsite/landing page), what matters is using information wisely to get found, get known and get clients. Is Your White Paper a Sales Pitch in Disguise? Introducing the new buyer This is not new information. So, now what?

Paper 100

Paper Marketing Automation Services Marketing Management Microsite 100

Ambal's Amusings

SEPTEMBER 9, 2010

White papers are powerful sources of lead generation. We asked our panel of white paper experts "What are the top 2 components of a white paper that is most effective to generate leads?" He is also the author of the White Paper Pundit blog. " Read on to get their insights.

Paper 100

Paper Lead Generation Enterprise Management Generation 100

Biznology

OCTOBER 24, 2019

Creating digital marketing success means addressing what your prospects do care about: what you can do for them. . Your prospects don’t care about you. The problem your prospect needs to solve The benefits they’ll experience working with you. The post Your Prospects Don’t Care About You appeared first on Biznology.

Marketing Prospects 91

Marketing Prospects Paper Trust Marketing B2B Sales 91

Only B2B

APRIL 3, 2024

In today’s vast landscape of information, buyers rightfully expect to explore solutions at their own pace. Consider this scenario: Your prospect is actively seeking your solution and is prepared to engage with your sales team. Intent data captures various buyer behavior signals indicative of a prospect’s interest level.

Sales Qualified Leads 71

Sales Qualified Leads Intent Data Lead Ranking High Quality Lead 71

Ambal's Amusings

AUGUST 5, 2010

Do you know your white paper audience? Are those concerns being addressed in your white papers? We asked white paper experts " How should a white paper that is addressed to a Technical Decision Maker be different from a white paper that is addressed to a Business Decision Maker?

Paper 100

Paper Enterprise Management Work Management Marketing Management 100

Ambal's Amusings

DECEMBER 8, 2009

We have grown accustomed to short, quick messaging methodologies and unable to read detailed information for a substantial period of time before becoming distracted by events that require our immediate attention. What impact does this have on the readers of our white papers? Crafting White Paper 2.0

Paper 100

Paper Enterprise Management Work Management Marketing Management 100

SnapApp

JULY 28, 2015

Say you’ve created an amazing white paper that’s jam-packed with important information for your audience. Maybe it’s time to make your white paper interactive. At a basic level, an interactive white paper is a dialogue , whereas static long-form content is a monologue. Read my information!”

Paper 48

Paper Interactive Marketing B2B Marketing Peer-to-peer 48

Sharpspring

JULY 21, 2020

When you think of prospecting, the first thing that pops into your head may be searching for gold. In this blog, you’ll find out how to prospect for sales using the most tried and true client prospecting techniques and best practices available today. Client Prospecting Methods You Should Be Using. Method #1 – Phone Calls.

Top of Funnel 68

Top of Funnel Best Practices Digital Marketing Funnels Marketing Automation Services 68

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. " Jonathan Kantor.

Paper 100

Paper Enterprise Management Buying Cycle Lead Ranking 100

Marketing Craftmanship

SEPTEMBER 26, 2023

Blog posts or press releases extolling the features and benefits of your firm’s whiz-bang new product or service are more likely to be read by competitors than by prospects. White papers lost their credibility many years ago, because so many companies turned them into self-promotional sales brochures.

Marketing AI 147

Marketing AI Paid Search Agency Copywriting Thought Leadership 147

KoMarketing Associates

JULY 6, 2020

However, new research shows that eBooks may be the key to reeling in new prospects and customers. This was followed by the white paper, guide, eGuide, and tips and tricks guide. The authors of the report note that eBooks, white papers and guides all have their own unique set of differentiators and use cases.

Marketing Report 156

Marketing Report B2B Marketing Content Marketing B2B 156

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

The ROI Guy

MARCH 24, 2013

Traditional white papers are likely the staple of your content marketing portfolio, and for good reason. According to a recent IDG survey, 84% of buyers leveraged white papers as a key resource to help them make a purchase decision. Your current white papers just don’t have the same impact as they once had … but why?

Paper 40

Paper Ideal Customer Profiles Marketing Automation Services Eloqua 40

The Point

APRIL 16, 2019

However, these kinds of data points enable much more informed and intelligent bidding decisions versus the simple CPA numbers that many advertisers use. Not Doing Everything Possible to Pre-Qualify Prospects. A search offer can be anything: a how-to guide, a third-party research report, white paper, Webinar, video, demo or free trial.

Cost per Acquisition 235

Cost per Acquisition Paid Search Agency Campaigns Cost Per Click 235

BOP Design

JANUARY 4, 2022

Your target market is looking for information about your products or services. The information they need can be a variety of things: use cases, results expected, how to leverage your services, how to explain your product’s usefulness to their internal team, etc. Sponsored White Papers Without Substance.

Tactics 105

Tactics B2B Thought Leadership Content Marketing Webinar Metrics 105

Zoominfo

MARCH 24, 2021

In simplest terms, poor data quality is bits of inaccurate information. Examples of poor data include: Missing contact fields Inaccuracies due to outdated information (e.g., Examples of poor data include: Missing contact fields Inaccuracies due to outdated information (e.g., Prospect and customer experiences take a hit.

Data Hygiene 251

Data Hygiene Buyer Personas Churn Rate B2B 251

Ambal's Amusings

NOVEMBER 5, 2009

White papers come in all shapes and forms. Our Panel of White Paper Experts have written and reviewed thousands of white papers over the years. Which white paper stands out in their mind? Michael Stelzner's Favorite White Paper -- The Expanding Digital Universe. Jonathan Kantor.

Paper 100

Paper Enterprise Management Work Management SME 100

KoMarketing Associates

SEPTEMBER 13, 2018

Require an email address or contact information for big pieces of content, like ebooks and white papers. In addition, by trading high-quality content for contact information, the sales and marketing departments can get a leg up by already knowing what the prospect is interested in. Ebooks & White Papers.

Sales Qualified Leads 152

Sales Qualified Leads Top of Funnel Webinar Metrics Lead Scoring 152

Digital B2B Marketing

MAY 22, 2012

One of the primary ways B2B marketers capture leads online is asking prospects to register for content. Doing it effectively requires creating content prospects want in a format that is easy to engage with while capturing the information you need. White papers have the largest spread between very valuable and little value.

Marketing Prospects 100

Marketing Prospects Webcast B2B Marketing Planning 100

Marketing Insider Group

FEBRUARY 3, 2021

And that is derived from the value our content brings to a brand’s prospects and current customers. Content agencies hire expert writers who can persuade, inform, and attract search engines in the process. Writing that informs and motivates: Top content marketing writers stay at the top of their game.

Marketing Agencies 2 275

Marketing Agencies 2 Paid Search Agency Advertising Agencies Ad Agencies 275

Content Standard

FEBRUARY 11, 2015

A new report suggests that while email maintains several critical features that drive its value, white papers prove two times more effective at driving audience conversions. White paper content is one of three forms of information that more than half of B2B buyers examine when researching a purchase.

Paper 40

Paper Conversion Tools B2B 40

Biznology

MARCH 12, 2018

That one concept is: Your prospects don’t care about you. Your prospects don’t even care about what you do. Your prospects care about what you can do for them. At the core of my little three-line manifesto is the idea that marketers need to operate from the perspective of their prospects. Make it informative.

Email Marketing 181

Email Marketing Paid Search Agency Ideal Customer Profiles Newsletter 181

Only B2B

MARCH 6, 2024

It includes -aiming to raise brand awareness, generate initial engagement, and capture contact information that allows for further nurturing. You create an informative blog post on “ The 5 Social Media Trends You Need to Know in 2024. downloading white papers, visiting product pages, attending webinars).

Lead Qualification 71

Lead Qualification Lead Ranking Lead Generation Lead Scoring 71

The Point

APRIL 19, 2017

The best demand generation campaigns start with content that your prospects want. Sounds obvious, but the best content provides information of value, information that the reader doesn’t already have. Does the topic help to qualify the prospect as someone suffering from a problem or pain point your product/service can solve?

Top of Funnel 214

Top of Funnel Demand Generation Agencies Demand Generation Paper 214

Marketing Insider Group

MARCH 27, 2023

Demonstrate That Your Company Has The Answers To be both a successful and highly respected business, your brand must demonstrate its trustworthiness and authority to prospective and current clients. Each of your B2B consumers inevitably has many questions about the products or services available to them.

Tactics 253

Tactics Effectiveness B2B Marketing Management 253

Act-On

NOVEMBER 15, 2023

Imagine that a prospect wants to improve sales enablement (sound familiar!?). The customer has decided to leverage marketing automation, but with so many potential solutions, they read case studies, white papers, and other resources to narrow down potential solutions. And a by-product of that alignment is information sharing.

Sales Cycle 233

Sales Cycle Practices Marketing Automation Services Buyer Personas 233

The Point

DECEMBER 23, 2011

For most B2B marketers, information offers like white papers, case studies, and analyst reports strike an effective balance between response rate and lead qualification. You can expand the appeal of content like these by packaging them into information kits. The following is a recipe for a good information kit.

Enterprise Management 100

Enterprise Management Lead Qualification Case Studies Case Study 100

Marketing Insider Group

APRIL 19, 2021

SaaS startups face several challenges when marketing their services to prospects. It might, but you’ll never reach the whole world unless you start with your most likely prospects. to making a purchase – and all the steps in between, such as requesting an ebook or white paper or signing up for a free trial. you ask.

Startups 344

Startups B2B Marketing Buyer Personas Advertising Agencies 344

Marketing Insider Group

MARCH 24, 2021

In fact, even in the glory days of Madison Avenue, the most successful agencies published authentic content that informed and humanized even as it entertained. And social bonds are precisely what you want your prospects and customers to have with your brand. Play the Long Game. Brands build trust over time.

Brand Identity 360

Brand Identity Branding Advertising Agencies Content 360

Biznology

JANUARY 11, 2018

If you’ve ever gone to a website, found an interesting report or worksheet or other piece of information being given away for free in exchange for your email address, you’ve seen a very simple form of automation. Like this post? Sign up for our emails here.

Email Marketing 168

Email Marketing Automation Marketing Websites Planning 168

The Point

MAY 17, 2021

That’s not simply because prospective customers will engage more readily with content that better aligns with whether they’re researching best practices, actively evaluating potential vendors, or somewhere in between. Use of very short-term metrics will almost certainly devalue those leads and the perceived ROI from the program.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

Biznology

APRIL 14, 2017

Business decision-makers LOVE online B2B marketing videos because it gives them the most amount of information in the shortest amount of time. After you get traffic to your site you might send that traffic to a landing page to convert prospects into leads.

Top of Funnel 139

Top of Funnel B2B Thought Leadership Video Marketing Lead Scoring 139