WriteSpark

MARCH 17, 2009

But white papers can also be useful in a later stage of a sales cycle, when an individual customer or a buying committee is identifying the final purchase criteria and narrowing the list of products and vendors that will receive further consideration. For your next white paper project, consider these questions: .

Paper 120

Paper Purchase Sales Cycle Copywriting 120

WriteSpark

DECEMBER 8, 2009

Yet it was interesting to see how quickly they reached consensus on one factor: which document had the most appeal, especially for motivating a purchase decision. Indeed, the study found that 82% of IT buyers use product literature in the consideration and decision stages of the buying process, ahead of all other print and electronic marcom.

Case Studies 120

Case Studies Case Study Advertising Benchmark Lead Scoring 120

WriteSpark

FEBRUARY 18, 2009

Set the Purchasing Agenda with White Papers » B2B Tech Buyers Like Social Media. Forrester Research is presenting survey results of B2B technology buyers and their use of social media during the buying process. « How Marketers Can Help Salespeople Succeed with Large Companies | Main. |

Social Media 120

Social Media Media Forrester Copywriting 120

WriteSpark

SEPTEMBER 24, 2009

For example, a technical copywriter will know the sales process, decision factors, and concerns of the many buyers--both technical and business focused--who are involved in a technology purchase. Selling a technology product or service is decidedly different than other B2B or B2C marketing.

Copywriting 120

Copywriting Work Management Case Study Case Studies 120