| | | The Content Factor | |  Sales | 17 articles |
| Page 1 of 1 | Previous | Next | THE CONTENT FACTOR MARCH 10, 2010 The Call to Action Has Become a Call to Knowledge As many have said, the B2B "sales cycle" is becoming a "buying cycle" where the prospect has control over the relationship. Although the graphic of the sales funnel will be with us forever, the days are numbered when Marketing and Sales can claim to be the ones moving prospects through the funnel. In the social media world, prospects move when they want to move. read more. | THE CONTENT FACTOR MARCH 1, 2011 Sales and Marketing: Let Worlds Collide At a recent Focus Roundtable on Sales and Marketing alignment (or the lack thereof), we acknowledged the frequently discussed differences between the people who work in sales jobs and the people who work in marketing jobs. Business to Business (B2B) Sales and Marketing AlignmentMarketing people think of their company’s prospects as a either a homogenous group or grouping of groups (segments), and they communicate with these groups through vehicles that are designed to reach masses of people. read more. | | | | | |
| THE CONTENT FACTOR APRIL 28, 2010  Craft Content to the Buying Cycle: Stage 1, the Unaware Buyer The challenge with the Unaware Buyer is that he goes out of his way to avoid any sales pitch, because he doesn’t think he needs to buy anything. Does your prospect need a whack on the head? If he is an Unaware Buyer, he doesn’t care about your product, even if he needs it. And he certainly doesn’t care about your webinar or your trade show booth. read more. | THE CONTENT FACTOR MAY 3, 2011 More Cool Tools Applied to B2B Marketing: Video Capture Or even make a sales presenation? Since email, as a marketing medium, has evolved past "mainstream" and on to "boring," let's get creative and look at some new ways to communicate to buyers. How about sending videos that show off a new product feature, explain a new research finding, or show how to do a task? read more. Multimedia Tools | THE CONTENT FACTOR JANUARY 21, 2011 Sales & Marketing Alignment: An Intriguing Question I'm looking forward to serving on the panel of Focus.com's Roundtable on January 28, "How To Achieve Stronger Marketing & Sales Alignment." The panel is a well-rounded group of experts on both the Sales and Marketing sides, and I expect the discussion to be lively. Business to Business (B2B) Marketing Automation Sales Supportread more. | THE CONTENT FACTOR MAY 3, 2010 Craft Content to the Buying Cycle: Stage 3, the Engaged Buyer They have landed smack in the middle of your sales funnel. Your suspects have become prospects, and then qualified prospects. They have even met with your account rep and senior executives. You’re on their short list. Does that mean that your work providing marketing content is done? Hardly. read more. | | | | | | | |
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THE CONTENT FACTOR | MONDAY, MAY 3, 2010 Craft Content to the Buying Cycle: Stage 4, the Invested Buyer
feel like I am being taken for granted, and I look for an excuse to “escape” through the bottom of their sales funnel. Have you ever been solicited by a company that you already do business with? It happens to me all the time. Don’t these companies know that I am already part of their value chain? So, why are they spamming and cold calling me? Don’t let this happen to your customers by neglecting their content. read more. MORE >> -
THE CONTENT FACTOR | MONDAY, SEPTEMBER 27, 2010 Building Trust in the Digital Age of B2B Marketing
According to this short piece on MarketingProfs last week , B2B marketers should get ready to move their entire sales process to the mobile phone. At least, that's what the synopsis at the end seems to say. Fortunately, the original post by Robert Lesser goes more in-depth. read more. MORE >> -
THE CONTENT FACTOR | THURSDAY, FEBRUARY 17, 2011  Google Fights Back Against Content Farms
I applaud Google for using its enormous influence to fight back against the content farms, such as eHow and WikiAnswers, which clog search results with weak but heavily search-engine-optimized content to fuel ad sales. read more. Better Corporate Writing Business to Business (B2B) Content Marketing MORE >> -
THE CONTENT FACTOR | WEDNESDAY, AUGUST 31, 2011 Solving the Content Creation Conundrum
As usual, Sirius Decisions is spot-on with some of their marketing and sales alignment insights. Here is a recent newsletter on how to solve the content creation issues. At The Content Factor, we have already been ebedding many of these best practices for years MORE >> -
THE CONTENT FACTOR | WEDNESDAY, FEBRUARY 23, 2011 Marketing Success: When Buyers Self-Select
I enjoyed speaking on the Focus Roundtable a few weeks ago on the topic of sales and marketing alignment, along with Dan McDade of PointClear , Tim Sullivan of Sales Performance International, and Karen Hayward of Centerbeam. B2B Buying Cycle Business to Business (B2B) Sales SupportYou can listen to the recording of the event here. read more. MORE >>
- Case Study Winners: It’s About the Client THE CONTENT FACTOR | TUESDAY, JANUARY 18, 2011
- Please Accept This Interruption THE CONTENT FACTOR | MONDAY, APRIL 25, 2011
- Great Web Content: Aligned Throughout Deliverables THE CONTENT FACTOR | WEDNESDAY, DECEMBER 2, 2009
- Thought Leadership: A Spirit of Generosity THE CONTENT FACTOR | WEDNESDAY, NOVEMBER 11, 2009
- Why Your Sales Force Rewrites Your Copy THE CONTENT FACTOR | TUESDAY, FEBRUARY 2, 2010
- Enough is Enough. Or Is it? THE CONTENT FACTOR | WEDNESDAY, JANUARY 6, 2010
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