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How to leverage intent and engagement in the buying cycle

Martech

It can come from product reviews, message boards, blog comments, case studies, general news articles and more. Here are three ways marketers can better understand and leverage this valuable intent data to improve the customer buying cycle. Review your brand’s customer buying cycle.

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The Risks of Over-Reliance on Late-Stage Content

The Point

Whatever demand gen channels you use to generate marketing leads, there’s value in always promoting a mix of content and other offers that span the entire buying cycle: early-stage, mid-stage, and late-stage.

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B2B vs B2C Marketing: 10 Key Differences Every Marketer Should Know

Webbiquity

In B2B marketing, decisions are often made by a committee or group within the company that involves several stakeholders who have an impact on the buying decision. This typically takes more time than in the case of individual consumer purchases where one person makes a simple decision based on their own needs and wants.

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Shifts in B2B Buyer Behavior Support New Priorities for Demand Gen Content

The Point

IMPACT : Ensure that your content library includes relevant late stage content that proves demonstrable ROI (ex: ROI calculators, ROI white papers, case studies). FINDING : 89% of respondents stated that winning vendors provided content that made it easier to show ROI and/or build a business case for the purchase.

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What is business video content marketing and how to get started

Biznology

If you look at your marketing and sales process you do a mixture of activities like run-advertising and marketing campaigns to build awareness, send out email marketing, create sales brochures, white papers, case studies, and constantly crank out blog posts and new website content.

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A Nurture Strategy for Content Syndication Leads

The Point

However, as much as it has a reputation as a way to generate “guaranteed” leads, content syndication is not a cure-all, and indeed, more than most demand generation channels, is likely to generate sales leads that gravitate towards the early stages of the buying cycle. A Nurture Strategy for Content Syndication Leads Click To Tweet.

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How to write lead generating white papers?

Ambal's Amusings

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. This principle of engagement also corresponds well to white papers.

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