Stevens & Tate

JANUARY 31, 2022

Every consumer will go through different steps of consideration and purchase throughout the life cycle of a brand or service. In the past, the consumer buying cycle was explained by four stages: awareness, interest, evaluation, and purchase. At this point, they are simply looking to educate themselves. Evaluation Stage.

Buying Cycle 113

Buying Cycle Touchpoints Custom Publishing Education 113

ClearVoice

DECEMBER 18, 2023

Rather, understand where each customer stands in the buying cycle and reach out to them with the right type of content. You can tell a lot from a prospect’s purchase readiness by looking at the resources they access: webinars, white papers, newsletters, or landing pages.

Account Based Marketing 95

Account Based Marketing ABM Tactics Top of Funnel 95

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? We have invited White Paper Experts to shed light on the following question: "What is the ideal length of a white paper?"

Paper 100

Paper Enterprise Management Marketing Management Case Studies 100

Martech

JUNE 4, 2024

Demand gen marketers aim to educate and inform their audience. Their goal isn’t to collect contact information and send out emails. Instead, they want their brand to be at or near the top of mind when their prospect enters a buying cycle. On the other hand, lead generation is not about educating the market.

Lead Gen 105

Lead Gen Lead Ranking Marketing Qualified Leads Demand 105

Circle Studio

AUGUST 23, 2018

Blogging is a cornerstone of content marketing and one of the best ways to create the kind of educational, long-form content that users (and search engines) are looking for. Research reports and white papers. While white papers may not be the shiniest content format, they still have a place in your content mix. Case studies.

Traffic 99

Traffic Marketing Websites Case Studies Case Study 99

NuSpark Consulting

FEBRUARY 18, 2016

So, in other words, we’re talking about where they are in the buying cycle. Buying Cycle Stages. Before we go further, let’s agree on our buying cycle stages for the sake of this discussion. Classifying Your Website Pages and Offerings by Buying Cycle Stages. In what stage are they?

Marketing Websites 100

Marketing Websites Buying Cycle Marketing Analytics Tools Sales Qualified Leads 100

Buzz Marketing for Technology

NOVEMBER 21, 2012

Posted in Buying Cycle Conversion Conversion Optimization Customer Customer Experience Personalization Strategy. And it’s obvious why: buying cycles are longer, buyer mentalities are different, and products typically require more investigation before a purchase. There is no exception for B2B.

B2B Marketing 100

B2B Marketing B2B Buying Cycle Paid Search Agency 100

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Paper 40

Paper Enterprise Management Marketing Management Lead Scoring 40

Exo B2B

JUNE 26, 2023

It speaks to your customers, guides them through the buying cycle, or customer journey, and acts as a powerful SEO magnet. Your website, product information, blog posts and presentations can always be improved. Companies can use blogs to educate their target audience. B2B content marketing. Visit industry news websites.

Marketing AI 52

Marketing AI B2B Marketing Optimization Content Marketing 52

The ROI Guy

JANUARY 25, 2011

Internet Fuels IT Buying Cycles According to a recent survey of 500 technology decision makers and influencers, Internet access to content is changing the way IT solutions are purchased, with buyers using on-line research to drive substantial portion of the decision making cycle on their own. Content that Matters Most?

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

Sharpspring

MAY 6, 2021

There’s a mountain of information to compete with, social media sites to manage, and content to create. A blog post is great conduit for educating your clients about what you can offer and problems you can solve. A blog post is great conduit for educating your clients about what you can offer and problems you can solve.

Marketing Automation Services 86

Marketing Automation Services Paid Search Agency Advertising Agencies Marketing Automation 86

Everything Technology Marketing

APRIL 8, 2010

Prospects and customers are becoming more sophisticated and better informed than ever before. In the “old days”, the mainstream marketing approach was to interrupt and engage prospects, educate them on the vendors offering and move them through the sale cycle towards a transaction – a very vendor and product centric approach.

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Buying Cycle Lead Ranking 100

MarketJoy

JULY 27, 2018

I’m sure you’ve heard that buyers have more power now than ever before because of all the tools and information at the buyer’s disposal. The maturation of the internet has changed the B2B buying cycle forever. Long gone are the days where buyers relied on salespeople to be their sole education channel.

Purchase 64

Purchase Peer-to-peer B2B Buyer Personas 64

KoMarketing Associates

JULY 12, 2018

For many B2B companies, demos are a good compromise between the traditional sales cycle that some still go through (of meeting the prospect and building a relationship before purchase) and the online aspect, where buyers can get the information they are looking for quickly. Online Training Formats.

Work Management 154

Work Management CMS Development B2B Marketing Marketing Management 154

Industrial Marketing Today

SEPTEMBER 13, 2010

In Needs Awareness and Research phases, the first two stages of the industrial buy cycle (see my earlier post Deconstructing the Four Stages of the Industrial Buy Cycle ) your prospects and customers use a variety of online content to find solutions to their current problems and needs.

Buying Cycle 60

Buying Cycle Marketing Automation Services Peer-to-peer Web 2.0 60

Marketing Insider Group

AUGUST 19, 2015

They probably need more educational research to get their arms around the problem. Doing so helps guide the lead to informed purchase decision. Often, that content is a white paper, eBook, webinar or a newsletter. On your home page, include a CTA for all stages of your prospect’s buying cycle. Call-to-Action.

Lead Generation 100

Lead Generation Generation Lead Scoring Lead Ranking 100

The Effective Marketer

MARCH 22, 2012

Buying cycle control (you need to facilitate the buying process and understand what is required of you as a result). The Customer Buying Cycle Framework. According to SiriusDecisions, buyers go through three stages and six steps during their buying process. Stage 1: Education. Web anthropologist.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

Everything Technology Marketing

APRIL 4, 2011

Content marketing has emerged as a highly effective strategy to engage the reluctant B2B buyer who is actively searching for guidance and information online before making a complex purchase decision.

Customer Surveys 100

Customer Surveys B2B Marketing Content Marketing Webcast 100

Valasys

JANUARY 17, 2020

To perform a better job of selling their products to the B2B customers, marketers must understand how to talk to them & help them at the individual stages of their buying cycles. Brands need to effectively propagate their message, propagate their vision, key features, & other relevant information that needs to be displayed.

B2B Marketing 64

B2B Marketing Marketing AI Marketing Management Multi-Touch Attribution 64

Hubspot

MARCH 14, 2018

Marketers create whitepapers to educate their audience about a particular issue, or explain and promote a particular methodology. Typically, whitepapers require at least an email address for download (usually they require information more than that), making them great for capturing leads. They're advanced problem-solving guides.

FAQ 100

FAQ Case Studies Case Study Comparison 100

Kaon

JUNE 26, 2019

Further through the buying cycle, the sales reps refer to the application and share links with their customers; it provides them with an easy touch point. The product marketing team says the application is “super valuable” as a way to provide virtual, hands-on training for the global sales teams and educate them about the equipment.

Digital Transformation 100

Digital Transformation Trade Show Work Management Lead Ranking 100

KEO Marketing

JANUARY 20, 2016

The B2B Marketing Success Formula, which the new white paper discusses in great depth, consists of the following activities and tactics: Insight Selling Strategy: Offering buyers a compelling new perspective on the business problems they face. Educational Content Marketing: Creating content that helps clients or customers research solutions.

Lead Generation 48

Lead Generation B2B Marketing Advertising Agencies Paid Search Agency 48

6sense

APRIL 13, 2016

The Birth of the Educated Buyer. Over the past decade content marketing has improved the buying experience of B2B decision makers. Over the past decade content marketing has improved the buying experience of B2B decision makers. Industry magazines and continued professional education is no longer just for doctors and lawyers.

Lead Ranking 48

Lead Ranking Gartner Marketing Qualified Leads Marketing Report 48

Sharpspring

MAY 6, 2021

There’s a mountain of information to compete with, social media sites to manage, and content to create. A blog post is great conduit for educating your clients about what you can offer and problems you can solve. A blog post is great conduit for educating your clients about what you can offer and problems you can solve.

Marketing Automation Services 53

Marketing Automation Services Paid Search Agency Advertising Agencies Marketing Automation 53

Industrial Marketing Today

JUNE 19, 2010

And they use different sources to get their information. What marketing content you serve at each phase of the buying cycle also matters. Here’s a chart from Enquiro’s white paper, “Building Business Online: Your Digital Persuasion Portfolio” that shows how specific content from your website plays a role at different stages.

Relevance 60

Relevance B2B Marketing CMS Development Buying Cycle 60

Sharpspring

MAY 6, 2021

There’s a mountain of information to compete with, social media sites to manage, and content to create. A blog post is great conduit for educating your clients about what you can offer and problems you can solve. A blog post is great conduit for educating your clients about what you can offer and problems you can solve.

Marketing Automation Services 52

Marketing Automation Services Paid Search Agency Advertising Agencies Marketing Automation 52

Madison Logic

AUGUST 31, 2023

Gartner research suggests sales reps only have 5% of a buyer’s time during their B2B buying journey, so it’s up to marketers to arm buying groups with all the information needed to make an informed decision. Enter multi-channel account-based marketing (ABM).

Multi-Channel 52

Multi-Channel Account Based Marketing Advertising Channels ABM 52

Digital B2B Marketing

SEPTEMBER 22, 2011

Today, B2B marketers use content to meet the information needs of their audiences. B2B buyers are well educated adults. Links to a webcast and white paper on the same topic do not give your audience two different paths, only two different formats. Make Choices Specific and Different. Circle Back.

Planning 100

Planning Content Marketing Webcast Content 100

NuSpark Consulting

JULY 13, 2016

Executives can no longer ignore these channels when their entire consumer base is actively using them for research and communication during the buying cycle. Companies like Dell and others that encourage employees to share helpful information or talk about their day at work experience broader visibility in social channels.

Social Media 100

Social Media Lead Scoring Lead Ranking Media 100

Adobe Experience Cloud Blog

JANUARY 2, 2013

Relevance does not only mean writing a paper that is only useful to someone who wants to buy your product or service. Not all prospects are ready for this content or trust your company’s information. Buying Role. For example: Educational pieces work well during the early awareness stages. Content Mapping.

Demand 48

Demand Generation Demand Generation Agencies Buying Cycle 48

Industrial Marketing Today

APRIL 26, 2010

Now, B2B content marketing’s agenda is to educate and inform customers and prospects. Educate, inform and provide value to customers and prospects. Here’s a short but highly informative slide show that explains how to use content effectively as inbound marketing. Get Engineers Can Sell white paper now.

Marketing Budget Creation 60

Marketing Budget Creation B2B Marketing Web 2.0 Marketing Budget 60

Industrial Marketing Today

JUNE 29, 2010

Relevant marketing content – key to thought leadership Positioning your company as a thought leader is critical in complex technical sales that have long buying cycles with many decision makers involved. In the later stages, supplier Web sites and catalogs are the most important information sources.

Relevance 60

Relevance B2B Marketing Web 2.0 Brand Identity 60

Industrial Marketing Today

JUNE 12, 2010

There have been many studies done over the years that indicate that price information is the very reason why most B2B buyers visit a vendor’s website. The results from three separate studies confirm this: 61% of engineers surveyed indicated pricing information as one of the primary reasons to visit a vendor’s website.

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Industrial Marketing Today

MAY 5, 2010

said it best when she wrote, “Passive reading of your content is not going to help online marketing initiatives shorten buying cycles or increase customer acquisition and revenues.” Your online content needs to play a much more active role in moving site visitors along in his/her buy decision.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

Lead Liaison

APRIL 18, 2017

Through the information from the pool designers and salespeople, I began to build up my knowledge on pools. The ones that fell off my radar sounded good at first, but they never followed up and didn’t continue to educating me or build the relationship. But, they really shined with their approach to pool buying.

Marketing Automation Services 49

Marketing Automation Services Marketing Automation Automation Enterprise Management 49

Chris Koch

JANUARY 8, 2010

But no buyer wants to be sold during all stages of the buying cycle. The enticements are ideas and education. By creating content that offers relevant, timely, and useful ideas and education for buyers at all stages of the buying process, we create the incentives for buyers to engage with us in conversation and community.

Social Media 100

Social Media B2B Thought Leadership Thought Leadership Media 100

Ambal's Amusings

MAY 27, 2010

Instead of bombarding prospects with "too much content" should companies carefully chose 1 or 2 pieces of important content that will educate prospects? What kind of content is most useful in each phase of the B2B marketing cycle? Feature the white paper on your website and as an email offer. Content has a job to do.

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100