NuSpark Consulting

DECEMBER 18, 2017

Despite that, you need e-books, webinars and other information designed to attract leads, walk them through the buying cycle and convert sales. But how can you create white papers, videos and blog posts that your target audience will seek out and devour? Where they are in the buying cycle. It’s simple.

Buyer Intent 211

Buyer Intent Intent ROI Buying Cycle 211

Ambal's Amusings

MARCH 11, 2010

Many companies are producing video white papers as online presentations based on information that would normally go into a printed white paper. We asked our panel of white paper experts "In what scenarios should video white papers be used? What are components of a good video white paper?

Paper 100

Paper Enterprise Management Case Study Case Studies 100

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

The Point

NOVEMBER 12, 2019

In other words, would you only ever want marketing leads from prospects pre-determined to be actively researching your category, solution, use case, etc.? Hunting those prospects “ready to buy,” sure, but also sowing the seeds that will yield a larger pool of opportunities in the long term. My argument: no, you wouldn’t. .

Intent Data 149

Intent Data Demand Generation Agencies Intent Paid Social Agency 149

Act-On

SEPTEMBER 24, 2023

SEO Funnel and Bottom-of-Funnel Keywords Certainly, keywords at all stages of the buying cycle are important — from top funnel keywords to lower funnel keywords. And the reason we love terms at the bottom of the funnel is that prospects are very close to purchasing. With B2B sales cycles getting longer, this is a critical point.

Top of Funnel 130

Top of Funnel Marketing Funnels Keywords Marketing Automation Services 130

Webbiquity

JANUARY 19, 2023

Therefore, B2B marketers must focus on creating an ongoing relationship between the company and its prospects. This is typically done through content marketing such as white papers, webinars, and long-form articles that will educate potential buyers about the product or service they offer.

Work Management 217

Work Management Marketing Management B2B Marketing B2B 217

ClearVoice

DECEMBER 18, 2023

Personalization Challenges Successful ABM campaigns depend on personalized communication tailored to each prospect’s specific needs. Share examples pertaining to situations and problems your prospects already know. As the pain points are niched several levels deep, challenges occur. Sharing relevant data points and case studies.

Account Based Marketing 95

Account Based Marketing ABM Tactics Top of Funnel 95

The ROI Guy

SEPTEMBER 13, 2011

An Interactive White Paper dynamically customizes the content of a white paper for prospects based on the prospect’s registration profile (if available), and inputs to a few profile questions.

Paper 40

Paper Co-Registration Buying Cycle Comparison 40

The Point

APRIL 22, 2020

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.

Lead Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

NetLine

APRIL 14, 2022

of all registrations), B2B Marketers promoted 20% more White Papers than eBooks. eBooks Were Requested 484% More Than White Papers. more likely to be downloaded in 2021 compared to White Papers—Marketers were smitten by White Papers once again, promoting 20% more White Papers.

Intent 97

Intent Webinar Metrics Peer-to-peer Intent Data 97

Webbiquity

DECEMBER 4, 2018

To close deals, product language has to be consistent from the top of the funnel down to when a prospect becomes a client. Sales teams are in the best position to inform marketers of the language prospects are using, while marketers are best able to create and develop messaging that takes the language into consideration.

Sales Management 220

Sales Management Top of Funnel B2B Sales Tactics 220

Industrial Marketing Today

MAY 26, 2010

But not easy to execute because there usually is a disconnect between what your prospect wants to hear and what you want to say about your company and its products and services. The white paper has deconstructed the complex industrial buy cycle into four distinct stages that the buyer systematically goes through.

Buying Cycle 60

Buying Cycle Buy Web 2.0 Allocation 60

Industrial Marketing Today

JUNE 8, 2010

Even though her article is about the B2B buy cycle in general, it is a perfect follow up to my earlier post “Deconstructing the Four Stages of the Industrial Buy Cycle.” She has focused on identifying the problem and providing a 5-step solution to shorten the buy cycle. How can you accomplish all that?

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Industrial Marketing Today

SEPTEMBER 3, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Content Auditing and Mapping it to the Industrial Buy Cycle by Achinta Mitra on September 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing These days it is popular to say “Content is marketing currency.”

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

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

Trade Press Services

SEPTEMBER 25, 2023

According to Roy Chitwood, late author of World Class Selling: The Science of Selling and president of global sales training firm Max Sacks International , there are five key impressions that impact B2B decision-making, even if the prospect is not aware of them. Focus on understanding the buyer’s problems, not just making a sale.

Lead Ranking 52

Lead Ranking Buying Cycle B2B Sales Pricing 52

Adobe Experience Cloud Blog

OCTOBER 8, 2020

Relevant and personalised content everywhere and all the time : Interactions with prospects have become 100% virtual and the need for engagement has never been more relevant. Your prospects and customers expect you to understand them, to anticipate their expectations by offering fresh and adapted content. .

Marketing Automation Services 129

Marketing Automation Services Multi-Touch Attribution Marketing Automation Relevance 129

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

DealSignal

APRIL 27, 2023

Buyer Personas focus on the buying committee roles of your Ideal Buyers. Ideal Customers include current customers and prospects along with companies that are similar to your best customers. Bombora’s intent is based on activity such as keyword searches, article views, and white paper downloads.

Ideal Customer Profiles 52

Ideal Customer Profiles Account Based Marketing ABM Intent 52

Circle Studio

AUGUST 23, 2018

Research reports and white papers. Firms with highly technical expertise have a great opportunity to publish research reports, technical briefings, white papers and other long-form content that speaks to a particular subject matter. Perform sitewide AND on-page search engine optimization (SEO).

Traffic 99

Traffic Marketing Websites Case Studies Case Study 99

Tomorrow People

MARCH 8, 2018

Done the right way, content management allows you to: Maintain and engage with your prospect community more deeply and profitably than your competition. Improve your pipeline of qualified prospects. It means creating a content map that matches your customer’s buying cycle and creating content to support that structure.

Marketing Budget 267

Marketing Budget Top of Funnel Lead Scoring Lead Ranking 267

Launch Marketing

JUNE 23, 2021

Marketing data provides a wide range of insights about your prospects and buyers. Prospects are 2.8 times more likely to have an easy purchase experience when they are delivered information that helps them advance in the buying cycle. Prospects are 2.8 Looking to elevate your customer experience?

Tips 93

Tips Marketing Analytics Tools Buying Cycle B2B Sales 93

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

Vision Edge Marketing

NOVEMBER 15, 2018

You have data that represents the following: prospect name, request for proposal date, deal size, deal status (won or lost), marketing channel (website, trade shows, digital, etc.), and marketing content (white papers, customer testimonials, thought leadership articles). Let’s take an example. Looking for more on this topic?

Marketing Attribution 153

Marketing Attribution Multi-Touch Attribution Multi-Channel Allocation 153

Madison Logic

AUGUST 9, 2023

However, a one-size-fits-all approach to content and messaging wasn’t producing the highly-engaged prospects they were looking for in their pipeline. For example, when targeting top-of-funnel accounts, they can leverage thought leadership pieces and white papers to those buyers.

Account Based Marketing 52

Account Based Marketing ABM Top of Funnel Enterprise Management 52

The Point

JULY 1, 2019

How well does your current lead scoring program identify prospects exhibiting signs of buyer intent? Sales Alerts. If sales is alerted to virtually any sign of interest on the part of a prospect (say, an email click), those alerts quickly become worthless and duly ignored. For example: * Lead Scoring. Gated & Secondary Offers.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Scoring 124

ViewPoint

AUGUST 23, 2012

Click to start video at this point — Asked about recommendations to improve demand generation results, Tim talks about a new wave of demand generation that is “going to be sort of out with the white papers and analyst reports and all those heavy text things and in with video-oriented content.”. What processes they’re using today.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

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. Optimizing customer experience is an essential pre-requisite to converting prospects into customers.

B2B Marketing 64

B2B Marketing Marketing AI Marketing Management B2B 64

NuSpark Consulting

MARCH 9, 2014

Gated” means web visitors who want to read your e-books, white papers, and more fill in a form with their contact information as payment for downloading it. And if it’s a webinar for prospects deeper into the buying cycle, ask for some contact information. Not so fast. What to do?

Optimization 100

Optimization Lock-In Business Buying Cycle 100

Velocity Partners

NOVEMBER 22, 2023

The brief is clear: once prospects understand the new model, they get the essence of the brand narrative. That’s an extra layer of work for you and your prospects. A budgeting challenge New models often need to seek new budgets and different buying teams in an organisation. The new way to create value (and make money).

Lead Ranking 95

Lead Ranking Differentiation Work Management Marketing Management 95

Industrial Marketing Today

MAY 21, 2010

As a B2B marketer, we want to reach our ideal prospects and communicate with customers to maintain top-of-mind awareness throughout their buying cycle. Drive traffic – Don’t expect your prospects to find your blog just because you’ve built it. A B2B blog is the perfect online tool to accomplish that.

Web 2.0 60

Web 2.0 Buying Cycle B2B Blogger 60

NuSpark Consulting

FEBRUARY 18, 2016

This is an extreme case, of course, but it illustrates what happens when we put an offer out there without considering its appropriateness to the mindset of the prospect. When we speak of mindset in relation to an offer, we’re talking about the degree to which your prospect is receptive to considering a purchase. Buying Cycle Stages.

Marketing Websites 100

Marketing Websites Buying Cycle Marketing Analytics Tools Sales Qualified Leads 100

Tomorrow People

APRIL 25, 2012

This will inform the ‘where’ as well as the ‘what’ of your content – i.e. seeing where your prospects spend time on the internet will give you valuable information on where to distribute your content as well as understanding what it is they want to know about. Create marketing personas. The result?

Copywriting 120

Copywriting Buying Cycle Inbound Marketing Ideal Customer Profiles 120

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.

B2B Marketing 100

B2B Marketing B2B Buying Cycle Paid Search Agency 100

markempa

OCTOBER 27, 2014

It can be things like giving them extra relevant content they didn’t expect or, if they attended a webinar, giving them a follow-up executive summary or an extra white paper that’s relevant. The prospect may have responded to marketing campaigns and provided basic contact information, but sales professionals need much more than that.

Conversion Rate 120

Conversion Rate Lead Scoring Lead Ranking Ideal Customer Profiles 120

Martech

MAY 12, 2022

You add their names to an ABM account tool, and surround them with ads and content that leads them to ungated pages with articles, white papers, webinar invites and the like in the hopes they will reach out. Read next: How Planful uses customer intent to speed up the B2B buying cycle. Where should you start?

Intent 112

Intent Account Based Marketing Bombora Intent Signal 112

Biznology

FEBRUARY 17, 2016

On any given day, our outboxes contain the answers to some of the most pressing questions on your clients’ and prospects’ minds. Walk Prospects Through the Buying Cycle. Prospects in the early stages of content consumption are likely to be more interested in summaries or abstracts. Your Outbox is a Goldmine.

Content Marketing 80

Content Marketing Generation Content Buying Cycle 80