Expert insights. Personalized for you.
Dollar for dollar, white papers continue to be some of the most effective offers for most high-technology marketers. Prospects are usually more likely to download or otherwise register for a white paper vs. a Webinar, free trial, etc. because 1) the time commitment is minimal, and 2) white papers are perceived (not always justifiably) as information of value rather than sales collateral. MORE
In a recent conversation I was having with the Bloom Group they believe “the practice of publishing white papers must come to a close because of the utter proliferation of white papers, and the poor content contained within so many of them.” Kill the white paper!” We think white papers – even those in PDF form that are emailed or posted on a website – are a relic of the print days” said Bob Buday , President of the Bloom Group. MORE
Well, your firm has written and produced a white paper. A quality white paper can one of the most important content marketing vehicles to generate leads within your internet marketing plan. Your ultimate goals with white papers are typically the following: . . Generate new leads. Nurture existing leads. There are a myriad of methods to promote your white paper, generate interest, and get Google to index them for SEO. MORE
12 Best Lead Generation Ideas to Implement in 2021. Lead generation is the cornerstone of every marketing effort for both B2C and B2B businesses alike. But the hours spent on generating quality leads must be fruitful. – Highly qualified leads! . MORE
What is a white paper? A white paper is an in-depth piece of content (similar to an ebook) or well-researched report that allows a business to serve as an authority on a topic, often by presenting a problem alongside a solution. Research papers. MORE
It’s important to recognize that content syndication leads are not like most sales leads. When someone registers to download a white paper or podcast or case study about the business challenge that your product solves, he or she is expressing an interest in that topic, not necessarily in your product. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail. MORE
I cringe to think of it now, but twenty years ago the task of including an image of the offer – even a white paper – usually resulted in a photo shoot. Yes, I have attended half-day photo shoots in which all we shot was a white paper on a desk.) Fast forward to today, and we’re still marketing white papers, except an image of that paper is only a right-click away. “Always show an image of the offer.” MORE
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 MORE
Which content should be gated to genereate leads? We asked white paper experts: " How should marketers balance the need for free content (helpful for prospects decision making) Vs. the need to have content that produces a steady flow of good leads (that can directed to sales team)? Jonathan Kantor is the principal and founder of The Appum Group, " The White Paper Company ", and has been producing commercial white papers for the past 11 years. MORE
Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). Here are four steps to engage and develop leads via influencers: Step 1: Target — Map out the key players, experts and opinion molders in your industry. As you build your lead generation program, your experts may be interested in codeveloping white papers, special research reports, articles and even events with you. MORE
How is it that a quality white paper on a hot topic can still generate bad leads? Even a well-written white paper, by a respected author, on a hot topic of vital interest to your target audience, can still generate leads your salespeople will consider “junk.” In my experience, the problem in these situations is invariably that the content on offer did not align with the types of leads the company was trying to generate. MORE
Many companies have noticed that their white papers aren’t attracting the attention they once did. With all the shiny new toys available in marketing today, some are even asking the question, “Is the traditional white paper dead?”. A better question to ask might be, “Am I using white papers correctly?” Sadly, often the answer is “No.”. MORE
White papers are used most frequently for lead generation and nurturing in industrial marketing. Many of these white papers are very technical and require engineers and other domain experts to [.]. Content Marketing Industrial Lead Generation White Paper Marketing Gated industrial lead generation Industrial Marketing lead nurturing Regsitration Ungated White papers MORE
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?" Jonathan Kantor is the principal and founder of The Appum Group, " The White Paper Company ", and has been producing commercial white papers for the past 11 years. White Paper FAQs. MORE
How are B2B companies generating leads these days? I found a great blog on of these lead generation methods that focuses on white papers. If you're looking at creating a white paper or trying to spice up an existing one, check out Michael Stezlner's Writing White Papers blog. Do you think that adding white papers to your business blog is a good idea? It's a great example of how blogs can use white papers. MORE
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Do you qualify leads before sending them to your sales team? MORE
documents are called white papers when they are really just extended marketing brochures), properly produced and promoted white papers remain an effective and vital marketing tool—particularly for b2b technology companies. At their best, white papers accomplish two mutually beneficial goals: • They provide readers with valuable, actionable, vendor-agnostic (or at least mostly agnostic) information about a trend, concept or topic. MORE
Strategy for lead generation includes looking at what you want your website to do, rather than what it is. Often, you’ll find that a limited number of concrete changes make a big difference to your lead generation figures. How many leads are converting to sales? MORE
It doesn’t matter what you call your information (white paper/eBook, microsite/landing page), what matters is using information wisely to get found, get known and get clients. Is Your White Paper a Sales Pitch in Disguise? When was the last time you read a white paper that added real value to your research process? With all of these advancements for content marketing, it’s about time we shred the white paper. MORE
White papers rank among the most effective content types for b2b lead generation. Developing a white paper or other long-format content alone won’t spur leads, however. Herein lies the value of white paper syndication. MORE
These do’s and don’ts for white papers will make your content shine. With the market inundated with white papers, you want yours to stand out. Follow these simple rules for successful white paper writing. Lead Generation White Papers Writing Blog Blog Post Content Marketing Editing Homepage Resources MORE
3 Reasons to add pay-per-lead white paper syndication to your digital marketing plan There are three challenges every B2B marketer faces as they try to build a lead generating engine to feed their sales team: 1. By creating quality content like blog posts, white papers, eBooks, infographics, videos, podcasts, and case studies, you can connect with potential buyers in meaningful ways that help solve their most pressing problems. MORE
Results are in from a recent survey on B2B Lead Generation by the B2B Technology Marketing Community on LinkedIn ( free report download here ), and the numbers tell a disheartening story. Key findings from the survey of more than 600 B2B marketing professionals include: * 80 percent of those surveyed report their existing lead generation programs are only slightly or somewhat effective. * 24 percent said they’re unable to gauge how well leads convert to revenue. MORE
Traditional white papers are likely the staple of your content marketing portfolio, and for good reason. According to several recent studies from IDG and DemandGen Report, buyers still leverage white papers to help make B2B purchase decisions. Across the buyer’s decision-making journey, white papers are leveraged during the: Early Discovery phase, for finding new ideas and potential solutions – helping answer “Why Change?” MORE
Wanna know the secret sauce to a great lead generation website and how it feeds into your overall content marketing strategy to deliver leads and ROI? Strategy for lead generation — content marketing’s primary goal — involves looking at what you want your website to do, rather than what it is. Often, you’ll find that a limited number of concrete changes make a big difference to your lead generation figures. How many leads are converting to sales? MORE
This functionality not only generates additional insights for marketers as to just how much of their content prospects are actually reading, but also enables more sophisticated lead qualification methods, for example: granting higher lead scores when an individual prospect reads more than say, 80 percent of a white paper. So, does it matter if your white papers or ebooks or case studies are downloaded but not actually consumed? MORE
The original purpose of white papers as a B2B marketing tactic was to produce objective information, packaged as quasi-academic research, that might validate a company’s or product’s value proposition. White paper sponsors sought to educate, inform, raise comfort levels and eventually initiate sales conversations with prospective customers. White papers jumped the shark when they became paid content. Blue Paper? MORE
The line between lead generation and lead nurturing is often blurred. Before we delve into the differences and similarities between the two, let’s align on a common definition for what a lead is. Lead Generation. What Is Lead Generation? MORE
All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. But how do you find leads and prime them for buying? Welcome to lead generation marketing. What is Lead Generation Marketing? However, not all marketing leads are equal. MORE
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 MORE
Writing the white papers is both an art & science. Marketers who are experts at creating white papers understand that whitepapers don’t occur overnight. What is White Paper Syndication? All the images of the white paper can be used. MORE
Just getting started with lead nurturing? Concerned that your lead nurturing program isn’t everything it should be? Great lead nurturing starts with more than just software. Learn more in Spear’s newest white paper : “Top 10 Tips For Lead Nurturing Success: How to Get the Most From Your Lead Nurturing Program, and How to Plan for Success if You’re Just Getting Started.”. Download your copy of the white paper here. MORE
You’ve written, designed and produced a white paper. Your objective was likely to establish thought leadership, generate leads and perhaps use it to nurture existing leads until they’re ready to buy. If you subscribe to the theory of “if you build it they will come,” your white paper is dead in the water. There is a myriad of methods to promote your white paper, generate interest, and help it climb Google’s search engine rankings. MORE
White paper marketing works! White papers yield powerful influence: 84% of businesses find white papers either moderately or extremely influential in their purchasing decisions. White papers are the most viral form of marketing collateral: White papers are the most commonly shared form of marketing collateral, with 89% of readers passing them along to others. How do you leverage the power of white papers in your marketing? MORE
Producing a white paper takes more effort and planning vs. shorter-form content, but they can be a highly effective marketing tool for building authority and generating leads. Let's take a quick look at the anatomy of a great white paper. MORE
The first time you heard the term “white paper,” it was likely in relation to a government or company policy document. In the context of B2B digital marketing, however, a white paper is long-form content aimed at promoting products or services, using selected facts and logical arguments to build the case. Often, white papers require users to register contact details before downloading, which makes them a valuable lead generation tool. MORE
The best demand generation campaigns start with content that your prospects want. No one question will help you create content that drives quality leads – leads that convert more readily to pipeline and revenue – more than this one. The best demand generation content does more than attract a crowd; it generates engagement from, and dialogue with, prospects who at the very least have the specific pain or problem that your product or solution can solve. MORE
Today white papers have become HOT marketing vehicles, and countless numbers of companies are using them to generate leads and grow their business. In fact, research conducted from leading industry analysts such as Marketing Sherpa, Eccolo Media, Tech Target, and Information Week all show that the vast majority of today’s business decision makers use white papers to make critical purchase decisions and learn about vendor solutions. MORE
Industrial Marketing Today
FEBRUARY 4, 2013
White papers are used most frequently for lead generation and nurturing in industrial marketing. Many of these white papers are very technical and require engineers and other domain experts to [.]. Content Marketing Industrial Lead Generation White Paper Marketing Gated industrial lead generation Industrial Marketing lead nurturing Regsitration Ungated White papers
The Point
FEBRUARY 14, 2018
This functionality not only generates additional insights for marketers as to just how much of their content prospects are actually reading, but also enables more sophisticated lead qualification methods, for example: granting higher lead scores when an individual prospect reads more than say, 80 percent of a white paper. So, does it matter if your white papers or ebooks or case studies are downloaded but not actually consumed?
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TrueInfluence
JULY 23, 2021
White papers rank among the most effective content types for b2b lead generation. Developing a white paper or other long-format content alone won’t spur leads, however. Herein lies the value of white paper syndication.
The Point
JULY 18, 2011
Dollar for dollar, white papers continue to be some of the most effective offers for most high-technology marketers. Prospects are usually more likely to download or otherwise register for a white paper vs. a Webinar, free trial, etc. because 1) the time commitment is minimal, and 2) white papers are perceived (not always justifiably) as information of value rather than sales collateral.
The Point
SEPTEMBER 16, 2011
How is it that a quality white paper on a hot topic can still generate bad leads? Even a well-written white paper, by a respected author, on a hot topic of vital interest to your target audience, can still generate leads your salespeople will consider “junk.” In my experience, the problem in these situations is invariably that the content on offer did not align with the types of leads the company was trying to generate.
DivvyHQ
AUGUST 27, 2020
Producing a white paper takes more effort and planning vs. shorter-form content, but they can be a highly effective marketing tool for building authority and generating leads. Let's take a quick look at the anatomy of a great white paper.
Marketing Craftmanship
MARCH 27, 2013
The original purpose of white papers as a B2B marketing tactic was to produce objective information, packaged as quasi-academic research, that might validate a company’s or product’s value proposition. White paper sponsors sought to educate, inform, raise comfort levels and eventually initiate sales conversations with prospective customers. White papers jumped the shark when they became paid content. Blue Paper?
NuSpark
DECEMBER 9, 2012
Well, your firm has written and produced a white paper. A quality white paper can one of the most important content marketing vehicles to generate leads within your internet marketing plan. Your ultimate goals with white papers are typically the following: . . Generate new leads. Nurture existing leads. There are a myriad of methods to promote your white paper, generate interest, and get Google to index them for SEO.
Ambal's Amusings
SEPTEMBER 9, 2010
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?" Jonathan Kantor is the principal and founder of The Appum Group, " The White Paper Company ", and has been producing commercial white papers for the past 11 years. White Paper FAQs.
NuSpark
MARCH 3, 2016
You’ve written, designed and produced a white paper. Your objective was likely to establish thought leadership, generate leads and perhaps use it to nurture existing leads until they’re ready to buy. If you subscribe to the theory of “if you build it they will come,” your white paper is dead in the water. There is a myriad of methods to promote your white paper, generate interest, and help it climb Google’s search engine rankings.
NuSpark
MARCH 24, 2019
The first time you heard the term “white paper,” it was likely in relation to a government or company policy document. In the context of B2B digital marketing, however, a white paper is long-form content aimed at promoting products or services, using selected facts and logical arguments to build the case. Often, white papers require users to register contact details before downloading, which makes them a valuable lead generation tool.
|
ClearVoice
FEBRUARY 9, 2021
What is a white paper? A white paper is an in-depth piece of content (similar to an ebook) or well-researched report that allows a business to serve as an authority on a topic, often by presenting a problem alongside a solution. Research papers.
Writing on the Web
APRIL 4, 2011
It doesn’t matter what you call your information (white paper/eBook, microsite/landing page), what matters is using information wisely to get found, get known and get clients. Is Your White Paper a Sales Pitch in Disguise? When was the last time you read a white paper that added real value to your research process? With all of these advancements for content marketing, it’s about time we shred the white paper.
NuSpark
OCTOBER 31, 2010
Many companies have noticed that their white papers aren’t attracting the attention they once did. With all the shiny new toys available in marketing today, some are even asking the question, “Is the traditional white paper dead?”. A better question to ask might be, “Am I using white papers correctly?” Sadly, often the answer is “No.”.
Ambal's Amusings
JANUARY 14, 2010
White paper marketing works! White papers yield powerful influence: 84% of businesses find white papers either moderately or extremely influential in their purchasing decisions. White papers are the most viral form of marketing collateral: White papers are the most commonly shared form of marketing collateral, with 89% of readers passing them along to others. How do you leverage the power of white papers in your marketing?
SWZD
NOVEMBER 24, 2015
These do’s and don’ts for white papers will make your content shine. With the market inundated with white papers, you want yours to stand out. Follow these simple rules for successful white paper writing. Lead Generation White Papers Writing Blog Blog Post Content Marketing Editing Homepage Resources
Webbiquity
MARCH 25, 2014
documents are called white papers when they are really just extended marketing brochures), properly produced and promoted white papers remain an effective and vital marketing tool—particularly for b2b technology companies. At their best, white papers accomplish two mutually beneficial goals: • They provide readers with valuable, actionable, vendor-agnostic (or at least mostly agnostic) information about a trend, concept or topic.
B2B Lead Generation
AUGUST 23, 2006
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Do you qualify leads before sending them to your sales team?
Buzz Marketing for Technology
MAY 26, 2010
In a recent conversation I was having with the Bloom Group they believe “the practice of publishing white papers must come to a close because of the utter proliferation of white papers, and the poor content contained within so many of them.” Kill the white paper!” We think white papers – even those in PDF form that are emailed or posted on a website – are a relic of the print days” said Bob Buday , President of the Bloom Group.
The Point
JUNE 11, 2010
Just getting started with lead nurturing? Concerned that your lead nurturing program isn’t everything it should be? Great lead nurturing starts with more than just software. Learn more in Spear’s newest white paper : “Top 10 Tips For Lead Nurturing Success: How to Get the Most From Your Lead Nurturing Program, and How to Plan for Success if You’re Just Getting Started.”. Download your copy of the white paper here.
Ambal's Amusings
APRIL 30, 2011
Today white papers have become HOT marketing vehicles, and countless numbers of companies are using them to generate leads and grow their business. In fact, research conducted from leading industry analysts such as Marketing Sherpa, Eccolo Media, Tech Target, and Information Week all show that the vast majority of today’s business decision makers use white papers to make critical purchase decisions and learn about vendor solutions.
Zoominfo
JANUARY 8, 2021
All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. But how do you find leads and prime them for buying? Welcome to lead generation marketing. What is Lead Generation Marketing? However, not all marketing leads are equal.
Anything Goes Marketing
AUGUST 26, 2006
How are B2B companies generating leads these days? I found a great blog on of these lead generation methods that focuses on white papers. If you're looking at creating a white paper or trying to spice up an existing one, check out Michael Stezlner's Writing White Papers blog. Do you think that adding white papers to your business blog is a good idea? It's a great example of how blogs can use white papers.
Valasys
DECEMBER 12, 2019
Writing the white papers is both an art & science. Marketers who are experts at creating white papers understand that whitepapers don’t occur overnight. What is White Paper Syndication? All the images of the white paper can be used.
B2B Lead Generation
OCTOBER 6, 2006
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0
The Point
AUGUST 25, 2015
It’s important to recognize that content syndication leads are not like most sales leads. When someone registers to download a white paper or podcast or case study about the business challenge that your product solves, he or she is expressing an interest in that topic, not necessarily in your product. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail.
Tomorrow People
JANUARY 7, 2021
Strategy for lead generation includes looking at what you want your website to do, rather than what it is. Often, you’ll find that a limited number of concrete changes make a big difference to your lead generation figures. How many leads are converting to sales?
Ambal's Amusings
MAY 6, 2010
Which content should be gated to genereate leads? We asked white paper experts: " How should marketers balance the need for free content (helpful for prospects decision making) Vs. the need to have content that produces a steady flow of good leads (that can directed to sales team)? Jonathan Kantor is the principal and founder of The Appum Group, " The White Paper Company ", and has been producing commercial white papers for the past 11 years.
Sales Engine
APRIL 24, 2018
3 Reasons to add pay-per-lead white paper syndication to your digital marketing plan There are three challenges every B2B marketer faces as they try to build a lead generating engine to feed their sales team: 1. By creating quality content like blog posts, white papers, eBooks, infographics, videos, podcasts, and case studies, you can connect with potential buyers in meaningful ways that help solve their most pressing problems.
The Point
AUGUST 20, 2015
Results are in from a recent survey on B2B Lead Generation by the B2B Technology Marketing Community on LinkedIn ( free report download here ), and the numbers tell a disheartening story. Key findings from the survey of more than 600 B2B marketing professionals include: * 80 percent of those surveyed report their existing lead generation programs are only slightly or somewhat effective. * 24 percent said they’re unable to gauge how well leads convert to revenue.
The ROI Guy
OCTOBER 8, 2014
Traditional white papers are likely the staple of your content marketing portfolio, and for good reason. According to several recent studies from IDG and DemandGen Report, buyers still leverage white papers to help make B2B purchase decisions. Across the buyer’s decision-making journey, white papers are leveraged during the: Early Discovery phase, for finding new ideas and potential solutions – helping answer “Why Change?”
Tomorrow People
MARCH 22, 2018
Wanna know the secret sauce to a great lead generation website and how it feeds into your overall content marketing strategy to deliver leads and ROI? Strategy for lead generation — content marketing’s primary goal — involves looking at what you want your website to do, rather than what it is. Often, you’ll find that a limited number of concrete changes make a big difference to your lead generation figures. How many leads are converting to sales?
B2B Lead Generation
AUGUST 11, 2005
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0
Launch Marketing
FEBRUARY 24, 2021
The line between lead generation and lead nurturing is often blurred. Before we delve into the differences and similarities between the two, let’s align on a common definition for what a lead is. Lead Generation. What Is Lead Generation?
Outgrow
AUGUST 6, 2021
12 Best Lead Generation Ideas to Implement in 2021. Lead generation is the cornerstone of every marketing effort for both B2C and B2B businesses alike. But the hours spent on generating quality leads must be fruitful. – Highly qualified leads! .
The Point
APRIL 19, 2017
The best demand generation campaigns start with content that your prospects want. No one question will help you create content that drives quality leads – leads that convert more readily to pipeline and revenue – more than this one. The best demand generation content does more than attract a crowd; it generates engagement from, and dialogue with, prospects who at the very least have the specific pain or problem that your product or solution can solve.
B2B Lead Generation
DECEMBER 15, 2014
Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). Here are four steps to engage and develop leads via influencers: Step 1: Target — Map out the key players, experts and opinion molders in your industry. As you build your lead generation program, your experts may be interested in codeveloping white papers, special research reports, articles and even events with you.
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