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 ROI Guy

NOVEMBER 7, 2017

You download that white paper, and because it’s gated, you’re required to fill out a lead capture form – your name, email address, Company, title, location, phone number, name of first born…Worse, you know you’re immediately going to get that lame phone call or email follow-up: “I see you downloaded our white paper, want to talk?”.

Peer-to-peer 126

Peer-to-peer Advertising Benchmark Marketing Automation Services Paper 126

markempa

SEPTEMBER 9, 2013

We have all downloaded a white paper or attended a webinar. With this as a context, let me propose a replacement for BANT. Now, before introducing an alternative to BANT, I would ask you to think about the mindset of business prospects when they first express interest by sharing their identity. Think back on that experience.

Lead Gen 120

Lead Gen Lead Ranking Lead Scoring Sales Qualified Leads 120

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

MARCH 18, 2024

In traditional publishing, authors complete a manuscript, develop a proposal, and then submit it to a publishing house. An editor will determine whether to reject or pursue the proposal. Our latest white paper offers tips for breaking into the publishing industry and becoming a published author.

Marketing Proposals 101

Marketing Proposals Thought Leadership Distribution Eye-Tracking 101

Navigate the Channel

NOVEMBER 6, 2023

We’ve compiled a list of marketing mishaps that are most likely to frustrate your customer—along with our proposed solutions: 1. Offering something of value in exchange for contact information is another great way to build your email list—think in terms of white papers or free eBooks that offer solutions to a common customer problem.

Opt-out 65

Opt-out Blast Campaigns Opt-in Trade Show 65

Hinge Marketing

OCTOBER 30, 2013

As a former proposal manager, I’ve seen it first hand. Most government contracting companies spend hundreds of hours (and dollars) on their proposals, but put their graphics – each worth a thousand words – in the lowest priority. As a result, many proposals speak beautifully, but display out of date.

Marketing Proposals 48

Marketing Proposals Tips Ad Building Marketing Management 48

Vision Edge Marketing

MARCH 23, 2021

We’ve written numerous articles and white papers, and have dozens of videos on this topic: with best practices for how to: Define measures, metrics and KPIs. Everyone in business today accepts the merits of measurement. One key category of measures, productivity measures, provide insight on how to improve performance.

Product 219

Product Paid Search Agency Advertising Agencies Press 219

BOP Design

JANUARY 7, 2022

With your sales proposal itself, remember that this may be used by an internal champion to sell to the CEO, CFO, etc. Professionally designed and printed guides and white papers delivered via mail will help your firm stand out among the noise on other channels like email. Content Marketing.

B2B Thought Leadership 117

B2B Thought Leadership Paid Search Agency B2B Thought Leadership 117

The ROI Guy

SEPTEMBER 13, 2011

Because buyers have become so focused on economic justification and competitive advantage, Interactive White Papers are often designed to communicate the unique potential benefits and prove the value of proposed solutions.

Paper 40

Paper ROI Differentiation Cost 40

Marketing Insider Group

MAY 3, 2021

It’s like proposing on the first date. Themes for eBooks or white papers that inject a little bit of fun (Bonus tip: If you’re writing an eBook about partnerships, use a theme that includes side stories and images of famous teams throughout history.). Great content leads with education and offers specific takeaways.

B2B Marketing 289

B2B Marketing Content Marketing B2B Thought Leadership Planning 289

Webbiquity

MARCH 7, 2023

But more importantly, they mean you can spend more time doing what you love—delivering great results for awesome clients—and less time on business development and proposal writing. What does the outline (of the eBook, or white paper, or video script, or whatever) look like?

Consulting 347

Consulting Marketing AI Paid Search Agency Ad Building 347

The Point

JULY 27, 2018

So, for example, on a spectrum from low to high: * a white paper is a low bar offer (very little asked of the prospect). * a Webinar is a low bar offer (though not as low as a white paper because of the additional time commitment). * a demo or free trial is a high bar offer (due to the time and resources required). *

Account Based Marketing 100

Account Based Marketing Campaigns Multi-Channel Demand Generation Agencies 100

The Point

AUGUST 27, 2019

At our demand generation agency , LinkedIn advertising is a staple of most client campaigns, and yet when we propose LinkedIn to clients, we often hear comments to the effect of: “We tried and couldn’t make it work.” . – is its ability to target specific audience demographics: job title, industry, etc. Non-Content Offers. Stale Creative.

Paid Content 241

Paid Content Advertising Agencies Linkedin Advertisements 241

The Point

MAY 16, 2018

The key to success in any competitive campaign is to solicit dissatisfaction with the current solution without proposing that the solution be replaced. They list every reason why one product is better than another, and what the customer can gain from making the switch. Big mistake. Let’s say I hate my current office phone system.

Campaigns 191

Campaigns Tips Demand Generation Agencies Lead Scoring 191

ClearVoice

MARCH 16, 2022

Consider this your warning that if you had marketing goals to accomplish, products to launch, or proposals to deliver this quarter, now is the time to get moving. ” Likewise, Gupta shared how the development of bite-sized content — rather than long white papers — has permeated the B2B world just as it has B2C efforts.

Trends 98

Trends Campaigns Banner Ads Copyright 98

Lead Forensics

APRIL 2, 2024

Offer support materials like case studies or white papers that address potential internal concerns. Offer a valuable resource, like an industry report or white paper, that addresses their challenges. Offer additional resources like case studies, white papers, or product webinars to address their knowledge gaps.

Effectiveness 52

Effectiveness Work Management RFP Case Studies 52

Only B2B

MARCH 20, 2024

MQL qualification criteria vary by industry and target audience, but common factors include: Downloading white papers or ebooks. Requesting quotes or proposals. They’ve downloaded content, attended webinars, or visited product pages, indicating potential customer status. Attending webinars or events.

High Quality Lead 62

High Quality Lead Lead Ranking Marketing Qualified Leads MQL 62

The ROI Guy

SEPTEMBER 13, 2011

Yes, depending on the purpose of the Interactive White Paper , you may want to customize quantitative content, such as: An analysis of the potential savings / benefits the solution could deliver, The total cost of ownership (TCO) advantages of the proposed solution versus the currently installed solutions / status-quo, S izing and pricing estimates, (..)

Paper 40

Paper Case Study Case Studies Content 40

The Point

JULY 16, 2015

Seriously though, that is one gorgeous white paper. Let me count the ways: The aforementioned white paper image is HUGE. The headline, “Marketing Performance Management for the CMO”, reads like the proposed title for a college marketing course. But what a beautiful white paper. The offer image.

CMO 100

CMO Paper Marketing Management Marketing Proposals 100

The ROI Guy

SEPTEMBER 15, 2011

Developing a unique style makes the white papers and presentations the tool develops stand out for third-party positioning and enhanced credibility. Yes, the reports are based on standard Word and PPT templates, making it easy to exactly match the style and format you require.

Paper 40

Paper Marketing Proposals Marketing Report Tools 40

ClearVoice

JANUARY 26, 2024

Some examples include: Driving Awareness Blogs Guides Social Media Lead → Customer Conversion eBooks & White Papers Customer Stories Sales Videos Email Nurture Sequences Customer Retention Help Centers Interactive Webinars Customer Newsletters Longevity of Content The value of content extends far beyond the initial investment.

Paid Content 92

Paid Content Top of Funnel Work Management Marketing Management 92

The ROI Guy

AUGUST 12, 2015

To stimulate this part of the brain, your content needs storytelling and using simple visuals, show clear contrast between how the status quo is risky / costly, and how your proposed solution can “save the day”. The Middle Brain and Trust - the "limbic brain is responsible for measuring credibility and gauging trust.

Paper 40

Paper Marketing Budget Demand Generation Agencies Storytelling 40

Hinge Marketing

FEBRUARY 22, 2024

In the chart below, you’ll see that the top three most impactful techniques identified by High Growth firms were 1) assessments and consultations, 2) live demos, and 3) business development materials, such as qualifications presentations, pitch materials, and proposals. Why the change?

Studies 74

Studies Top of Funnel Marketing Budget Peer-to-peer 74

Lead Forensics

APRIL 2, 2024

Offer support materials like case studies or white papers that address potential internal concerns. Offer a valuable resource, like an industry report or white paper, that addresses their challenges. Offer additional resources like case studies, white papers, or product webinars to address their knowledge gaps.

Effectiveness 40

Effectiveness Work Management RFP Case Studies 40

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). Looking for more on this topic?

Marketing Attribution 153

Marketing Attribution Multi-Touch Attribution Multi-Channel Allocation 153

Martech

FEBRUARY 28, 2022

You have to determine whether they’re serious before you invest time and money in phone contacts, the discovery process, putting together a proposal and going through the rigorous request-for-proposal process. Across the board, email is a lead-generation tool.

Marketing Automation Services 129

Marketing Automation Services Intent Marketing Automation Email Marketing 129

Hinge Marketing

MAY 23, 2016

Contrast this with a lead generating website that is designed to make it easy for clients to understand your value proposition, download valuable information and request a proposal. 8) White Papers or e-Books. White papers also make great pay-per-click offers. White papers also make great pay-per-click offers.

Online Lead Generation 118

Online Lead Generation Lead Generation Lead Ranking Sales Qualified Leads 118

Martech

MAY 8, 2023

Predictive analytics — used to predict user behavior based on large datasets of past behavior, as well as to predict the next-best-action (show her a relevant white paper, show him a red baseball cap, send an email) — has been AI-powered for a long time. Well-known vendors have been baking AI into their solutions for almost a decade.

Marketing AI 108

Marketing AI Enterprise Management Work Management Marketing Management 108

Onalytica B2B

MAY 3, 2018

If they produce lots of fun and exciting video content over written content, do not approach them proposing that they collaborate on a white paper with you. Some examples of catalysts: A content campaign – are you writing a blog post or publishing a white paper that influencers can contribute to?

Work Management 242

Work Management Budget Programs Enterprise Management Marketing Budget 242

ClearVoice

DECEMBER 5, 2022

This can include hiring writers for blog posts, social media posts, white papers, etc. There have probably been a few marriage proposals that worked on the first date, but it’s rare. Look at your overall marketing budget and designate a portion, say 25%, to content marketing. Or, if it’s not working, evaluate it.

Marketing Budget Creation 105

Marketing Budget Creation Planning Marketing Budget Paid Search Agency 105

Vision Edge Marketing

JANUARY 18, 2018

We set performance targets for both response rates (such as open and click through rates), conversion-to-conversation rates, as well as request for proposal and proposal-to-close rates and total net new customers. White papers, case studies, and educational content were offered in each email, tailored to the persona and the trigger.

Account Based Marketing 132

Account Based Marketing Research Planning ABM 132

Martech

DECEMBER 7, 2021

How do they propose you avoid tool fatigue and checkout for your organization? Marketers have been at work developing processes that allow them to work with those outside their own offices since marketing projects—campaigns, websites, white papers , or webinars —frequently involve working with outside sources.

Work Management 99

Work Management Enterprise Management Digital Asset Management Marketing Management 99

Marketing Insider Group

AUGUST 30, 2021

They call our content based on its utility and how they feel about it; terrific ebook, helpful blog post, useful white paper, fantastic article, excellent video, etc. If the science-y stuff I mentioned earlier fascinates you as much as it fascinates me, I encourage you to look into Damasio’s proposed Somatic Marker Hypothesis.

Paid Search Agency 291

Paid Search Agency B2B Sales Marketing & Strategy CMO 291

BOP Design

JULY 17, 2019

When it comes times to make contact, schedule a demo, or get a proposal, all they have to do is click on your ad or they already remember your name since the ads have created strong awareness of your company’s brand. While a person who downloads a white paper may not be a “hot buyer” they are still a warm lead.

B2B Sales 57

B2B Sales Design Top of Funnel Marketing Websites 57

ClearVoice

OCTOBER 12, 2021

As long as you track the status of each proposed piece of content and which personas and funnel positions it targets, along with your proposed deadlines for creating and publishing, you’ll find it far easier to keep up with your production goals. Use focus tools. Additionally, don’t limit yourself to written content.

Top of Funnel 126

Top of Funnel Planning Content Marketing Work Management 126

The ROI Guy

JUNE 27, 2018

The solution you propose must be prescriptive, aligning specifically to the prospect’s business objectives, and assembled to solve a priority business challenge. 4) Profit – whatever you propose, buyers remain focused on the economics of each decision, and remain frugal. Recommending a one-size-fits-all solution doesn’t work.

Interactive Marketing 58

Interactive Marketing Work Management Marketing Management Content Marketing 58