Posts Tagged ‘lead generation’

What makes a buyer ready to buy? How severe is a pain before the buyer will depart with funds to acquire your product or service? As I have said before: status quo should be on your list of competitors. Sometimes the alternative is more daunting than whatever system is in place at the moment, and the…

Another form of content you can share with prospects and clients is an eBook. Growing in popularity as a business tool, eBooks are another opportunity to bridge the formality gap between a White Paper and a Case Study. But how do White Papers and eBooks differ? White Papers First and foremost: white papers are not about…

Sales is about Buying – this much we have discussed. A big part of making it easy for people to buy from you is the right educational content. “Educational” means it imparts knowledge that is helpful to the recipient. It is, in other words, solution-focused information, rather than brand-focused. You want to be ready for…