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Content Marketing For B2B Complex Sales: 10 Ways To Help Win the Deal

by Dave Vranicar on Nov 17, 2015 12:18:56 PM

It's the fashion these days to write short, minimal content for business-to-business (or B2B) websites, even when the product or service is complex. The theory is that no one reads anymore. 


Websites are mainly for reading, or at least for browsing.  When people make important decisions, they're hungry for information to guide their choices. They'll digest your content if you make it useful and interesting. 

This post is for people who work at companies that sell complex, expensive products or services to other businesses. It focuses on ways that your website and the content you offer on it should be different from those of companies that sell simpler products. 

Does your website provide enough of the right kind of information to help visitors make big buying decisions?

Hare are 10 suggestions to help you ensure that it does.     

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Topics: B2B, lead generation, websites, online marketing, complex sales, content marketing

B2B Social Media: What You Need to Know

by Dave Vranicar on Mar 3, 2012 6:33:00 AM

With more than 812 million users on Facebook at the time of this writing, social media are clearly more than a passing fad. As useful as social media have become for business-to-consumer (or B2C) marketers, what is their relevance for business-to-business (or B2B) marketing?

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Topics: blogs, social media, lead generation, trends, survey

Best Lead-Generation Techniques for B2B? Blogs Win

by Dave Vranicar on Feb 28, 2012 1:03:00 PM

Blogs are no longer an afterthought on most B2B websites. In fact, they've become one of the most cost-effective channels for generating sales leads in business-to-business marketing. Yet plenty of companies are missing the boat by not posting to their blogs often enough. 

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Topics: blogs, social media, B2B, lead generation

Lead Generation Tops Priorities for B2B Marketers in 2012

by Dave Vranicar on Feb 15, 2012 1:40:00 PM

B2B marketers have said generating leads is their top goal for 2012. And converting qualified leads into paying customers is their biggest challenge. This is the finding of a survey of about 1,750 B2B marketers, conducted by MarketingSherpa in June 2011. (See chart.)

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Topics: B2B, lead generation, trends, survey, inbound marketing

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Quick Red is an eclectic blog at the intersection of B2B marketing, sales, entrepreneurship, agility, lean startup, and design thinking.  

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