Category Archives: White Paper Syndication

Why Salespeople Hate Most White Paper Leads

September 16, 2011 – 7:08 am

How is it that a quality white paper on a hot topic can still generate bad leads? It’s got to be the media, right? Wrong. It’s the offer. 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 [...]

By Howard Sewell | Also posted in B2B Marketing, Content marketing, Content Syndication, Demand Generation, lead generation, White Papers | Tagged , , , | Comments (1)

Sample Outline for a Lead Generation White Paper

July 18, 2011 – 11:15 am

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 [...]

By Howard Sewell | Also posted in B2B Marketing, Content marketing, Content Syndication, Demand Generation, lead generation, Offer Strategy, White Papers | Tagged , , | Comments (1)

5 Creative Ways to Make Your White Paper Irresistible

June 28, 2011 – 8:43 am

“Always show an image of the offer.” It’s a rule I quote often, one repeated to me ad nauseum many years ago by an early mentor and long-time direct marketing veteran. The logic: whatever it is you want your reader to download, request, order, or register for, a visual image of that offer makes it [...]

By Howard Sewell | Also posted in Content marketing, Demand Generation, direct marketing, Inbound marketing, Landing Pages, White Papers | Tagged , , , , , , | Comments (1)

Marketo’s Ebook: A Lesson In Content Marketing

August 10, 2009 – 9:37 am

When marketing automation vendor Marketo released their “Definitive Guide to Lead Nurturing” last week they knew pretty quickly they had a hit on their hands. Within 6 hours, 1,000 people had registered and downloaded the guide. Think about it: that’s 1,000 sales leads (and make no mistake, that’s what they are) in less than a [...]

By Howard Sewell | Also posted in B2B Marketing, Content marketing, Content Syndication, Demand Generation, Inbound marketing, lead generation, Lead Nurturing, SEM, White Papers | Tagged , , , , , , , , | Comments (3)

Lead Gen: Don’t Go for the Quick Sale

June 29, 2009 – 5:08 am

Here’s an interesting post by Mike Damphousse of Green Leads that I found through Funnelholic (thanks Craig) on how lead nurturing impacts the effectiveness of calling campaigns designed to secure qualified sales appointments. The conclusion, not surprisingly: that prospects who have been nurtured over time are much more likely (by a factor of 15 percent, [...]

By Howard Sewell | Also posted in B2B Marketing, Database Marketing, Demand Generation, Lead Management, Lead Nurturing, Marketing Automation | Tagged , , , | Comments (0)