How and When to Use Content in the B2B Sales Process

19 01 2011

The B2B sales process is unique to each company offering products or services. The B2B marketer has two challenges — the first is to define the buying process. The second is to determine what content is presented with each stage in the buying process.

At the MarketingSherpa Email Summit 2011 panelists from, “How to Develop Content for Specific Buying Stages” gave their own B2B marketing focus and definition of the buying process. But all three agreed on some basic elements about using content in a B2B sale and the main transition points in the buying process.




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