B-to-B Prospects Want Information

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B-to-B Prospects Want Information

Fresh leads are the lifeblood of any sales organization. However, getting people to respond to advertising and other lead generating activities is challenging, especially for B-to-B marketers.

In an article for Direct Magazine, Ruth Stevens tells why information is the best thing you can offer B-to-B prospects.

Information in the form of white papers, case studies, and other helpful information allows prospects to learn about your products without the pressure of a salesperson looking to close the deal.

Some of the marketing benefits of information as offers in the article are:

High perceived value
Qualifies the lead regarding seriousness
Inexpensive to distribute

The article is a good overview of why we produce white papers and other information for leads and prospects.