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    Home > Marketing

    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.

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