1. GAIN LEADS
EDUCATE & NURTURE
CONVERT
CASE STUDIES
DEMOS
ASSESSMENTS
WHITE PAPERS / BUSINESS BRIEFS
WEBINARS
CONTENT MARKETING:
ACCELERATING THE SALES FUNNEL
2. ONE QUESTION BEING ASKED BY MANY MARKETING AND SALES ORGANIZATIONS INVOLVED IN CONTENT
MARKETING IS; HOW CAN WE ACCELERATE QUALIFIED LEADS THROUGH THE MIDDLE OF THE SALES FUNNEL?
The answer comes down to producing and deliver content that is relevant, timely and is focused more on the
buyers process than the organizations selling process. In this document we will share the top converting B2B
mid funnel content types to help you accelerate your mid funnel.
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SALES MARKETING
3. CASE STUDIES
Case Studies help a company prove their
effectiveness. They allow the prospect to
associate measurable results with the company.
The prospect gets to view direct quotes from
former clients and see solutions to problems
similar to their own.
“„
4. WEBINARS
Webinars serve as a valuable tool that
establishes a personal connection. They allow
the business to communicate directly with the
prospects and listen to any questions or
concerns they have. It allows the business the
ability to immerse the client with a wealth of
content. The company has the opportunity
to provide the attendees with planned
content/URLs.
5. 67% OF B2B MARKETERS
USE WEBINARS TO
DELIVER INFORMATION
6. ASSESSMENTS
Assessments are a great way to nurture a lead
and gain the trust of a prospect. One easy way
of achieving this is through free assessment.
It will provide the prospects with advice for
where to go to solve the problem they have.
It also gives the prospect the opportunity to
express any concerns they are having.
This serves as a good transition continuing
down the funnel.
7. WHITE PAPERS/BUSINESS BRIEFS
White papers and business briefs are used at the
top of the funnel to build awareness; however,
they serve as an extremely valuable tool in the
middle as well. White papers guide readers
through an issue or problem the prospects
are facing. Much like assessments, white
papers help build trust and can be used to
help determine where the prospect is in the
buying process.
8. DEMOS
Demos allow the prospects to interact with the
product/service. They allow for the prospects
the ability to ask any questions they have about
the product/solution and provide the company
an opportunity to exhibit their expertise.
Demos generally include face-to-face
conversion with the prospects, resulting
in added trust and confidence.
9. “50% OF LINKEDIN MEMBERS
REPORT THEY ARE MORE
LIKELY TO BUY FROM A
COMPANY THEY ENGAGE
WITH ON LINKEDIN.”
10. CONTACT US TO STREAMLINE YOUR SALES
AND MARKETING TECHNIQUES
MindsOn.com
