Why B2B content marketing needs a human face

man-1483479_640Chances are your marketing budget is being stretched. Many dollars are often wasted by casting a wide fish net across a number of market segments in the hopes of reaching potential buyers. If your messaging is not resonating with the right people, no one will notice.

One of the best ways to build a brand and deepen customer relationships is via content marketing – the creation, publication, and distribution of relevant, high-value content that is customized to the needs of targeted groups. The goal is moving the prospect deeper into the sales funnel towards conversion.

Business-to-business (B2B) marketers are embracing content marketing for their sales pipeline using various digital formats, including websites, articles, case studies, blogs, whitepapers, and videos. The Content Marketing Institute (CMI) 2016 Benchmark study indicates 88 percent of B2B marketers are using content marketing for top goals of lead generation (85%) and sales (84%).

According to the CMI research, one in five B2B marketers are making content personalization a top priority. It’s important to tailor messaging by industry sector, organization size and buyer role – essentially segmenting your database.

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Buyer Persona

Aligning Content with a Buyer Persona:

What has your content done for you lately? Marketers are great at crafting messages filled with strong calls to action.  However, if the communication is not resonating or reaching the right audience, campaign success is unlikely.

Content is now an important ingredient in the marketer’s toolbox.  One of the best ways to build a brand and deepen customer relationships is via content marketing: the creation, publication, and distribution of relevant, high-value content, tailored to the needs of targeted groups.

Marketers have been transformed into educators and content must always communicate value.  What value can your organization provide buyers of your products and services?

Creating a buyer persona starts by defining your ideal customer. Continue reading