Using White Papers to Generate More Quality Leads

High Octane Product Management

To this day, white papers are still largely viewed as more educational than propaganda. For all the white papers produced, many B2B organizations fail to get the maximum marketing value for their efforts. The Playbook: White Papers 101. A white paper in its most basic form educates prospective customers on your approach to addressing an issue without making a direct sales pitch. White Papers as a Hook.

Customer Value, Underperforming Products, Product Demo Objections and More

High Octane Product Management

Plus, tips on using white papers to generate more qualified leads and the difference between voice of the customer and sales feedback. Using White Papers to Generate More Quality Leads. The B2B Product Manager Magazine May 2017 is now available. In this issue we examine the impact of a customer value culture, why products underperform and three steps to connect corporate strategy to product, marketing and sales execution plans.

Demo 100

Transform Your Customer Relationships Using the Right Sales Collateral

Pragmatic Marketing

Download the white paper from MarketReach: Six Common Technology Marketing Mistakes (and strategies to avoid them). Modern marketers have a myriad of choices-both print and digital-when it comes to sales collateral and tools. But are your current tools properly aligned with your buyer's journey and the way customers want to do business today?

The most powerful method for training the sales force

Under10 Playbook

Product management can educate using white papers, published positioning statements, long term direction articles, and general industry notes. Internal communication represents the most powerful method for training the sales force—and reducing requests for sales support calls.

Creating Effective Channel Training

Under10 Playbook

At consideration and interest, we have ebooks, articles, white papers as well as landing pages with call-to-action forms. Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime. —author unknown.

Branding and Lead Generation: Battle or Balancing Act?

Pragmatic Marketing

From videos and white papers to webcasts and ebooks, HubSpot consistently develops content B2B audiences desire, while simultaneously promoting their brand. Create downloadable opportunities for users to connect with you via landing pages, infographics, case studies or white papers. It seems there is a never-ending competition for customer mindshare. We all want prospective customers to consider our brand.

A Practitioner's Guide to Product Message Maps

Pragmatic Marketing

And they also serve as a messaging structure for white papers, presentations, webinars and product videos. More broadly, companies can use this information for subheadings on product brochures, within executive summaries of white papers, or as product descriptions for award nominations. And still others may develop content for white papers, presentations and other marketing communications. Indulge me for a minute.

Your first days… as product manager

Under10 Playbook

You can probably find some customer documentation and help screens, release notes, product plans, sales and conference presentations, white papers and ebooks, and sales enablement tools. You’re in your first days as a product manager.

The role of product management in sales demos

Under10 Playbook

White papers, ebooks, blogs, articles, and marketing tools are often too generic for sales teams. I’ve seen many product demonstrations. Some good. Some not. In some cases, it’s clear that the person doing the demo hasn’t prepared and is just following a canned script.

Demo 130

#5Things in Product Management for September 8, 2017

Joe Cotellese

It might be in the form of a story board, or a narrative like a white paper, or a prototype (referred to as a “visiontype”). Over the last couple of weeks, I’ve been focusing on building the MVP for my social selling tool Sharey. Particularly, I am digging into the product vision, and my strategy to get there. This week’s #5Things post focuses on product vision, strategy, roadmaps and how important it is for each of these things to be in alignment. Product Vision.

Begin Your Revenue Marketing Journey

Pragmatic Marketing

They can either cold-call or call someone who has filled out a form or downloaded a white paper. What has changed so much about B2B marketing in the last few years that we’re now using a term like revenue marketing? In a nutshell: accountability. Ask yourself these two questions: Do you currently have any kind of revenue accountability? And if you don’t have revenue accountability today, will you be held accountable in the next 12 months?

Vision vs. Strategy


It might be in the form of a story board, or a narrative like a white paper, or a prototype (referred to as a “ visiontype ”). Overview. In recent articles on keys to product success and the alternative to roadmaps I have highlighted that if you want the benefits of product team empowerment and autonomy, then you need to provide each team with the necessary context in which to make good decisions.

Slack’s Rachel Hepworth on bringing growth marketing to a high growth company

Inside Intercom

Would you rather go after somebody who’s actively using the product and you know is getting value, or somebody who downloaded a white paper and may be vaguely interested? In August of 2016, Rachel Hepworth embarked on a unique challenge: start a growth marketing team at one of the most successful startups of this generation – one that had long relied heavily on word of mouth.

Empire Selling’s Dan Swift on using social media to drive sales leads

Inside Intercom

Now, the second part of it is, once you’re with the executive or even in your outreach through someone, that executive’s going to care about things like white papers to educate them. In a time where buyer behavior has rendered cold calling nearly obsolete, successful sales prospecting begins with using tools like live chat and social media to build relationships. Dan Swift , CEO of Empire Selling , has built his career around the latter.

Product Management and Value Chain Analysis

All About Product Management

Marketing and Sales: SEO/SEM, Selling website space (jobs, ads, sponsorship…), offering ‘must have’ information (news letters, white papers, case studies.).

Getting to S&OP Success

Good Product Manager

Additional Reading: White Paper: Sales & Operations Planning Capabilities Checklist. White Paper: Getting to S&OP Success Our oldest child recently graduated from college with dual undergraduate degrees in Biology and Music Performance. He worked hard to accomplish this in 4 years with a high GPA and we look forward to celebrating his future successes. He was successful, in part, by establishing a reachable goal.

Getting Ready for GDPR in a Software Usage Analytics World


For more information and advice on complying with GDPR, take a look at our white paper, “Privacy, Piracy and Product Usage: GDP Readiness for Software Usage Analytics,” and watch our recent webinar “GDPR Readiness for Software Usage Analytics.”.