Using White Papers to Generate More Quality Leads

Proficientz – Product Management University

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.

Three Ways to Get Better At Selling Products You Have

Proficientz – Product Management University

How-to articles and videos, webinars, white papers and best-practice tips are a good way fill the sales pipeline with low hanging fruit, and they won’t break the marketing budget. It’s easier to sell products that don’t exist because they can do anything buyers want.

Customer Value, Underperforming Products, Product Demo Objections and More

Proficientz – Product Management University

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

How Does Product Management Give you the Best Chance of a Successful Digital Transformation?

Mind the Product

Digital transformation is “the use of technology to radically improve performance or reach of enterprises”, according to an MIT and Capgemini white paper. Capgemini’s white paper states that “successful digital transformation does not happen bottom up. Moving from project-based thinking to product-based thinking is an essential part of delivering a successful digital transformation.

Nine companies share 30+ best practices for creating embedded analytics products

to purchase and white-label its solution from Birst, instead of. Learn more › Closing thoughts Take the information that you received in this white paper and. Companies interviewed For this white paper, we interviewed.

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?

Leverage Marketing’s Expertise

Pragmatic Marketing

If the product marketing manager brings this problem to marketing for consideration, marketing’s suggestions might include: Writing a white paper on product infrastructure.

Leverage Marketing’s Expertise

Pragmatic Marketing

If the product marketing manager brings this problem to marketing for consideration, marketing’s suggestions might include: Writing a white paper on product infrastructure.

5 Agile Trends We’re Seeing in 2019

Agile Velocity

If you’d like to learn more about how to avoid getting stuck in your Agile transformation, check out our white paper, 8 Common Pitfalls of an Agile Transformation. We’ve been watching companies thrive—and struggle—for a long time.

Agile 52

Is product marketing the same as marketing? (I say no)

Under10 Playbook

” Marketing replies, “We need a web page with a link to a white paper.” I’m often asked to differentiate product marketing from marketing (or marketing communications, if you prefer). This effort gets confusing for most because of the term “marketing.”

5 Early Indicators Your Embedded Analytics Will Fail

with white-labeled dashboards that match the rest of the. Predictive Analytics Workflow Capabilities White Labeling Integrated Security/Single Sign-On Write-back Personalization/Security Mobile Responsive 8 Like every other feature in your application, the world of.

Hiring for Domain Expertise

Under10 Playbook

They’ll learn more about the domain from a few afternoons with clients than they’ll ever learn from research studies and white papers and survey results.

Great content=the best sales tools

Under10 Playbook

Create ROI calculators, ebooks, white papers, slide decks—all ready to use and ready to share. Great content is the best sales tool in the world.—Marcus —Marcus Sheridan, author, The Sales Lion blog.

Only The Best: Expecting The Most From Your Agile Partner

Agile Velocity

If you’re looking to learn more about preparing for an Agile transformation , check out our white paper, 8 Pitfalls of An Agile Transformation. I’ve found most executives genuinely want to know, “How do I help our Agile transformation?”

Agile 52

More than Data: It’s Networked BI that Enables a “Single Version of the Truth”

Birst BI

You can learn more about Birst’s unique networked BI approach to data governance in the white paper “Governance in the Age of Data Discovery: Delivering Trust and Transparency at Business Speed.”

6 Guiding Principles for Effective Product Discovery

Product Talk

The first question might inspire solutions like “lunch and learns” or the sharing of white papers or blog articles, whereas the second question might inspire solutions like apprenticeship programs or pairing. I’m co-teaching a design course at Northwestern with my friend Jeff Merrell.

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.

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.

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.

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 Little Things

The Product Coalition

and see if I can’t help swing the pendulum back a bit closer to equilibrium :) Example 1: Crisp white sheets (a $5 billion insight) In 2013, I met a startup (then named Oravel) looking to build the first marketplace for affordable accommodations in India. Crisp white sheets.

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

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.

Vision 102

The top marketing statistics for 2018 and why they matter

Inside Intercom

76%: Buyers are most willing to exchange their information for white papers (76% were willing), eBooks (63%), webinars (79%), case studies (57%) and third-party/analyst reports (66%).

9 essential sales steps you need to grow your SaaS startup

Inside Intercom

White papers – these serve as a useful way to demonstrate expertise by writing about the problems your target personas have and offering insights to help them improve their situation.

#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?

Starting The UX Process: How We Organise Kick-off Workshops

UX Studio

Prepare the workshop tools (post-its, whiteboard, large papers, templates, markers, etc.). Whiteboard or large (A/0) white paper. This detailed article will guide you through how we facilitate a UX project kick-off workshop here at UX studio. A kick-off meeting is an opportunity to introduce the UX process, list and format of the deliverables, and project control and change management processes.

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.).

Step-by-step guide to acquire new customers for your new product

The Product Coalition

It goes without saying that acquiring new customers for your business is critical to the growth of your company. It is especially true for companies that are launching new products into the market and have not determined an exact formula to grow their customer base.

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.

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.

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.”.