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  1. How to escort the buyer from "Life's great" to "This problem's killing us"
  2. How the "Sales Force" compares with the "Sales Machine" approach
  3. The three IT value components, and how to use them in writing.


From the age of brute force selling via sales forces, we've arrived at the age when buyers do their best to avoid salespeople. If IT SMBs want to survive and thrive, they have to change their sales approach from maniacal pursuit of the market to magnetic attraction of the market.

In this approach, the first contact between buyers and sellers is a piece of written content. If the content is written correctly, it intrigues buyers for further action with the company from this the content originates, and buyers and sellers enter into nurturing relationships that leads to a high probability of doing business together. But, if the content is structured incorrectly, then buyers discard them and move on to other sellers of similar products/services.

In this document, we lay out and dissect the 21 components of an intriguing content piece that stays in synch with buyers' decision-making processes. We take the buyer on a journey from frustration to euphoria and see how we have to communicate with them.

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Source: How to Structure IT Marketing Content for Maximum Response PDF document


How to Structure IT Marketing Content for Maximum Response

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File Type: PDF (pdf)

File Size: 618.8 KB

Number of Pages: 14

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Initial upload date (first version): Oct 12, 2015
Most recent version published: Oct 13, 2015

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