About the Contributor

Contributed by Mark Eardley

• The Five Factors of Value That Drive B2B Sales and Protect Margins (Article 3 of 4)

  CONTENT TYPE: Article | ELEMENT: Strategy | TOPIC: Marketing Strategy

  Here's straightforward guidance on how to identify what your customers value, understand how value motivates B2B buying, break through the ...

• Content and the Buying Decision Cycle: Guarantee Your Content Creates Sales (Article 2 of 4)

  CONTENT TYPE: Article | ELEMENT: Create | TOPIC: Demand Generation

  In B2B marketing, to convince customers to buy from you, they must know who you are, what you do, and ...

• How to Engage B2B Decision-Makers Who Generate Your Sales and Margins: Market Focus (Article 1 of 4)

  CONTENT TYPE: Article | ELEMENT: Plan | TOPIC: Demand Generation

  The purpose of B2B marketing is to attract and retain profitable customers. The first step toward that goal is to ...