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Buying Process Playbook

Use this Buying Process Playbook as a roadmap for defining a process that aligns content to buyer needs and stages in their buying process, automates lead nurturing & scoring, and optimizes sales & marketing alignment.

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Buying Process Playbook

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  1. Buying Process Playbook VALIDATE UNDERSTAND DESIGN BUILD DEPLOY IDENTIFY BUILD/TEST AUTOMATED SYSTEMS CONTENT & BUYER’S JOURNEY BENCHMARKS ESTABLISH GOALS, CHARTER & BUSINESS CASE DEFINE & MEASURE METRICS BUYING PROCESS CONTENT PLAN BUILD BUYING PROCESS CONTENT ALIGN/TEST WITH CRM & SALES AUTOMATION INBOUND & OUTBOUND ACQUISITION PLAN INBOUND (PPC, SEO WEBSITE, BLOG, LANDING PAGES) CONTENT MARKETING BENCHMARKS BUYER PERSONA & KEY PLAYER MAPPING ANALYZE PERFORMANCE SLOW DEPLOY INBOUND & OUTBOUND SYSTEMS CONTENT FLOW (LEAD NURTURE PLAN) OUTBOUND (ADS, EMAIL, DIRECT MAIL, LANDING PAGES) VALUE IMPROVE & OPTIMIZE MARKETING REPORT CARD BENCHMARKS PROPOSITION & PROOF SALES & MARKETING ALIGNMENT LEAD SCORING & PROGRESSIVE PROFILING BUILD LEAD NURTURING PROGRAMS MARKETING AUTOMATION LANDSCAPE VOC & BUYING PROCESS RESEARCH CONTROL OPTIMIZATION

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