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A typical priority in revenue growth transformation and Revenue Architecture design is getting to the next level of Demand Generation and Buyer Engagement effectiveness.  Quite often, companies come to us with what they perceive as a “marketing execution” issue. When we dig a little deeper in a Diagnostic, it often becomes clear that while there are always improvement opportunity in the mechanics of marketing execution, core issues often revolve around a broader view of buyer engagement strategy.

For better demand generation performance, it is helpful to validate your buyer engagement strategy by answering these 3 central questions and following these 9 best practices:

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There are likely different schools of thought on this and there are SEO metrics that can prove or disprove the visibility impact of more posts vs. fewer posts, but in my opinion less can be more and quality beats quantity. As the cobbler’s children, we are still enhancing our blog post capacity and shortly, our core team will be more consistently writing posts. But our objective is not to game the SEO system with inbound leads. Our goal is to share articles and perspectives that we think might add some value to our readers and continue the conversations we have every day.

With the increasing spamming of the social web, we are in danger of losing site of the true value of content. I get very concerned when clients consider mass article writing strategies – particularly those clients that market and sell a complex product or service to a sophisticated buyer. These readers know when they are being trapped with content proliferation. Now the buzz is content curation – we need to be careful here too. We don’t need someone to simply compile articles, but we do value an editorial perspective and a careful selection of relevant posts. If I trust you, I will trust the links and content you collect and share.

So, rather than stuff your website with trash blog posts and articles every day, if you are trying to reach a more discerning audience, think quality over quantity.