What B2B Firms Get Wrong About Thought-Leadership Content

What B2B Firms Get Wrong About Thought-Leadership Content

B2B vendors that create thought-leadership content tend to underestimate the impact of these pieces and overestimate their quality, according to recent research from Edelman and LinkedIn. The report was based on data from a survey of 1,201 businesspeople in the United States who work for firms in a wide rage of industries. Some 89% of buyers (respondents who are responsible for purchase decisions) say thought-leadership content increases their awareness of sellers, 45% say it has led them to invite an organization to bid on a project when not previously considering that vendor, 58% say it has led them to award business to an organization, 58% say it has enabled an organization to command a premium price, and 59% say it has led to the purchase of additional products or services. On the other hand, 59% of sellers say thought-leadership content increases awareness, 17% say it increases consideration, 26% say it drives purchases, 14% say it enables premium pricing, and 29% say it makes cross-selling easier. Only 18% of respondents who are responsible for purchase decisions say the thought-leadership content they encounter from vendors is generally excellent or very good. That's compared with 25% of producers of thought-leadership content who say pieces are generally excellent or very good. About the research: The report was based on data from a survey of 1,201 business people in the United States who work for firms in a wide-rage of different industries.

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B2B vendors that create thought-leadership content tend to underestimate the impact of these pieces and overestimate their quality, according to recent research from Edelman and LinkedIn.

The report was based on data from a survey of 1,201 businesspeople in the United States who work for firms in a wide rage of industries.

Some 89% of buyers (respondents who are responsible for purchase decisions) say thought-leadership content increases their awareness of sellers, 45% say it has led them to invite an organization to bid on a project when not previously considering that vendor, 58% say it has led them…

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