How Your Content Converts Prospects to Buyers

Check out The Content Grid from Eloqua… I was impressed with the layout.

Across the top you have the business stages: Awareness, Consideration and Close. Each row describes one step in the buying sequence, along with corresponding content for that step. The dots even describe recommended distribution channels.

I was surprised, however, to see pricing guides not appearing until the bottom. Maybe that’s why I get so frustrated with websites. I want to see the pricing at the top when I am researching vendors or at least narrowing the field.

How about you? What kind of content do you like to see and when? What helps you most before you buy?