Author Archives: Paul McKeon

Reprinted with the author’s permission from The Content Factor blog. I’m frequently approached by writers looking for work, and the first thing they want me to see is a sample of their writing. In ten seconds, I can tell whether a writer can put a decent paragraph together. But writing is only the first of [...]

This is the second of two posts abridged with the author’s permission from a series on The Content Factor blog. Stage 3: The Engaged Buyer Your suspects have become prospects, and then qualified prospects. They have landed smack in the middle of your sales funnel. They have even met with your account rep and senior [...]

This is the first of two posts abridged with the author’s permission from a series on The Content Factor blog. There are four major stages of the buying cycle, each of which requires a wholly different content approach. Unaware: Buyer is not explicitly in the market, but should be. Content should be interruptive. Tentative: Buyer [...]