Determine how your prospects buy.
List the steps that you think prospects logically take from the time they recognize a problem to the time that they purchase a solution.
Talk with te customers or ask your sales reps for more insight.
Figure out what steps they take, what they need to know at each step, and how you can deliver that information most effectively
I. Moderandi in The Startegic Marketing Process — How to Structure Your Marketing Activities to Achieve Better Results