Tag Archive

Tag Archives for " customer-centric "

How Customer-Hero Stories Help You Connect Better

Do you focus on capturing product stories or customer-hero stories? The answer can make a huge difference in your sales and marketing results. Let me explain. Despite all the time, money, resources spent on improving sales productivity, just 13% of sales people produce 87% of revenue in a typical organization according to the Sales Benchmark Index. […]

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How Empathy Will Grow Your Sales and Marketing Pipeline

Are you using empathy in your marketing? Why? Because marketing isn’t something you do to people; it’s something you do with people. You might be wondering: why am I saying this? The problem with modern sales and marketing A problem with I see with marketing (and sales) is this: we get clinical and treat our […]

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Podcasts vs. Webinars which is better?

An interesting conversation started on podcasts vs. webinars at the Church of the Customer Blog. Jackie Huba argues that companies should dump their webinars in favor of videocasts and podcasts. She writes, “the self-serve nature of mobile media means people can listen to podcasts/videocasts when and where they want, not tied to a computer at […]

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Inbound Marketing: How a B2B company used a content marketing strategy to improve customer experience

Inbound marketing is typically a term reserved for B2C companies striving to draw customers in with flashy social media campaigns, witty tweets, and beautiful infographics. B2B companies have the unique challenge of asserting themselves and becoming a voice of authority in their respective industries, and inbound marketing can be a powerful way to do that […]

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8 Questions to Steer Your Marketing Priorities

You could be racing the finest Formula One car, but if you’re always steering in the wrong direction, even a horse and buggy will beat you to the finish line. So it is with marketing. Too many marketers think they can lead the pack by leveraging the hottest channels, software, and platforms. But these tools, […]

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Content Marketing Tips and Ideas for Lead Nurturing

This B2B Lead Blog post features an entire host of content marketing tips for lead nurturing, ranging from building a library of relevant lead nurturing content to an example of twelve-touch lead nurturing track, including the nature and channel of each touch. Also included are examples of content types suitable for five different marketing channels, both digital and traditional.

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Lead Nurturing: You can’t automate trust

Lead nurturing is a key activity in the complex sale, but if that outreach lacks relevancy it probably won’t have the intended impact.

In this B2B Lead Roundtable Blot post, Brian Carroll covers some ill-advised nurturing he experienced at a recent trade show and provides key takeaways on what does make lead nurturing work.

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Lead Generation: It’s all about building relationships

The world of lead generation is changing, but building relationships with customers remains one of the key fundamentals of B2B marketing that still has a lot of room for improvement. Listen to this podcast featuring Steve Gershik of LeadSpace, and Brain Carroll, Executive Director of Revenue Optimization, MECLABS, to learn more about changes in the world of the complex sales.

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Lead Generation: Does your teleprospecting deliver value to prospects?

Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. But when it comes to communicating an organization’s value and credibility, asking the right questions and relieving any anxiety those potential leads may have are key to a campaign’s success.

Read on to learn more about how you can use testing and optimization principles to aid your teleprospecting efforts.

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Email Marketing: Do you test your legacy marketing?

Change can be tough if your organization is entrenched in a legacy approach to marketing. So read on to learn more about how testing and optimization can help you challenge your legacy assumptions by putting them on trial to determine if those practices are still truly the “best” for your organization.

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The Domino Theory of B2B Content Marketing

Too often, marketers think of content marketing as only text and graphics. But, content marketing is the entire customer experience across your customer-facing brand touchpoints. In this blog post, learn about how the “domino theory” of content marketing is a perfect metaphor for engaging prospects, not just within the buying cycle, but across the lifecycle of a customer.

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