Stories that Sell

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Another Idea for Getting No-Go Customers off the Fence

Stories that Sell

You may be a customer's best, most beloved vendor, but for various reasons, the customer just can't or won't say yes. •    Larger organizations often have policies against endorsing vendors. •    Some don't want to reveal competitive secrets. •    Others simply don't want to spare the time. It’s been 15 years since I wrote my first case study. WIIFM. Donate to Their Charity of Choice.

7 Companies Boldly Leading with Customer Stories

Stories that Sell

Think about it this way: when you’re planning a special-occasion meal out, do you trust the restaurant’s claim that they serve the best steak in town? I’m sorry to tell you this, but your marketing has a credibility problem. You’re not the only business facing this challenge. Potential customers distrust nearly all marketing. For that, they need objective, outside opinions. Microsoft. Avaya.

Supercharge Your Sales Conversations with Story

Stories that Sell

For individual and organizations alike, a StoryBank one of the best communication tools I know. A guest post by Andrew Nemiccolo. We hear a lot these days about the importance of storytelling in business – especially for sales people. But if you’re a sales person, you may still be wondering how exactly you’ll weave stories into your next face-to-face sales call.

One Case Study Helps Land FIVE Major Customer Awards

Stories that Sell

Best of all, it was in language that United and Acxiom had approved, giving all positive exposure in the perfect pitch they desired. Never doubt the power of a single case study or the positive impact for the featured customer. • 2012 DMA – Marketer of the Year. • 2012 1to1 Media Customer Champion. • 2012 DMA Innovation Award. It''s a big benefit for customers.

Six Key Steps to Successful Marketing Automation Adoption

With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs Selecting a Marketing Automation platform can be a daunting task.

8 Traits of Sales-Win Stories

Stories that Sell

How better to reinforce your best practices and winning strategies across the sales organization? Savvy sales teams share customer success stories to move prospects further toward a purchase decision. But customer case studies aren't the only type of story that can help a rep close a sale. Many companies create sales-win success stories to document what was behind a particular sale.

Happy Customers Tell Their Stories – Live and In Person

Stories that Sell

Either way, a collaboration is best. As you've heard here before, a customer's story can be used for much more than just collateral or for website content. Live presentations are one of the hottest ways to showcase customer stories - and all the more powerful when the happy customer does the presenting. How does it work and what do you need to take into consideration? The outline?

Kronos Spotlights Dozens of Customers through Expanded Reference Program

Stories that Sell

The book Stories that Sell , and a recent blog post here , lauded Kronos Incorporated for its Best Practices Awards Program, an annual program to recognize customers that achieve value and success with Kronos solutions. And in the process, the company uncovered some of its best stories. Those customers received significant exposure at the event and in the media.

Can You Doctor Customers’ Quotes?

Stories that Sell

They are pleased to indicate that the featured solution works well for them, and they're happy, but don't change their words to make it sound like it's the best thing that ever happened to them. In journalism, a person's direct quote is sacred. What's said is said, and any journalist with integrity doesn't change a word. It's marketing. There's what the customer said. In short, a little.

B2B Marketing Trends for 2016

them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.

4 Tips for More Seductive Customer Stories

Stories that Sell

In the effort to get customer stories, just any customer stories, we don't always hold out for the best. Going back to tip #1, choose customers well, in this case those that have only the best results and can share them. (This week, we lost a treasured filmmaker, Nora Ephron. This post is a tribute to her.). But the punch line comes from a woman at a nearby table.

How to Cue Up Hard-Hitting Customer Quotes

Stories that Sell

Here''s a best-practices playbook on getting effective quotes in customer case studies: 1. There are times when, magically, customer quotes are exactly what you dreamed they would be. The featured customer delivers glowing, colorful, emotive comments that speak to the exact challenges that the audience is facing and provide the much-desired validation that the vendor wants in the case study.

Customer Case Studies: Are We Just Being Lazy?

Stories that Sell

And what are your own steps to write your best case study possible? I'm bored. I've read one too many customer case studies that just don't try hard enough. The latest offender: a feature on a frequent flyer in an airline inflight magazine that will remain nameless. The back story. This past weekend I traveled to Phoenix to cheer family on in a half marathon. It's easy to be lazy.

How to Cut Case Study Approval Times by 75%

Stories that Sell

When it comes to customer case studies, there is a worst-case scenario. You can spend a healthy sum and 1-2 days’ worth of work crafting a beautiful tale of a customer’s positive experience with a product or service. Then, slam. The project hits a brick wall when it reaches the customer. Case study approval can take weeks, or months. Or worse, the customer declines to approve it at all.

Are You Leaving the Icing off Customer Case Studies?

Stories that Sell

You do your best, but I can tell you from experience that relationships help. The customer can participate in customer reference activities, such as case studies, in exchange for things they value, such as positive publicity for the company’s or individual’s efforts, networking with peers, or the chance to showcase their best practices at events. It's just not the same.

B2B Marketing Trends for 2016

them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.

Getting Measurable Results on the Hard-to-Measure

Stories that Sell

When conducting your follow-up survey, be sure to pick the best point in the relationship to reassess. In customer case studies and success stories, specific results impress. But not every product or service is easy to measure. Coaches, consultants and other service providers, for example, often provide services that lend themselves to qualitative benefits, rather than measurable.

How to Repackage Precious Case Study Content

Stories that Sell

Share your best customer stories on your blog – either in full or linked back to the full story on your website. Just make sure it focuses on best practices and approaches without heavily talking up your product or service. 3. If they’re doing cool, best practices things, and your solution helps with that, find relevant awards programs and ask their permission to submit them. Here are just a few ways: 1. Blogs. An estimated 77% of active web users read blogs. They’ve proven to be powerful drivers of search engine traffic. Here’s a great example.

When Customers Won’t Give Up Measurable Results for Case Studies

Stories that Sell

Your best source: the featured customer’s web site. The proof is in the numbers. If you ask companies what’s most important in their customer case studies, 9 out of 10 would likely say measurable results. But drawing metrics out of customers can be agonizing. You ask a question. The customer hems and haws and doesn''t provide a concrete answer. You ask it a different way. No go.

Being a Successful Freelancer: 25 Things I Learned the Hard Way

Stories that Sell

Capitalize on the type of writing and subject matter you do best and those companies will be drawn to you. Do what you do best, writing. Armed with skills and best practices, you can confidently approach clients and win more projects – helping you break into this lucrative field. Normal. 0. false. false. false. EN-US. mso-add-space:auto;line-height:normal">.

B2B Marketing Trends for 2016

them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.

An On-Ramp to Writing Better Case Studies

Stories that Sell

Armed with skills and best practices, you can confidently approach clients and win more projects – helping you break into this lucrative field. Have you ever tried to drive in an unfamiliar place - especially at night - and just couldn't get your bearings? Even if you have a map or trusty smart phone, you can still get lost in new territory. Create stories that get better results.

How Kronos Finds, Showcases its Best Customer Successes

Stories that Sell

It's a common conundrum for companies today.How do you uncover the best stories among your customers, and then get them to share those stories publicly? Software company Kronos Inc. , a global provider of workforce management solutions, takes a creative, relationship-focused approach to finding its best customer stories and getting them out there: an annual customer awards program.

The “Leave-Behind” Doc for Asking Customers for Case Studies

Stories that Sell

The best way to get customers on board for case studies is to tap into those with the closest relationships with the customer. As important as it is to identify the contact with the best relationship with a customer, it is also important to give that contact the tools to represent you well. Throughout our lives, we rely on relationships to help us get where we want to go.

Avoid ‘The Kiss of Death’ When Asking for Your Next Testimonial

Stories that Sell

We like to showcase some of our best customers to demonstrate how they are using our services to better serve their clients. Best, Justin. By Bill Metcalf. Note from Casey Hibbard: While I'm out on maternity leave until the end of July, this blog will feature a summer guest blogger series with content from experts in marketing, organizational storytelling and writing. Victory? Justin.

Traits of the Perfect Success-Story Interviewee

Stories that Sell

The former option will result in the best quotes and information for your customer stories. "I could sell this for you." That line, coming straight from the mouth of a happy customer, is music to a company’s ears. Not only is the customer satisfied with the solution, but the customer has become a true evangelist. He went on to give me powerful quote after powerful quote.

Customer Stories Actually RELIEVE Your Best Customers

Stories that Sell

"I’m so glad we’re finally doing this interview because maybe I won’t have to take as many calls." That’s an actual quote from a customer being interviewed for a case study. Across all the projects I’ve done, I’ve heard this several times from customers. Imagine how many thought that but didn’t say it? Add this to the list of motivators for customers to be featured in case studies. Customers, even the ones that love the vendor the most, have their limits when it comes to taking time to be a reference. Simple. It actually can. Share

Selling More to Current Fans with Case Studies

Stories that Sell

If you’re only using your best stories to attract and sell to prospects, then you’re not getting your full return on investment on a case study. You’ve probably heard most of these stats before. Current customers are significantly more valuable than new customers. Repeat customers spend 67 percent more, on average. Think about it. Share

Putting Social Media Theory into Practice – Learn from 171 Authors

Stories that Sell

The ideas of marketers Drew McLellan and Gavin Heaton led to a project with 100 bloggers from nine countries, and has now evolved to a third collaborative effort, a printed book with 171 authors all talking about putting online marketing and social media best practices into practice. As with previous AOC projects, profits go to charity. Check it out. Share: Tags: Uncategorized social media

Nuture Leads – Feature Customers on Webinars

Stories that Sell

imagine Parature would receive less interest and signups if one of its own spoke instead, with an alternate subject line reading: "Webinar – Increase Self-Service Rates with Parature Customer Service Software." More compelling, the email goes on to mention a few highlights of the customer’s results and best practices. This morning, a perfect example of customer case studies in action arrived in my inbox. Once again, the power of letting the customer say it for you shines through. It provides credibility, education and validation. Case Studies for Lead Gen/Nurturing.

Customer Success Stories Show You Solve Problems for Customers

Stories that Sell

The best way? Last week, the Hubspot blog ran a story with lessons from the MarketingProfs B2B Forum, "27 Marketing Lessons B2B Marketers Should Know." I picked up some fresh new tips and important reminders. You can accomplish several of the lessons with the help of customer case studies and success stories. Here’s one of the lessons and how customer stories tie in… "Solve problems for customers, and leverage marketing to demonstrate these solutions." Isn’t that why you’re in business, to solve problems for customers, no matter what you sell?

The 23 Best Content Ideation Tools

Webbiquity

Often, the best ideas come from talking with your customers, or with customer-facing employees in your organization, like people in sales or customer service. At other times, the best ideas may come from research: discovering what are your customers, competitors, and industry influencers talking about online. What are the best tools for finding great content ideas? 14) Popurls.

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The 24 Best Visual Content Creation Tools

Webbiquity

Best part about it is that it’s free. You simply choose from millions of photos, and it’ll put together what looks like the best presentation in the world.” ” Sample review: “Memes are a fun, lighthearted way to add variety to your content marketing, and when you use Meme Generator, yours can be some of the best on the web.” Pricing:  free.

Tools 96

The 28 Best Influencer Marketing Tools

Webbiquity

Here are 28 of the best tools for influencer research and outreach. 1) Klout. Discover compelling content for sharing, identify key influencers (blogs and video), analyze social signals to determine what works best with your audience, and measure user engagement. Interest in influencer marketing is skyrocketing. Google Review Count:  217,000. ” —  ViralBlog. Pricing:  free.

Tools 77

Lead Generation Best Practices

Salesfusion

You may first partner with us because we offer the best partner compensation and benefits in the industry. But, you’ll stay with us because we offer the best partner experience in the industry. The post Lead Generation Best Practices appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Lead Nurture Partner Portal.

The Six Best Google+ Marketing Tools

Webbiquity

Complete Google+ analytics reporting, including engagement stats, follower growth, demographic information about your followers, and your best times and topics for posting. Cool Web Tools Google+ Social Media Marketing best Google Plus tools BuzzBlogger Catherine Pham CircleCount Circloscope Do Share Chrome Friends+Me Google+ tools GPlusData Katie Lance Post Editor for Google+ RazorSocial

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The 17 Best Keyword Research Tools for SEO and SEM

Webbiquity

query like “best time of year to plant a maple tree” is informational, while “best place to buy a maple tree” is transactional. So once you or your team have developed topic ideas, planned content , and researched those subjects,  it’s time to use keyword research tools to find the best phrases to match up searcher intent with your approach to each topic.

The Best of the Best: 2016 Video Marketing Awards

Vidyard

Best Personalized Video Campaign – Reltio. Best Use of Video for Sales Prospecting or ABM – MongoDB. Best Online Video Presence for a B2B Brand – SolarWinds. Their CEO, Sangram Varje, came up with the concept of #FlipMyFunnel, turning the traditional lead generation funnel on its head by laser-focusing on best-fit contacts and customers for marketing.

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The 24 Best Interactive Websites of 2015

ScribbleLive

These are some of the best and brightest stars in a constellation of excellent interactive websites (we’re spending a lot of time in the dark this time of year—apologies for using a ridiculous metaphor). Best interactive qualities: Dynamic backgrounds lead into video segments documenting Kelly’s travel and work. Best interactive qualities: Data visualizations overlaid on a U.S.

The 12 Best Competitive Intelligence and Benchmarking Tools

Webbiquity

To answer the second, here are the 12 best tools for comparing your brand’s performance to your top competitors in terms of web traffic, social media brand mentions, target keywords, online advertising, organic search visibility, and other factors. When evaluating the results of marketing and PR efforts, it’s vital to consider two perspectives: what is the trend of results (e.g.,