Savvy B2B Marketing

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Be human. Your customers will thank you.

Savvy B2B Marketing

Whether you’re selling coaching or core processors, pet sitting or software, connecting with your customers on a human level is critical to capturing their interest, building strong relationships, and nurturing brand loyalty. Don’t make your product the star of the show, shine the spotlight on your customer. Better yet, invest in custom photography. Embrace it.

25 Ways To Promote Brand Awareness For Your Small Business

Savvy B2B Marketing

Whether on the blogs of potential customers or fellow businesses, comments can help get you noticed. You’re never too small to start building your brand, defining for the public who your company is and what sets you apart. Here are 25 practical, economic ideas for strengthening your image and letting people know you’re out there! 1. Be Authentic. Be Unique. Be Consistent.

10 Ways Customer Stories Help Companies Sell

Savvy B2B Marketing

We're pleased to present this guest post by Casey Hibbard , customer success story specialist, to kick off the new year. Read on to see all the ways that companies benefit from customer stories. Not only are positive customer experiences powerful in attracting new customers, but in fact, organizations that sell without them could be losing out. ” 3.

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Sales Enablement 101: Treat Salespeople Like Customers

Savvy B2B Marketing

Salespeople don't like to look stupid, and they don't have time to waste. I've always fundamentally believed that your salesperson is your first and most important customer. As such, when I think about enabling sales, I think about employing many of the same strategies used to engage customers. For more than two decades, I've made my livelihood supporting salespeople.

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth

How To Be A Better Listener in Content Marketing

Savvy B2B Marketing

You can customize what info you want to receive and choose the exact frequency of the emails. Like any marketer, I believe in the value of listening: monitoring multiple sources for information about my industry and company to keep on top of trends, find relevant info to share, connect with others in my field and participate in conversations.

8 Ways to Make Your Content More Like Personal Conversations

Savvy B2B Marketing

Reflect on your great personal connections with current prospects and customers, as well as on stories and anecdotes your colleagues in marketing and sales share with you about their successful connections. We're pleased to present this guest post by Dan McDade of PointClear. Read on to hear Dan's suggestions for creative ways to infuse your content with conversational elements.

Savvy Speaks: Know Thy Customer

Savvy B2B Marketing

Marketing is all about knowing your customers – but how do you get this data? Because my whole career has been in B2B I can't stress knowing the customer enough! B2B customers very rarely "happen upon" your product. There is an extensive buying process between you and even the most willing customer so knowing not only the customer but the hurdles is key. Current customers are the next best thing. If you know why your current customers bought your product then you can build some repeatable steps with others in the market.

Social Media Strategy for B2B Marketers: Content + Search + Social = Impact

Savvy B2B Marketing

The right question sounds more like “What information can I provide to potential customers that is valuable to them as they are making purchasing decisions?” Most marketers are used to talking about their own products or services, but remember that buying decisions usually start with a customer pain point or a specific need. The selection process might start with your potential customer conducting a web search on the problem she seeks to solve, such as “managing online marketing.” Read on for John's formula for success with social media.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

4 Mistakes You Are Making With Your Case Studies

Savvy B2B Marketing

asked the same basic set of 12 or so interview questions to each customer. Let the customer describe the day to day benefits and balance it with the big picture results. Case studies are very valuable elements of the B2B content marketing mix. They can be stand alone pieces to leave behind with a prospect, inserted into an RFP or sales proposal or included in a newsletter. Well executed they can solidify and clarify your benefits in the mind of your prospect. Unfortunately there are some common mistakes that marketers are making with their case studies. The Fix. The Fix. The Fix.

Beyond Buyer Personas: Connecting with Today's B2B Buyers

Savvy B2B Marketing

They increasingly consider their network of colleagues and peers and their ecosystem of suppliers, partners, and customers in their decisions. For example, if a supplier is considering bringing on a new order management application, it might consult with its OEMs (who are essentially its customers) to get their take on how the purchase will impact them.

Savvy Speaks: How Do You Engage B2B Customers with Social Media?

Savvy B2B Marketing

But while examples and advice abound for B2C social media engagement (coupons and contests, anyone?), how do you get B2B customers engaged with your social media outlets? Next to having their questions answered, many B2B customers love answering questions for others. " Get to know your customers, let them get to know you. Tweet about your customer's success.

4 Steps to Creating More Effective Content From the Buyer's Perspective

Savvy B2B Marketing

Recruit your customers to write or create the content. Instead of you, your product manager or your copywriter creating content, curate content from your customers — real people to whom prospects and other customers can relate. And talk to your customers about their experiences. We're pleased to present this guest post by Craig Rosenberg, aka The Funnelholic.

If Content Marketing is the Titanic, Could Low Marketer Confidence be the Iceberg?

Savvy B2B Marketing

Quality metrics including Improving the Quality of Leads (44%), and Garnering Positive Feedback from Customers (44%). Increased Customer Retention / Loyalty. Feedback from Customers / Partners. We're pleased to present this guest post by Tom Pisello, also known as The ROI Guy. Effectiveness Less Than Expected: The ROI Confidence Gap. Engagement Quality. Sales Lead Quality.

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves

6 Ways To Win As A B2B Social Media Turtle

Savvy B2B Marketing

Plug in the key terms that best identify your industry, your products and services, and your customers. This week's guest post is by Billy Mitchell, president of MLT Creative based in Georgia. Read on for the first in his multi-post series on how to succeed with social media marketing. Others, let’s call them the turtles, are taking their time and moving very slow or not at all.

Top 10 Rules of B2B Blogging from DemandCon Social Media Panel

Savvy B2B Marketing

About the Author: Heather has spent the past 15 years advocating for the customer perspective in her approach to software development and product marketing. Here is a copy of the presentation that I promised to all the attendees. For those of you who didn’t attend here is some context for my Top Ten Rules of B2B Blogging slides. #10 – Don’t go it alone. Don’t do it!

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Three Ways Personas Improved My Marketing

Savvy B2B Marketing

But wanting to get it right, I obediently sat down and started creating my three fictional target customers. In this week's guest post, Bob Scheier illustrates the value of buyer personas. Read on for inspiration! Like most folks new to content marketing (the use of content to nurture and drive prospects towards a sale) I was eager to dive right in. And boy, did I get an education.

Analyzing the Competition Where It Counts

Savvy B2B Marketing

In their book Get Content Get Customers , Joe Pulizzi and Newt Barrett define content marketing as "a marketing technique of creating and distributing relevant and valuable content to attract, acquire, and engage a clearly defined and understood target audience – with the objective of driving profitable customer action.” Content marketing. Buying experience.

B2B Loyalty, The B2C Way

Find out how consumer loyalty principles can help B2B companies reward, recognize, and engage their customers

Personality: The Missing Ingredient in B2B Marketing Today

Savvy B2B Marketing

We're boring our prospects and customers. About the Author: Jeff Ogden is President of Find New Customers “ Lead Generation Made Simple.” Find New Customers helps companies with 50 to 5,000 employees and complex products implement lead generation programs to improve the way you find and acqu i re high quality sales leads believe the answer is Personality. What is personality?

B2B Fail: Confessions, Apologies, and Questionable Motives

Savvy B2B Marketing

In the same way that the customer is always right, so is the user. don’t doubt that Referral Key’s importation function has, as Mr. Ott pointed out in his responses, the same customization and opt-out features as “any other site.” Confession. Last week I did something really embarrassing. unwittingly became a spammer. knew not what that click would do.

Savvy Week in Review: March 30

Savvy B2B Marketing

Acquiring new customers is important, but your existing customers are your most valuable asset. Even though temperatures have returned to “normal” for us, we still have a bit of spring fever. It’s that time of year when we want to get everything in order! If you want to get your marketing in order, check out some of these great posts from around the web this week.

How to Fascinate -- and Better Connect With -- Your Audience

Savvy B2B Marketing

This is just one example of you can apply these triggers to better engage prospects and customers. I’ve previously written about how marketers can deliver better white papers by applying the “triggers for compliance” laid out in Robert Cialdini’s Influence: The Psychology of Persuasion. Now I'm going to share new triggers that marketers can use to their advantage.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

B2B Marketers: Are You Delivering a B2C-Worthy Buying Experience?

Savvy B2B Marketing

These buyers: View the buying experience is a precursor of their customer experience. As Christine Crandell points out, this disconnect can raise a red flag for potential buyers, making them question just what their experience would be as your customers. The fact that buyers are now in control causes no end of frustration in B2B organizations. B2B Buyers are Consumers Too.

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5 Keys for Better Collaboration Between Sales and Marketing

Savvy B2B Marketing

And that means not only the sales director or VP of sales, but also the “voices on the street” – i.e., the sales people who are interacting directly with customers. For instance, they can shed light on potential customers’ top concerns, what types of content attract the best prospects, and what kinds of feedback they’re hearing straight from customers. We''re pleased to present this guest post by Sam Narisi of Frost & Sullivan. Read on for concrete tips to help unite sales and marketing. What can marketers do to meet those new demands?

Savvy Week in Review - June 1

Savvy B2B Marketing

How to Showcase Customer Stories – in Context – on Your Web Site by @casey_hibbard. Casey Hibbard shares a real-world example of how B2B marketers -- and their prospects and customers -- can get more from case studies. Ardath Albee reminds us that there's no silver bullet when it comes to pinpointing the content that prospects and customers will prefer.

Four Things That Cause Marketing & Sales Misalignment and How to Fix Them

Savvy B2B Marketing

Getting both marketing and sales to focus on the customer is a major step in closing the internal gap. This will help them readjust their perception of the customer and enable better engagement with customers. Conduct joint customer visits. Marketing and sales should make a habit of visiting buyers and customers together. But it isn’t. Lack of Focus. No Process.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

Savvy Week in Review: May 25

Savvy B2B Marketing

When Customers Say Yes by @ConversationAge. "Yes" shouldn't be the end of the brand/customer conversation, it should be the beginning. Like you, we're kicking into high gear getting ready for the upcoming holiday weekend (yay!). We hope you'll enjoy the the posts we found most inspiring and thought provoking this week. And have a great Memorial Day weekend!

B2B Videos: Go Beyond Humdrum to Engage & Enthrall

Savvy B2B Marketing

According to a write-up on the Social Media B2B site , prospective customers says the videos make them feel they already know Kinaxis by the time they meet company reps at trade shows. Whether used to inform or entertain, videos are claiming a place of prominence in the world of B2B content assets. And it’s no wonder. Why to Use Online Video for B2B Marketing.

Basic Training For B2B Social Media Turtles: Research & Preparation

Savvy B2B Marketing

Initiate social media research with these questions: Where are your prospects and customers? Attend professional association meetings frequented by your prospects and customers. When networking with customers or prospects, always invite them into your LinkedIn network and monitor their discussion group involvement. Here he explains the second step: research and prepare.

Savvy Week in Review April 6th

Savvy B2B Marketing

You're not doing this to your customer. Friday, again? And - APRIL? Really? When did that happen? And, how did we escape April Fool's Day intact?). Well, the Easter Bunny may be hopping down the bunny trail, but all our marketing buddies have been busily hopping down the blogging trail - dishing up lots of fabulous posts to inspire and educate. the right way. Are you?

Integrated Marketing and a Chat with Gini Dietrich

Savvy B2B Marketing

We took that same idea to create four approaches: Direct to the customer (the middle), top-down (above), the groundswell (below), and flanking (the left and right sides). Direct to the customer is usually things such as direct marketing, email marketing and (in some cases) social media. You are a B2B marketer. And for quite some time, life has not been a bed of roses. Chat with Gini.

Savvy Speaks: White Paper Writing Best Practices

Savvy B2B Marketing

Often times what you are left with is a paper that although may read well, doesn't solve the proposed problem and doesn't give that all important aspect of value to the customer. These days everyone has a white paper or an ebook they'd like you to download. What makes a white paper stand out from the crowd? The Savvy Sisters have some ideas. Jamie. It solves my problem. Michele.

4 Lost Copy Opportunities that Handicap Your Brand

Savvy B2B Marketing

Your brand is the sum of all the impressions it makes – from your company name and logo to your website and advertising to your product quality and customer service. Each touch point your brand has with a prospect or customer is a piece in the puzzle that eventually gives them a whole picture of who you are, what you do, how you do it, and why: your brand.

Establishing A Formal Approach to Thought Leadership: Interview with Chris Koch

Savvy B2B Marketing

That includes bringing in points of view from customers, industry experts and analysts, and other relevant external parties. This can be through knowledge sharing sessions, customer councils, and running contests for ideas, for example. Your prospects and customers will see through it. 6. How can thought leadership bridge the gap between customer loyalty and trust ?

B2B Marketers: Have You Localized Your Content Plan?

Savvy B2B Marketing

Any marketer worth his or her salt understands the importance of localization in connecting with prospects and customers around the world. Implication: Remember that your customer’s words trump all other forms of validation for most prospects; produce case studies in a variety of formats to convey your reliability. In it, the media company reveals global media consumption trends.

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