Stories that Sell

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7 Companies Boldly Leading with Customer Stories

Stories that Sell

And I’m suggesting that you shouldn’t just use customer case studies, you should lead with those customer stories. A few organizations do just that. But does it increase leads and sales? Today’s websites run screenwide lead images, and many organizations struggle with how to fill that space. Why not lead with your customer ambassadors? Microsoft. Avaya. Adobe. Atlassian.

The Small Marketer’s First Steps to a Customer Advocacy Effort

Stories that Sell

For the more advanced, the next step would be tying activity to leads, sales and revenue, which even more sophisticated programs struggle to do. A few years ago, I delightfully observed as a client started a customer advocacy program. What’s that, you might ask? To clarify, these are all outcomes where the happy customer went on record – publicly – to share the story about their success.

FAQ 47

The Risk of Stripping Down Customer Case Studies

Stories that Sell

Marketers need to look at what brings in leads, website traffic and sales. What are buyers consuming on your website, or in the lead-up to a purchase? In my household, we''re having a newspaper war. At least once a week, a kerfuffle breaks out over a particularly engaging article in one of the publications we regularly consume. We''re not debating the content of the article.

Supercharge Your Sales Conversations with Story

Stories that Sell

About the author: Andrew Nemiccolo is founder of Seven Story Learning, helping people to learn, lead and sell with stories. Andrew gives keynote talks, leads classes, and works with sales and marketing teams on projects to align story strategies. A guest post by Andrew Nemiccolo. Much of this apprehension is due to some misunderstandings about story. First, Ask Instead of Tell.

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more

Do Buyers Still Read Case Studies?

Stories that Sell

White papers again took the lead this year, followed by product brochures/data sheets. The written case study still reigns. realize that I’m not the most unbiased authority on the supremacy of the written customer case study. earn my living writing case studies and teach other writers to do the same. But a recently released survey from Eccolo Media backs me up. Eccolo also revealed.

Survey Says…Customer’s Voice Most Effective Content Marketing Tactic

Stories that Sell

Customer testimonials and case studies lead the list of most effective content marketing tactics, according to the newly released B2B Content Marketing Survey for 2013. I''ve seen the influence that customer stories have on potential customers time and again, but a new survey provides validation straight from marketers. It makes sense. Check out the full survey here. How about you?

Customer Case Studies: More Effective, Loss Costly

Stories that Sell

Question : Rate the effectiveness of the following types of content for lead generation. Response : 73% of respondents rated case studies as extremely or very effective in their lead generation efforts. Time and again, I've posted on the effectiveness of customer case studies. Case studies were included in multiple questions, and emerged as leaders on several fronts. Conclusion.

Calling ALL Customer Reference Programs – Become Relentlessly Efficient

Stories that Sell

Do you lead an intergalactic customer reference program for a Fortune 500 company, or maybe you’re the one-stop-shop, all things customer reference at a start-up? Normal. 0. false. false. false. EN-US. guest post by Jamie Diamond. Based loosely on the book, The 4- Hour Workweek , by Timothy Ferriss, the following tips are for reference pros desiring to become RELENTLESSLY EFFICIENT.

Evangelizing a Content Marketing Program

B2C Marketers companies that excel at lead nurturing generate. 50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. Do you want to drive more leads? leads.

Why Some Buyers Don’t Look at Case Studies

Stories that Sell

In the name of collecting leads, we''re interrupting the sales process and likely ticking off prospects in the process. understand the need to generate leads, but find other ways and make them fit the way your buyers want to buy. Locked. Let''s suppose, for a moment, that you''re in the market for a new car. You probably don''t just get up in the morning, head to a dealership, drive one and buy. Before that, you might spend months - or even years - thinking about what type of car you would like. Toyota does this nicely.). You follow the link to see the customer stories and.

Happy Customers Tell Their Stories – Live and In Person

Stories that Sell

The vendor company might take the lead, providing details to the customer about the speaking opportunity, getting the customer’s commitment, helping create an abstract for the event for the customer to consider and helping manage timelines. As you've heard here before, a customer's story can be used for much more than just collateral or for website content. The outline?

Kronos Spotlights Dozens of Customers through Expanded Reference Program

Stories that Sell

The leading maker of workforce management solutions featured award winners at its annual user conference, KronosWorks. In turn, that leads to case studies that cover more of the customer base. Those customers received significant exposure at the event and in the media. And in the process, the company uncovered some of its best stories.

Customer Case Studies: Are We Just Being Lazy?

Stories that Sell

When did the rules of good journalism and marketing stop applying to our case study writing? - "The most important part of a story is the lead" - "Each sentence should serve to keep the reader moving on to the next sentence" - "Choose the most compelling angle for your audience" Those are just a few tenants. Spend more time on the lead than the rest of the story.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

Lead conversion (32 percent) is the most. budget can lead to more time if you’re able to hire. percent, was lead conversions and sales. ON SITE 7% OTHER 6% 32% LEAD. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. Copyright © 2015 Contently.

Why Companies Need to F-R-E-E Their Case Studies

Stories that Sell

You’re balancing drawing people to your content-rich website with trying to capture names as lead sources. Afterall, if only a handful of people registered to access case studies then that wasn’t much of a lead source anyway. Great lead source or a barrier to customer engagement? The results were pretty shocking. The Search Engine Effect. Don’t miss out!

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

Stories that Sell

Get to know each other’s strengths and refer leads back and forth. I do this with all types of writers. Normal. 0. false. false. false. EN-US. mso-add-space:auto;line-height:normal">. mso-add-space:auto;line-height:normal">. mso-add-space:auto;line-height:normal"> “If it was easy, everyone would do it.” ” mso-add-space:auto;line-height:normal">. Always be marketing.

How to Repackage Precious Case Study Content

Stories that Sell

Repackage existing content into different formats, such as blog posts, podcasts and webinars to drive more leads." You can easily repackage customer case studies and success stories into valuable, reusable content throughout your sales and marketing communications. Picking up from my last post commenting on Hubspot’s " 27 Marketing Lessons B2B Marketers Should Know ," here’s another tip from Hubspot that ties directly with customer case studies: "Content is precious. Here are just a few ways: 1. Blogs. An estimated 77% of active web users read blogs.

Case Studies: Start with the Story’s End

Stories that Sell

But in marketing, leading with the outcome gets the attention of distracted audiences. Here are two ways to lead with the end result in your customer stories: The headline. Every day, we encounter new stories – on TV, in books, movies and magazines, and in discussions with others. Nearly all of them build toward an end result, which isn’t clear until you arrive there.

Content Methodology: A Best Practices Report

industry metrics such as sales and leads, or. generation Lead generation: Create. high-quality leads. Lead conversions • Avg. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. leader with industry-leading. Content. Methodology: A Best. All rights reserved. going.

Putting Social Media Theory into Practice – Learn from 171 Authors

Stories that Sell

Age of Conversation 3: It’s Time to Get Busy , now available on for $19.95, features 171 marketers sharing their insight on social media as a must-have in the modern marketing toolbox – a "who’s who of the world’s leading marketing bloggers." I was fortunate to have the chance to contribute. As with previous AOC projects, profits go to charity.

Nuture Leads – Feature Customers on Webinars

Stories that Sell

Case Studies for Lead Gen/Nurturing. Most importantly, think of ways, like Parature, to integrate the voices of your most successful customers in all your marketing efforts , from lead gen to upselling to current customers. What other ways are you using case studies for lead generation? 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. Which Comes First – Written/Video Case Study or Webinar?

In Industrial Lead Generation, a Lead is a Lead, Right?

Industrial Marketing Today

Every discussion I’ve had with manufacturers and industrial companies starts with “we need more leads” or ends with “we need results.” I understand and accept the fact that the main goal of industrial marketing is to generate leads. have no issues with that but do these companies know what a qualified lead is? by Achinta Mitra appeared first on Industrial Marketing Today.

Introduction to Lead Management

B2B Lead Generation Blog

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Lack of lead management impacts lead conversion and ROI.

Content Marketing Playbook: Strategy and Roadmap

returned to the company after a 28-month stint leading. And it would lead to GE’s. leads through inbound marketing. “I think it’s almost. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. Introduction 3 II. Adopting a Winning Perspective 7 III. Back at GE and in.

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough leads that turn into sales, your ROI plummets. As Debbie Pryer, Program Manager, Siemens Healthcare , discovered, finding the right balance between lead quantity and quality takes trust, teamwork and planning.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. challenge. Create a marketing funnel .

5 Ways to Expand Lead Nurturing Beyond the Inbox

The Point

Email may still be the workhorse in how B2B companies build relationships, maintain awareness, qualify leads and nudge prospects along the sales cycle, but these days, it pays to think about “lead nurturing” as more just an email campaign. The post 5 Ways to Expand Lead Nurturing Beyond the Inbox appeared first on The Point. That’s not because email is going away any time soon.

Measure Your Way to Lead Nurturing Success

The Point

Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. That, ultimately, is what lead nurturing is designed to do – move leads towards opportunity and close. The results were dramatic.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

You may have noticed the B2B Lead Blog has a new look. Over the next few months, I’ll be starting a business and working on my next book, a sequel to  Lead Generation for the Complex Sale. Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale. Image credit: PhotoDune.

Lead 78

Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation Blog

Read on to find out what B2B Lead Roundtable Blog posts were shared the most as well as the three topics B2B marketers valued most in 2014. Topic #1 — Lead generation is king. Lead generation was a huge topic for 2014 and for good reason. Every lead nurturing campaign, every lead conversion, every sale depends on first generating a lead. The difference?

New Research on How B2B Marketers Get More Leads


Lead generation, also commonly referred to as lead gen, continues to be one of B2B marketers’ top goals. It’s so important that if you distilled an average B2B marketer’s job description down to two words, they might well be “get leads”. Most marketers struggle to land enough leads, and enough quality leads. Struggling with your lead generation efforts?

Building Your Strategic Lead Generation Portfolio

B2B Lead Generation Blog

Tweet To be successful at lead generation, marketers can’t rely on one specific tactic. while ago, I created a mind map of lead generation channels for my book Lead Generation for the Complex Sale. I’ve updated it to include more content marketing and social media channels. How do you determine which channels are the best for generating leads and finding future customers?

Staffing and Launching Your Content Marketing Program

These examples may sound hyperbolic, but they get at values that lead. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. original photography as something Steve the Lead.

Lead Generation: 2 simple tips to determine cost per lead

B2B Lead Generation Blog

Tweet Getting to the heart of lead cost is not easy. In today’s B2B Lead Roundtable Blog post, I wanted to explore cost per lead by sharing a few tips and insights from the panel of industry experts that spoke on the subject at MarketingSherpa Lead Gen Summit 2013. Clearly define what a lead is for your organization. Move toward thinking of lead cost in aggregate.