Stories that Sell

Trending Sources

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

Stories that Sell

Barbara has spent years working in customer advocacy and is the author of the forthcoming book, Advocate Marketing: Strategies for Building Buzz, Leveraging Customer Satisfaction and Creating Relationships. “If you want more than the occasional one-off case study or want a list of go-to customers for references to support your sales, then you want an advocate marketing program,” she says.

The Risk of Stripping Down Customer Case Studies

Stories that Sell

We''re fighting over who had it last and where that person left it. couple of weeks ago, I bought the Varidesk, a desk-topper that allows me to raise my keyboard and monitor higher so that I can STAND when working, whenever I want. Yet what works for one company may not work for another. In my household, we''re having a newspaper war. And not just in printed material.

Another Idea for Getting No-Go Customers off the Fence

Stories that Sell

At the company level, organizations that say yes might be motivated by the positive publicity, a chance to showcase their best practices, the prestige of showing they work with an esteemed brand or hot technology, among others. 2- Individuals. Maybe the person who chose the vendor and led the successful project internally wants to showcase his or her professional accomplishments.

Case Study Copywriters: Juggle More for Your Clients

Stories that Sell

Clients who choose to engage my help with design fall into two categories: •    Organizations that have designers they work with – in house or contractors – but choose to have me coordinate the entire project to keep things simple. •    Organizations without designers that appreciate not having to find yet another vendor. You want to ensure that the person is responsive when you need them.

B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

Customer Videos 101: How to Score a Killer Sound Bite

Stories that Sell

” The “reality” of reality television is this - capturing killer bites that promote your product, solution, or service TAKES WORK. Your Prep Work: Before conducting an interview, write out open-ended questions that help draw out the customer’s story. If they look frozen in person, trust me, they’ll look 10 times more rigid on camera. Excited?

Survey Says…Case Studies Still Influential in B2B Tech Purchases

Stories that Sell

We all work hard to create attractive content. Buyers get case studies from web sites - Web sites are the most common place to get case studies, with personal contact and direct response following next. But just how useful is it in actually influencing buyers? Of course, I want to know, what's going on with customer case studies? Case studies/success stories. Podcasts. Video.

Happy Customers Tell Their Stories – Live and In Person

Stories that Sell

How does it work and what do you need to take into consideration? 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. From speaking presentation to a written/video case study.

Calling ALL Customer Reference Programs – Become Relentlessly Efficient

Stories that Sell

Put on your “Busy Work Binoculars” and be honest, what things do you do or commit to that grind the clock rather than spitting out a public or private customer reference to help the company grow (IFDH - INSERT FAVORITE DELIVERABLE HERE)? As soon as your brain processes the fact that you’ve been ignored or stood-up, dial the person’s phone number and talk to them.

B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

The Resume is Dead: The (Story) Bio is King

Stories that Sell

Are you relevant to my work? People work with people they can relate to and identify with. Trust comes from personal disclosure. The personal branding industry has only muddied the waters. By Michael Margolis. Gone are the days of “Just the facts, M’am.” Instead we’re all trying to suss each other out in the relationship economy. Do I share something in common with you?

Can You Doctor Customers’ Quotes?

Stories that Sell

In journalism, a person's direct quote is sacred. 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. What's said is said, and any journalist with integrity doesn't change a word. It's marketing. There's what the customer said.

Quiz: Is it a Case Study or a White Paper?

Stories that Sell

The primary focus is one customer's experience with a product, service, solution or person. 3. Focuses on one customer's experience with a product, service, solution or person. Every couple of weeks it seems, I see someone confuse customer case studies and white papers. People frequently call case studies "white papers," and vice versa - even marketing folks. Don't cheat! 1.

How to Cue Up Hard-Hitting Customer Quotes

Stories that Sell

The rest depends on the person you’re interviewing. If the CIO is your target audience, quote the CIO or similar executive-level person from your customer company. Always quote the highest-level person you can. To a certain extent, the personality of the person you interview drives the content of the comments. Interview the right people. Don''t over-edit.

Eek, My Own Process Broke Down!

Stories that Sell

After 11 years of working on customer stories, I've become set in my ways. It was an awesome coincidence and opportunity to interview them in person. Study the featured products and services to truly understand how they work and benefit customers. 2 - Know the Key Messages. In the customer story process, you can't miss any bases on your way to home plate. And with good reason. I've refined my step-by-step process for creating case studies and success stories and usually stick to it religiously. One step happens before the next, and if not, the story might suffer. The Story.

B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

How to Cut Case Study Approval Times by 75%

Stories that Sell

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. But customers usually don’t like surprises in the form of a case study that hardly anyone knew was in the works. Often, a higher-level manager, or legal or PR person within the company, must give the green light to participate.

Customer Stories in Action: Clarity.fm

Stories that Sell

But photos are an especially nice touch when you''re focused on the person as the customer versus a company as the customer. (It would be interesting to know if Clarity hired pros to capture all of its customers.). This approach works well and is consistent with the focus on individuals. On the main page, Clarity presents the customer stories in playing-card format. How about you?

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

Stories that Sell

You’re out of shape and out of the habit of working out. There’s plenty of work to go around. Don’t take lack of response personally. Be a partner, not a sales person. When you feel like you have the freedom, don’t work with clients that are disrespectful of you or your time. Normal. 0. false. false. false. EN-US. It can feel like torture.

The ‘Tell ‘Em, Tell ‘Em, Tell ‘Em’ Approach to Case Studies

Stories that Sell

Personally, I love ending a case study with a quote that’s the equivalent of a big bow around the whole story – something that truly encapsulates the customer’s experience. Ever heard this popular expression regarding presentations? "Tell them what you’re going to tell them. Tell them. And then tell them what you told them." Or something along those lines.

Customer Presented on Your Behalf? Do More with a Live Case Study

Stories that Sell

My clients’ happy customers had actually presented these decks in live case studies (either in person or on a webinar). Personally, I always have more questions, usually lots more, when I receive a PowerPoint. When you get specific permission to use these assets, make them work for you. This week, two PowerPoint presentations came my way. Ask for permission upfront.

Today’s Prospects Evaluate You on These 4 Criteria

Stories that Sell

Unlike many sales gurus, she focuses on buyers’ mindsets and how to work within them. iNvaluable : In a world of copycat products and services, the value you personally bring to the relationship becomes essential. Sales isn’t what it used to be. Prospects are more overwhelmed than ever before. That’s the basis for Jill Konrath’s new book, SNAP Selling.

Delivering Results through Content Personalization [Interview]

KoMarketing Associates

Content personalization continues to be a challenge for marketers, as revealed in the “2016 Trends in Personalization” study from Evergage. Although 85 percent of marketers said they were using personalization tactics, 55 percent gave themselves a grade of “C” or lower. HOW DO THE CONTENT PERSONALIZATION CHALLENGES SPECIFICALLY PERTAIN TO B2B MARKETERS?

How to reach your customers at work or at home

Biznology

With StiristaLINK , you can enhance your business contacts with a personal email address, their social media handles, postal home address and phone, demographics and personal interests, vastly enhancing your understanding of your business contacts. Offer business people consumer products based on their work status. Access hard-to-reach segments. And the response shot up.

Work 49

Personalized content for more effective content marketing

Biznology

In today’s B2B world, your prospects don’t want to hear from you until much later in the buying process, so attracting, engaging and nurturing them until they’re ready to talk to a sales person is no longer a nice way to supplement the top of your funnel. Personalizing content will yield much greater results. Personalization can mean a lot of different things in this context.

Make It Personal: Using Data for Content Personalization

B2B Lead Blog

We’ve all been victims of personalization. Whether you find it helpful, creepy, or somewhere in between, personalization isn’t going away – because it works. You receive an email that includes your name, or you’re shown product recommendations based on previous searches. In a report released earlier this year from Seismic and Demand Metric, 80 percent […].

Your own personal Fappening

Biznology

While the storm surrounding the leak of the intimate and personal photos of 101 starlets, actresses, singers, and athletes seems to be abating, the Gigabytes of collected photos and videos, ranging from PG-13 to X, will never be erased off the Internet. The post Your own personal Fappening appeared first on Biznology. The Fappening is Not Unique to Celebrities. OK, back down to earth.

Make Personalization Work by Starting with the Right Data

Hubspot

In 2014, many professionals said 2015 would be the year of personalization — a prediction that, as it turns out, may have been a little too hopeful. There are a few reasons personalization hasn’t taken off as well as anticipated, but not one of these reasons is a reluctance to personalize. The first step in achieving personalization is determining what data you need.

Crafting content that works

Biznology

For too many marketers, content marketing doesn’t work. Here’s a guide to crafting content that really does work. Most of all there’s establishing and writing with a particular personality. Make it Personal. Add the personal touch wherever you can, making sure it’s authentic. Make sure to keep that efficiency balanced with the personal touch. It should.

Work 82

How to Make Remote Work Actually Work

Hubspot

One of my favorite things about working remotely -- which I do a few times a month -- is the freedom to get comfortable. When I work from home, I'm usually find myself in one of three positions: sitting up at the table, laying down with my laptop, or buried in a pillow avalanche on my couch. Why is remote work becoming such a big deal? How to Make Remote Work Work.

Work 54

Understanding brand personality through projective techniques

The B2B Research Blog

Most brands have a set of human traits associated with them – a brand personality.   In B2B markets brand personality is an especially important concept as ‘corporate fit’ is often an important consideration for B2B buyers – “are these people on my wavelength and can I see myself working with them?”. You can shape your corporate brand personality through marketing communications and, most importantly, by developing an appropriate corporate culture. This teases out the personality of each brand.  That’s not straightforward. How do they each behave? 

One person can change the world. Thank you, Internet

Biznology

Maybe the revolution will not be televised but it will certainly be tweeted.  If you thought “it only takes one person to change the world” was bull, think again. It’s an awesome power and too many people have forgotten the power that each and every person who has a reliable connection to the Internet has. Nothing’s too small and nothing’s too personal.

5 Ways to Win with Web Personalization

Modern B2B Marketing

Author: Jessica Minasian Here’s a public service announcement for all of my fellow marketers: you should  crave web personalization. This not-so-secret weapon is essentially a web-based engagement application that empowers you to create real-time, personalized interactions with your audience. Web personalization is gaining a lot of traction among marketers and for good reason.

The Forgetful Person's Guide to Staying Organized at Work

Hubspot

In pretty much any setting, being forgetful sucks -- but at work, it can have disastrous consequences. Hopefully, if you''re a forgetful person, they can help you, too. 1) Gmail’s Multiple Inboxes. At some point in our lives, we have to just accept who we are. forget names pretty much immediately after I meet people. forget where I parked my car. Multiple inboxes. My solution?

Work in B2B? LinkedIn Can Supercharge Your Personal Brand

Social Media B2B

LinkedIn is more like a rolodex on steroids and then some. I’ve used it for all of the things mentioned above, but today I’ll focus on a couple of my favorite tips which helped me become one of LinkedIn’s top 1% most viewed profiles and will help you to supercharge your personal brand. How can you showcase your personality? asked him what it was. His answer? What do you stand for?

B2B 57

Customer Experience, Transformation and Personalization at #MME16

ANNUITAS

Thinking about last week’s Oracle Modern Marketing Experience #MME16, there were three themes that stood out to me – Customer Experience, Digital Transformation and Personalization. Personalization: Personalization and how that relates to content was the final theme for #MME16. She has personalized her brand to fit the fans. Main takeaway?

Type A vs. Type B: Does Personality Type Matter at Work?

Hubspot

Most of you probably already associate with either the "Type A" or the "Type B" personality. Before we get to the nitty gritty, check out the following graphic to see personality type you identify with. You could call that graphic somewhat of an A/B personality "test," although it doesn't even scratch the surface compared to the original A/B personality test.

A/B 54

A Special Message for You: The Power of Personalized Marketing

grow - Practical Marketing Solutions

The answer: relevance and personalization. There’s Power in Getting Personal. Personalized marketing involves targeting your messages, products or services to an individual customer based on data you’ve collected about them (or about a like-minded group of customers). Sound like a lot of work? Personalized Marketing Pays. There's Power in Getting Personal.

Sailthru Offers End-to-End Omnichannel Personalization for B2C Marketers

Customer Experience Matrix

The corporate home page says “Sailthru makes it easy to personalize every channel for every customer,” which is accurate enough. But plenty of other companies also help with omni-channel personalization. marketer looking for personalization solutions might add Sailthru to her list of options, but wouldn’t know whether it''s a good or poor fit without digging much deeper. fair number of multi-channel personalization systems use Mongo or something similar, but many others use conventional relational databases (which are less flexible) or other data stores. data store.

B2C 90

Put a Little Personality into Selling

Your Sales Management Guru

Put a Little Personality into Selling. The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it. Approach a persuader informally — go with a first name, listen for personal information and use it as you work to develop a relationship.