Convince & Convert

APRIL 4, 2016

Robert McKee is the master of Hollywood storytelling, and you may recognize his name. Robert is a story mentor, the creator and leader of his famous STORY and Storynomics seminars, and a world-respected lecturer and teacher on story and the engines behind both business and narrative storytelling. The Story Master Speaks.

Storytelling 85

Storytelling Business Consulting Positioning 85

Hubspot

FEBRUARY 22, 2017

6 Seemingly Harmless Proposal Mistakes. In fact, you must read the RFP multiple times and throughout the proposal process to make sure your response stays focused on the client's needs, and doesn't go off on unnecessary tangents. Be a ruthless editor and discard anything that distracts from presenting your best argument.

RFP 65

RFP Paid Search Agency Advertising Agencies Marketing Proposals 65

ActiveDEMAND

JUNE 14, 2017

Storytelling: It’s All About Keeping Your Brand Out Front. The concept of storytelling in marketing is all about building a narrative of what your brand offers and how it solves a problem for your targeted consumer. Storytelling in marketing has always existed and is a natural fit for marketing. Stories put our brains to work.

Storytelling 46

Storytelling Marketing Automation Services Marketing Proposals Marketing Automation 46

Heinz Marketing

FEBRUARY 12, 2022

The Positives—and Perils—of Storytelling. Thank you, Jonathan Gottschall, for presenting your research. . While prospecting receives much attention in sales, it’s important to consider and understand other areas of sales like value creation, the paradigm shift, discovery, commitment gaining, presentations, and proposals.

Peer-to-peer 84

Peer-to-peer Marketing & Strategy B2B Storytelling 84

Webbiquity

JANUARY 18, 2024

Image credit: Andrea Piacquadio on Pexels It really helps if you first work to develop a deep understanding of those operational challenges to propose a solution that will address them in the most direct way possible. Based on the criteria you’ve used, tailor your messages to address the unique needs of the people you’re emailing.

Email Marketing 167

Email Marketing Work Management B2B Marketing Marketing Management 167

Content Standard

JUNE 24, 2016

It’s not enough for brands to learn story-craft and apply the form to content production; brand leaders need to understand the greater role storytelling plays in conveying purpose in the market. ” Davis asked, “How can we know the storyteller from the story?”

Storytelling 60

Storytelling Content Marketing Paid Search Agency Advertising Agencies 60

Marketing Insider Group

AUGUST 28, 2019

If you’ve heard me deliver one of my keynote speaking presentations anytime in the last two years, you’ve heard me tell the story of Lyly Lepinay who used to be the digital marketing manager at global consulting services powerhouse Capgemini. Some of those prospects asked for proposals.

ROI 100

ROI Content Marketing Work Management Planning 100

Salesforce Marketing Cloud

DECEMBER 7, 2022

The most persuasive proposals win over business prospects by demonstrating empathy for an organization’s needs and goals. Get into storytelling. We use personas and storytelling to help potential customers understand the products we sell and how they might serve as solutions. What’s a persona? Future Vision Story.

Ideal Customer Profiles 98

Ideal Customer Profiles Work Management Microsite Cross-Selling 98

The ROI Guy

APRIL 15, 2014

In this “do more with less economy”, buyers have less resources and budget than ever to apply to new proposals. Second you have to prove the value of your proposed solutions. ValueStory delivers the value storytelling in a compelling visual format, needed to emotional connect and engage each prospect.

Storytelling 40

Storytelling Enterprise Management Peer-to-peer Work Management 40

Marketing Insider Group

AUGUST 30, 2019

I realized the only way to make the initiative successful was with intensive research and some storytelling. I knew I would also need to present a strong business case, and communicate strong ROI measurement. So I used this information to propose they give me half their landing page budget. The Content Formula.

Top of Funnel 113

Top of Funnel ROI Budget Programs Content Marketing 113

The ROI Guy

APRIL 21, 2017

In the session, Nancy and I discussed the importance of value storytelling and quantification and its correlation to sales effectiveness. When it comes to value, many think its all about financially quantifying the ROI impact of proposed solutions. Checkout the On-Demand webcast and Presentation.

Disintermediation 56

Disintermediation Webcast Peer-to-peer Personalization 56

6sense

SEPTEMBER 10, 2021

This proposal hit on a lot of what Acquia has already been delivering in our own messaging. Other teams also presented campaigns that merged the digital and physical experience across the entire buyer lifecycle. For example, those in the awareness segment were served relevant digital ads and blog posts.

Account Based Marketing 62

Account Based Marketing Paid Search Agency ABM Planning 62

The ROI Guy

FEBRUARY 20, 2019

Overwhelmed with similar presentations from other providers, today’s buyers struggle to prioritize their decisions, align the demonstrated features to business value outcomes, and differentiate between competing solutions. By doing so, better sellers answer key buying questions for each stakeholder at each step in the journey: “Why Change?”

Gartner 45

Gartner Buying Cycle Differentiation Buyer's Journey 45

Vidyard

SEPTEMBER 14, 2017

There’s one menace that looms over the head of nearly every salesperson, and can strike at any time: the dreaded request for proposal (RFP). They’re written to apply to everybody, and because they’re so general, they strip you as a salesperson of much of your storytelling craft. ” Plus, it’s a huge favor to the project manager.

Work Management 65

Work Management RFP Video Marketing Vendors 65

Marketing Insider Group

APRIL 13, 2020

With the massive shift of marketing budgets to digital marketing, many brands are struggling with how to connect with today’s buyers demanding more authentic content, storytelling is becoming increasingly important. But many brands struggle with storytelling. Follow these storytelling tips for your blog: Focus on your customers.

Storytelling 361

Storytelling Tips Marketing Budget Press 361

Vidyard

SEPTEMBER 14, 2017

There’s one menace that looms over the head of nearly every salesperson, and can strike at any time: the dreaded request for proposal (RFP). They’re written to apply to everybody, and because they’re so general, they strip you as a salesperson of much of your storytelling craft. How about a request for personality?

Work Management 68

Work Management RFP Video Marketing Vendors 68

Hinge Marketing

MARCH 1, 2023

In the hands of competent experts and content marketers, they present an excellent opportunity to accelerate marketing programs and streamline time-consuming workflows. Here we propose four strategies that professional services marketers should follow as we continue to step into an AI-saturated marketplace. But there are risks too!

Service 115

Service Thought Leadership Differentiation High Quality Lead 115

The ROI Guy

FEBRUARY 19, 2018

Communicate and quantify business value benefits the buyer can achieve with your proposed solutions, including cost savings, productivity improvements, business risk mitigation and revenue improvements. The tools can help provide the guidance they need to evolve and excel at collaboration with prospects.

B to B 53

B to B Aggregators Sample Click Rate 53

Hubspot

MARCH 4, 2014

Do you agree with Content.ly''s Shane Snow that storytelling is the top business skill of the next 5 years , or will it take a bit more convincing to persuade you? Are you doing all you can now to hone your storytelling skills and acquire new ones? Such "effortless" storytelling contains crazy amounts of "behind the scenes" work.

Storytelling 28

Storytelling Startups Bundling Training 28

ANNUITAS

FEBRUARY 9, 2012

AG: You speak a lot about story telling in your writing and presentations. Albee: I think storytelling is hugely important. Storytelling involves people in the content by helping them suspend disbelief long enough to visualize whatever it is that your story presents. It is also the way people learn and share.

Interactive Marketing 100

Interactive Marketing Work Management Marketing Management Emarketing 100

Content4Demand

MAY 21, 2020

These new challenges present an opportunity for marketers to dig deep and come up with innovative ways to engage with prospects and customers. Tyler Lessard, VP of Marketing at Vidyard, also explored how businesses are using the spike in virtual events to engage target audiences with visual content during his presentation.

Marketing Budget 98

Marketing Budget Sales Management Webinar Metrics Top of Funnel 98

Outgrow

SEPTEMBER 30, 2019

Ask yourself, "Would I invest anything in this idea if someone proposed it to me?". - Take your time: it often happens that a worth-while detail doesn't come right off the bat. - It can be a chart, free graphics , presentation , or just a hand-painted picture on a whiteboard. Tips: - Be guided by your audience's background. -

Copywriting 61

Copywriting Marketing & Strategy Content Outgrow 61

The ROI Guy

APRIL 8, 2014

2 - Empower Sales with Value Storytelling and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 3 rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. Click here to learn more. #2 Click here to learn more. #3

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

Content Marketing Institute

MARCH 30, 2018

You’re probably all too aware of executives’ skepticism of proposals that require investment but don’t directly lead to sales. Imagine how they would greet a proposal to take employees out of their day jobs and send them into the community to walk people’s dogs or buy them some ice cream or a tank of gas.

Curation 108

Curation Content Marketing Proposals Dwell 108

The ROI Guy

JULY 9, 2018

To best accomplish this, CSO Insights recommends that you refine your value messaging, to provide the differentiating storytelling script sales reps need to convey your unique value to ever more skeptical and frugal prospects. in the early stages of the customer’s path, but to inspire with ideas about how to solve the issue at hand.”

Business 53

Business Peer-to-peer Differentiation Case Studies 53

Convert

JANUARY 30, 2023

Leaders = Storytellers: Securing Buy-in A leader should be a good storyteller. As you go up the career ladder, you become a storyteller and you need to understand what stories C-suite tells its teams to motivate them. Simon and his team do “research insight presentations” with their clients. A CRO lead is no exception.

Lead Ranking 59

Lead Ranking Lead Scoring Paid Search Agency Budget Programs 59

The ROI Guy

OCTOBER 21, 2015

A Traditional Business Case typically tallies the costs, benefits and risks of a proposed solution. Discounted cash flow, ROI, payback, NPV, and IRR are typically calculated and presented to deliver financial justification and rationalize the purchase. IDC reports that 95% of purchase decisions require a formal business case.

Lead Ranking 40

Lead Ranking Business Marketing Proposals Lead Scoring 40

The ROI Guy

SEPTEMBER 22, 2015

Regardless of whether you are marketing / selling one of these five technologies or something different, there is a tangible impact to your from IT spending constraints: Buyers are now more than ever sticking with status quo versus considering new proposals. If your proposals are more than $500k, you now average 10 stakeholders per decision.

Planning 40

Planning Gartner Marketing Plans Marketing Proposals 40

The ROI Guy

MARCH 9, 2014

B2B sales reps leverage the ValueStory app as a replacement for traditional one-way presentations, helping to fuel more relevant, effective, value-focused customer conversations that engage today''s tougher B2B buyers. The latest ValueStory upgrades in v3.0

Lead Scoring 40

Lead Scoring Lead Ranking Storytelling Ideal Customer Profiles 40

Hubspot

MARCH 23, 2018

Only when the likelihood of attrition/rejection becomes overwhelming should you present countermeasures (i.e., Articulate a product’s value through the use of relevant and powerful storytelling. Use storytelling and framing techniques to set your product apart from other options available in the market. Keep them talking.

Tips 101

Tips Ideal Customer Profiles Case Studies Storytelling 101

Content Standard

JULY 15, 2015

During his keynote at last month’s inaugural Content Rising Summit, Tom Gerace, Skyword’s founder and CEO, urged marketers in the audience to think bigger when it comes to brand storytelling. Here are my suggestions: The Bachelor , Presented by Forevermark. Modern Family , Presented by Target.

Brand Identity 40

Brand Identity Branding Cable Marketing Proposals 40

The ROI Guy

MARCH 20, 2013

This was presented at the latest Forrester Sales Enablement Forum, and is a marked increase from the 65/35% split of just two years ago. Prove Your Not the Same Quantify the Pain Too often, your sales professionals dive into the value of your proposed solution before the Prospect even understands that they have an issue worth addressing.

ROI 40

ROI Process Peer-to-peer Best Practices 40

ClearVoice

OCTOBER 12, 2019

Help you develop a proposal for an intelligible project to your advisor (or boss). Presented your supporting data. Presented your analysis of the data. Going Old-School Works: How Index Cards Can Help Writers Improve Storytelling. Allow you a way to test the clarity of your ideas. Summarized previous research.

Paper 45

Paper Ethics Analysis Storytelling 45

ClearVoice

JANUARY 26, 2024

Content marketing and producing content presents an additional challenge when building the business case, as not all content activities drive immediate ROI. 88% of PR leaders think that storytelling is the highest-value skill in successful PR campaigns. It’s more than your message; it’s about your actions and how you communicate them.

Paid Content 92

Paid Content Top of Funnel Work Management Marketing Management 92

The ROI Guy

JANUARY 16, 2014

2 - Empower Sales with Value Storytelling and Quantification According to SiriusDecisions, the #1 reason why sales professionals fail to meet quota (for the 3 rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. Empower Sales with Value Storytelling and Quantification 3.

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

MARCH 1, 2016

#2 – Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota is their “inability to effectively articulate the value of proposed solutions”. This past year reported by 71% of respondents. And its not just your direct sales reps that have the issue.

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

Adobe Experience Cloud Blog

FEBRUARY 27, 2015

And $100K worth of content with a powerful voice can make a million dollar noise” proposed Kessler. His presentation ranged from the need for adaptive websites, to the state of digital marketing. At our booth, we employed a scribe to visualise the story of some of the key presentations at the event. Adapt, Don’t Respond.

B2B Thought Leadership 48

B2B Thought Leadership Thought Leadership Marketing Proposals Storytelling 48