Expert insights. Personalized for you.
Whether they like it or not, whether they feel capable or not, many technical subject matter experts (SMEs) are expected to be a white paper writer, a web content writer, and a blog post writer. However, in most cases, these writing assignments aren't getting done--which is frustrating to both the SMEs and the content marketing managers who oversee the projects. The question becomes: Should SMEs write technical sales materials? MORE
A note from Janice: Professional services for activities such as infrastructure assessments, deployment planning, and outsourced IT operations are a significant revenue stream for many technology companies. However, these services aren''t often the focus of guidance for effective marketing. In this guest post, Hinge Marketing, which specializes in professional services firms, presents interesting data about online marketing strategies that can benefit any company offering technology services. MORE
When you ask questions during a case study interview, do you talk too much? If you're getting answers that are lackluster, confusing, or less complete or enthusiastic than you expect, the problem may be how you asked the questions. Common symptoms: Using more than two sentences for a question. Asking for too much information in a single question. Feeling the temptation to explain a topic or share a story of your experience after you state the question, but before you allow the customer to answer. MORE
"How long have you been freelancing?" is a question I rarely hear when I am discussing my copywriting services with a potential client. But it's a question you will want to ask any freelance copywriter you hire. The reason? A writer who is experienced in running a business and managing projects as a freelancer can save you time, money, and headaches through more effective project activity and relationships. MORE
In this blog, I frequently write about case studies, white papers, and content marketing for technical products and technology companies. Over the next few months, I'll list what I consider to be my very best posts on these topics, along with a few "must have" books and other resources to further your knowledge. If you are involved in writing or managing customer case studies for high-tech marketing, you'll find useful ideas in these posts: Does your team know what makes a good case study? MORE
Whether they like it or not, whether they feel capable or not, many technical subject matter experts (SMEs) are expected to be a white paper writer, a web content writer, and a blog post writer. However, in most cases, these writing assignments aren't getting done--which is frustrating to both the SMEs and the content marketing managers who oversee these projects. The question becomes: Should SMEs write technical sales materials? MORE
Good content is a shame to waste. Especially when it''s right in front of you, ready to be adapted for a document, video, or presentation. So often when I''m working on a content marketing project, I see good stories and information go by the wayside simply because they don''t fit the immediate need. For example, when interviewing customers for their perspectives on a white paper topic, I often gather a substantial amount of information that would be useful for a case study. MORE
Do you have the interviewing skills that can help you get a great case study.and strengthen your relationship with the customer at the same time? Or, do you just "wing it," relying on the right information to magically emerge during the interview call, as long as you can keep the customer talking? Anytime you interview a customer, you have a golden opportunity to elicit powerful, effective content for a case study. MORE
Perhaps the most exasperating feedback you can get from a subject expert who reviews the draft of a technical marketing document? "It It has problems, let’s talk.". Your stomach sinks as you imagine having to listen to a complete destruction of text into which you (or your technology writer) put so much time, effort, and creative thought. But knowing several strategies for handling feedback can make this situation both positive and constructive for moving the project forward. Strategy #1. MORE
It's easy to understand that not every freelance writer is a good match for every marketing project. Yet, how can you recognize when you need a specialty writer and identify what kind of writer to seek? These ideas can help your search. You need a writer with specific technical or subject knowledge. Teaching a generalist writer about your products, customers, and applications probably isn't a good use of time--for yourself or your subject experts. MORE
I once participated in a focus group to evaluate the effectiveness of sales materials produced by an insurance company. The group included people of diverse professions, ages, and life experience. Yet it was interesting to see how quickly they reached consensus on which document had the most appeal, especially for motivating a purchase decision. The group's choice? MORE
Good content is a shame to waste. Especially when it's right in front of you, ready to be adapted for a document, video, or presentation. So often when I'm working on a content marketing project, I see good stories and information go by the wayside simply because they don't fit the immediate need. For example, when interviewing customers for their perspectives on a white paper topic, I often gather a substantial amount of information that would be useful for a case study. MORE
This month's list focuses on my best posts and recommended resources for content marketing as it applies to technology products, services, and companies. If you are involved in producing any type of technical sales or promotional materials, you'll find these posts helpful: What does the content tell you? How to look beyond the standard collateral list to create fresh ideas for marketing content. Decision makers like details. MORE
What do you do for viewers after they've watched your live webinar? What do you do with those who (gasp!) have left the session early, before they see the slide with your call to action and web link for more information? Based on my Webinar experiences lately, you may be abandoning valuable leads right at the point when you have their attention. See if this experience is familiar. Last month I was registered for two webinars during the same hour, so I left one early and joined the other late. MORE
Go to the website of many technology companies and find the link for case studies. The page that appears is likely a long, undifferentiated list of all the case studies the company has ever produced. What a lost promotional opportunity! Instead of taking time to look through the list, most customers will click on just the first one or two links. Or, they''ll look for a company name they recognize, even if that case study isn''t necessarily relevant to their interests or situation. MORE
Your marketing department may produce dozens of new white papers each year, but how often do you refresh an existing one? For many technology marketers, once a white paper is written and posted it''s instantly forgotten. Yet many older white papers can deliver renewed value to your promotional efforts with less expense, time, and effort than producing a new one. MORE
At the beginning of the year, your content marketing plans are likely focused on new, new, new: New white papers, sales brochures, Web articles, and customer case studies. But equally valuable marketing opportunities may await you in the old--through a relatively simple, fast, and inexpensive refresh of your best existing materials. MORE
Good content is a shame to waste. Especially when it's right in front of you, ready to be adapted for a document, video, or presentation. So often when I'm working on a content marketing project, I see good stories and information go by the wayside simply because they don't fit the immediate need. For example, when interviewing customers for their perspectives on a white paper topic, I often gather a substantial amount of information that would be useful for a case study. MORE
What do you do for viewers after they''ve watched your live webinar? What do you do with those who (gasp!) have left the session early, before they see the slide with your call to action and web link for more information? Based on my Webinar experiences lately, you may be abandoning valuable leads right at the point when you have their attention. See if this experience is familiar. Last month I was registered for two webinars during the same hour, so I left one early and joined the other late. MORE
Your marketing team may produce dozens of new white papers each year, but how often do you refresh an existing one? For many technology marketers, once a white paper is written and posted it's instantly forgotten. Yet many older white papers can deliver renewed value to your promotional efforts with less expense, time, and effort than producing a new one. MORE
Your marketing team may produce dozens of new white papers each year, but how often do you refresh an existing one? For many technology marketers, once a white paper is written and posted it's instantly forgotten. Yet many older white papers can deliver renewed value to your promotional efforts with less expense, time, and effort than producing a new one. MORE
A prime customer has just agreed to participate in a case study for your product--great news! But it can be tempting to turn what should be a focused case study interview call into an extended grilling of the customer for every bit of product feedback you can get. That's update mistake for two reasons: The customer may lose patience with the process and back-out of the case study. MORE
A typical job ad for a copywriter includes a statement like this: "Must be able to write all types of content, from white papers to webpages to tweets.". Sounds good, right? Indeed, some freelance writers promote themselves as the one person who can take care of all your copywriting needs. But that single-source approach may not in fact be the best way to serve your content marketing projects. Different project types simply have differing needs for a writer''s knowledge, skill, and focus. MORE
Perhaps the most exasperating feedback you can get from a subject expert who reviews the draft of a technical marketing document? "It It has problems, let’s talk.". Your stomach sinks as you imagine having to listen to a complete destruction of text into which you (or your technology writer) put so much time, effort, and creative thought. But knowing several strategies for handling feedback can make this situation both positive and constructive for moving the project forward. Strategy #1. MORE
Do you have the interviewing skills that can help you get a great case study.and strengthen your relationship with the customer at the same time? Or, do you just "wing it," relying on the right information to magically emerge during the interview call, as long as you can keep the customer talking? Anytime you interview a customer, you have a golden opportunity to elicit powerful, effective content for a case study. MORE
I once participated in a focus group to evaluate the effectiveness of sales materials produced by an insurance company. The group included people of diverse professions, ages, and life experience. Yet it was interesting to see how quickly they reached consensus on which document had the most appeal, especially for motivating a purchase decision. The group's choice? MORE
Last month I was on the website of a major technology company, looking for basic information about a product. I entered the product name into the search field and the first page of links to come up were all related to developer's notes. Not exactly what I was looking for. Going through the product menu was no help either, because the overview page I found there was so full of photos and fancy formatting and there was no option to get a simple print version. MORE
A recent series of TechTarget reports offers many helpful insights for content marketing that targets IT buyers. Four insights in particular caught my attention. Serial IT Specialists. TechTarget correctly notes that many IT professionals now move from one area to another as new technologies emerge and are adopted by their employers. These buyers seek content that will help them progress from basic to advanced topics in their new technology focus. MORE
One of your sales reps sends a breathless e-mail: "XYZ company just signed a contract. They'd make a great success story!" Or, you're preparing to launch a new product and you know that a strong customer case study would be very helpful for substantiating your marketing messages. So, you ask the product manager whether any of the customers involved in beta testing or early product release would be good candidates. In both cases, what input do you receive? MORE
One of your sales reps sends a breathless e-mail: "XYZ company just signed a contract. They'd make a great success story!" Or, you're preparing to launch a new product and you know that a strong customer case study would be very helpful for substantiating your marketing messages. So, you ask the product manager whether any of the customers involved in beta testing or early product release would be good candidates. In both cases, what input do you receive? MORE
What can a catalog about sewing threads teach a technology marketer about writing effective sales content? A lot about missed opportunities for engaging prospects and motivating them to make a purchase. I create art quilts as a hobby and at a recent trade show I eagerly picked up a catalog from a well-regarded specialty thread manufacturer. MORE
WriteSpark
APRIL 18, 2018
I once participated in a focus group to evaluate the effectiveness of sales materials produced by an insurance company. The group included people of diverse professions, ages, and life experience. Yet it was interesting to see how quickly they reached consensus on which document had the most appeal, especially for motivating a purchase decision. The group's choice?
WriteSpark
APRIL 18, 2018
I once participated in a focus group to evaluate the effectiveness of sales materials produced by an insurance company. The group included people of diverse professions, ages, and life experience. Yet it was interesting to see how quickly they reached consensus on which document had the most appeal, especially for motivating a purchase decision. The group's choice?
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WriteSpark
APRIL 11, 2018
Good content is a shame to waste. Especially when it's right in front of you, ready to be adapted for a document, video, or presentation. So often when I'm working on a content marketing project, I see good stories and information go by the wayside simply because they don't fit the immediate need. For example, when interviewing customers for their perspectives on a white paper topic, I often gather a substantial amount of information that would be useful for a case study.
WriteSpark
APRIL 11, 2018
Good content is a shame to waste. Especially when it's right in front of you, ready to be adapted for a document, video, or presentation. So often when I'm working on a content marketing project, I see good stories and information go by the wayside simply because they don't fit the immediate need. For example, when interviewing customers for their perspectives on a white paper topic, I often gather a substantial amount of information that would be useful for a case study.
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WriteSpark
APRIL 4, 2018
Your marketing team may produce dozens of new white papers each year, but how often do you refresh an existing one? For many technology marketers, once a white paper is written and posted it's instantly forgotten. Yet many older white papers can deliver renewed value to your promotional efforts with less expense, time, and effort than producing a new one.
WriteSpark
MARCH 28, 2018
One of your sales reps sends a breathless e-mail: "XYZ company just signed a contract. They'd make a great success story!" Or, you're preparing to launch a new product and you know that a strong customer case study would be very helpful for substantiating your marketing messages. So, you ask the product manager whether any of the customers involved in beta testing or early product release would be good candidates. In both cases, what input do you receive?
WriteSpark
MARCH 28, 2018
One of your sales reps sends a breathless e-mail: "XYZ company just signed a contract. They'd make a great success story!" Or, you're preparing to launch a new product and you know that a strong customer case study would be very helpful for substantiating your marketing messages. So, you ask the product manager whether any of the customers involved in beta testing or early product release would be good candidates. In both cases, what input do you receive?
WriteSpark
MARCH 21, 2018
Whether they like it or not, whether they feel capable or not, many technical subject matter experts (SMEs) are expected to be a white paper writer, a web content writer, and a blog post writer. However, in most cases, these writing assignments aren't getting done--which is frustrating to both the SMEs and the content marketing managers who oversee the projects. The question becomes: Should SMEs write technical sales materials?
WriteSpark
MARCH 21, 2018
Whether they like it or not, whether they feel capable or not, many technical subject matter experts (SMEs) are expected to be a white paper writer, a web content writer, and a blog post writer. However, in most cases, these writing assignments aren't getting done--which is frustrating to both the SMEs and the content marketing managers who oversee these projects. The question becomes: Should SMEs write technical sales materials?
Speaker: Bryan Naas, VP of Sales Productivity at Braze
Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.
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WriteSpark
MARCH 14, 2018
Perhaps the most exasperating feedback you can get from a subject expert who reviews the draft of a technical marketing document? "It It has problems, let’s talk.". Your stomach sinks as you imagine having to listen to a complete destruction of text into which you (or your technology writer) put so much time, effort, and creative thought. But knowing several strategies for handling feedback can make this situation both positive and constructive for moving the project forward. Strategy #1.
WriteSpark
MARCH 14, 2018
Perhaps the most exasperating feedback you can get from a subject expert who reviews the draft of a technical marketing document? "It It has problems, let’s talk.". Your stomach sinks as you imagine having to listen to a complete destruction of text into which you (or your technology writer) put so much time, effort, and creative thought. But knowing several strategies for handling feedback can make this situation both positive and constructive for moving the project forward. Strategy #1.
WriteSpark
MAY 14, 2013
A note from Janice: Professional services for activities such as infrastructure assessments, deployment planning, and outsourced IT operations are a significant revenue stream for many technology companies. However, these services aren''t often the focus of guidance for effective marketing. In this guest post, Hinge Marketing, which specializes in professional services firms, presents interesting data about online marketing strategies that can benefit any company offering technology services.
WriteSpark
MARCH 11, 2014
What do you do for viewers after they''ve watched your live webinar? What do you do with those who (gasp!) have left the session early, before they see the slide with your call to action and web link for more information? Based on my Webinar experiences lately, you may be abandoning valuable leads right at the point when you have their attention. See if this experience is familiar. Last month I was registered for two webinars during the same hour, so I left one early and joined the other late.
Advertiser: ZoomInfo
Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!
WriteSpark
JULY 9, 2013
A recent series of TechTarget reports offers many helpful insights for content marketing that targets IT buyers. Four insights in particular caught my attention. Serial IT Specialists. TechTarget correctly notes that many IT professionals now move from one area to another as new technologies emerge and are adopted by their employers. These buyers seek content that will help them progress from basic to advanced topics in their new technology focus.
WriteSpark
FEBRUARY 14, 2012
When you ask questions during a case study interview, do you talk too much? If you're getting answers that are lackluster, confusing, or less complete or enthusiastic than you expect, the problem may be how you asked the questions. Common symptoms: Using more than two sentences for a question. Asking for too much information in a single question. Feeling the temptation to explain a topic or share a story of your experience after you state the question, but before you allow the customer to answer.
WriteSpark
APRIL 8, 2014
Your marketing department may produce dozens of new white papers each year, but how often do you refresh an existing one? For many technology marketers, once a white paper is written and posted it''s instantly forgotten. Yet many older white papers can deliver renewed value to your promotional efforts with less expense, time, and effort than producing a new one.
WriteSpark
DECEMBER 12, 2012
This month's list focuses on my best posts and recommended resources for content marketing as it applies to technology products, services, and companies. If you are involved in producing any type of technical sales or promotional materials, you'll find these posts helpful: What does the content tell you? How to look beyond the standard collateral list to create fresh ideas for marketing content. Decision makers like details.
Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners
Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.
WriteSpark
FEBRUARY 11, 2014
Do you have the interviewing skills that can help you get a great case study.and strengthen your relationship with the customer at the same time? Or, do you just "wing it," relying on the right information to magically emerge during the interview call, as long as you can keep the customer talking? Anytime you interview a customer, you have a golden opportunity to elicit powerful, effective content for a case study.
WriteSpark
OCTOBER 23, 2012
In this blog, I frequently write about case studies, white papers, and content marketing for technical products and technology companies. Over the next few months, I'll list what I consider to be my very best posts on these topics, along with a few "must have" books and other resources to further your knowledge. If you are involved in writing or managing customer case studies for high-tech marketing, you'll find useful ideas in these posts: Does your team know what makes a good case study?
WriteSpark
JUNE 11, 2013
Go to the website of many technology companies and find the link for case studies. The page that appears is likely a long, undifferentiated list of all the case studies the company has ever produced. What a lost promotional opportunity! Instead of taking time to look through the list, most customers will click on just the first one or two links. Or, they''ll look for a company name they recognize, even if that case study isn''t necessarily relevant to their interests or situation.
WriteSpark
AUGUST 14, 2012
"How long have you been freelancing?" is a question I rarely hear when I am discussing my copywriting services with a potential client. But it's a question you will want to ask any freelance copywriter you hire. The reason? A writer who is experienced in running a business and managing projects as a freelancer can save you time, money, and headaches through more effective project activity and relationships.
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WriteSpark
OCTOBER 8, 2013
Good content is a shame to waste. Especially when it''s right in front of you, ready to be adapted for a document, video, or presentation. So often when I''m working on a content marketing project, I see good stories and information go by the wayside simply because they don''t fit the immediate need. For example, when interviewing customers for their perspectives on a white paper topic, I often gather a substantial amount of information that would be useful for a case study.
WriteSpark
MARCH 12, 2013
A prime customer has just agreed to participate in a case study for your product--great news! But it can be tempting to turn what should be a focused case study interview call into an extended grilling of the customer for every bit of product feedback you can get. That's update mistake for two reasons: The customer may lose patience with the process and back-out of the case study.
WriteSpark
AUGUST 13, 2013
A typical job ad for a copywriter includes a statement like this: "Must be able to write all types of content, from white papers to webpages to tweets.". Sounds good, right? Indeed, some freelance writers promote themselves as the one person who can take care of all your copywriting needs. But that single-source approach may not in fact be the best way to serve your content marketing projects. Different project types simply have differing needs for a writer''s knowledge, skill, and focus.
WriteSpark
JANUARY 9, 2013
At the beginning of the year, your content marketing plans are likely focused on new, new, new: New white papers, sales brochures, Web articles, and customer case studies. But equally valuable marketing opportunities may await you in the old--through a relatively simple, fast, and inexpensive refresh of your best existing materials.
Speaker: Matthew Hawk, President of B2bTrainers
The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.
WriteSpark
MAY 8, 2012
What can a catalog about sewing threads teach a technology marketer about writing effective sales content? A lot about missed opportunities for engaging prospects and motivating them to make a purchase. I create art quilts as a hobby and at a recent trade show I eagerly picked up a catalog from a well-regarded specialty thread manufacturer.
WriteSpark
MARCH 11, 2014
What do you do for viewers after they've watched your live webinar? What do you do with those who (gasp!) have left the session early, before they see the slide with your call to action and web link for more information? Based on my Webinar experiences lately, you may be abandoning valuable leads right at the point when you have their attention. See if this experience is familiar. Last month I was registered for two webinars during the same hour, so I left one early and joined the other late.
WriteSpark
APRIL 10, 2012
It's easy to understand that not every freelance writer is a good match for every marketing project. Yet, how can you recognize when you need a specialty writer and identify what kind of writer to seek? These ideas can help your search. You need a writer with specific technical or subject knowledge. Teaching a generalist writer about your products, customers, and applications probably isn't a good use of time--for yourself or your subject experts.
WriteSpark
FEBRUARY 11, 2014
Do you have the interviewing skills that can help you get a great case study.and strengthen your relationship with the customer at the same time? Or, do you just "wing it," relying on the right information to magically emerge during the interview call, as long as you can keep the customer talking? Anytime you interview a customer, you have a golden opportunity to elicit powerful, effective content for a case study.
Advertiser: ZoomInfo
Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.
WriteSpark
JANUARY 14, 2014
Last month I was on the website of a major technology company, looking for basic information about a product. I entered the product name into the search field and the first page of links to come up were all related to developer's notes. Not exactly what I was looking for. Going through the product menu was no help either, because the overview page I found there was so full of photos and fancy formatting and there was no option to get a simple print version.
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