Confusing Customer Segmentation, Buyer Profiling, and Buyer Personas Harms Marketing
SEPTEMBER 6, 2016
Compounding the issue today is the prevalent use of the term buyer persona to describe customer segmentation and buyer profiling efforts. The issue I am referring to is the confusion that can surround distinguishing between customer segmentation, buyer profiling, and buyer personas today.
How to Write a Creative Brief for Your Next Video Project (with Template)
MARCH 10, 2016
This is true whether it’s for climbing up (and down) a mountain or for producing a marketing video for your business. They are important because they provide you and your stakeholders with a detailed explanation for the reasoning and background for using video to pursue your business goal.
The Social Media Publishing Schedule Every Marketer Needs [Template]
JULY 24, 2012
Here at HubSpot, we've created a templated schedule that we fill in at the same day and time every single week for the following week's social media content. So we thought it was high time we share that social media scheduling template with you, and walk you through exactly how to fill it out.
5 Things Your Business Must Consider About Outsourcing Customer Research
MARCH 20, 2015
As buyers change, organizations are working to stay on top of shifting trends and customer preferences. At a deeper level, customer research can reveal what’s going on in the minds of buyers, giving companies critical insights that can guide strategic decisions. Keeping with this metaphor, many marketers choose to enlist the help of a personal trainer when it comes to buyer persona or related customer research. Customer research is a skill set.
The Foolproof Formula for Writing a Solid Blog Post [Template]
JUNE 20, 2012
Without it, Google will stop crawling your site; your SEO will tank; your social media accounts will run dry; you'll have no clout with your leads and customers; and you'll have fewer pages on which to place calls-to-action and collect new and reconverted leads.
Supply Chain Consulting Firm Uses Marketing Automation to Facilitate Channel Change
DECEMBER 14, 2015
Editor’s note: Spinnaker Management Group is a supply chain services company that helps clients grow, manage risk, reduce costs, and improve customer service by developing world-class supply chain capabilities. We do transformative consulting, related to all things supply chain.
New Marketing Automation Options for Small Business in the VEST Report
Customer Experience Matrix
JANUARY 24, 2015
GreenRope workflow GreenRope is all-in-one software sold primarily to very small businesses such as lawyers, real estate agents, consultant, coaches and membership organizations. Hatchbuck workflow Hatchbuck is another all-in-one product for very small businesses.
How Customer-Driven Copy Helped HubSpot Increase Conversions by Nearly 100%
MARCH 23, 2017
We learned that HubSpot customers didn't understand HubSpot had evolved into the Growth Stack: multiple tools that accomplish different goals individually, but are even more powerful used together. Conducting Customer Research. Collecting Customer Feedback.
A Service-Based Business’s Guide to Email Marketing
MARCH 2, 2015
Service-based businesses like computer repair shops, staffing agencies, cleaning services, marketing companies, e-commerce businesses and a whole host of others use email marketing to promote their business. We’ll also showcase four emails that your business should send.
How to Deliver the Perfect Business Pitch: 8 Tips Inspired by 'Shark Tank'
JUNE 23, 2016
A great business pitch is among the first of many hurdles an entrepreneur must jump to get their company off the ground. While it's not necessarily an indicator of future success, it's a critical moment for any business. Image Credit: Business Insider.
The State of Buyer Personas 2012
MAY 20, 2012
Today’s business leaders can reach a maturity level that allows for a robust practice of modeling buyers whereby buyer personas are one of the tools used for descriptive and predictive buyer modeling. Personas are developed from primary qualitative research with real customers.
Are Infographics Right for Your Business? The Pros, Cons + Tips
DECEMBER 1, 2014
Infographics are creative, educational, attention-grabbing and can be a powerful marketing tool , but are they right for your small business? They’re easy to interpret, explains Carla Mattioli, a creative consultant with IM Design.
16 Greats of ’16: The Year’s Best Business Books for Marketers
JANUARY 6, 2017
We’ve compiled a guide to some of the best business books released in 2016 ‒ books that give practical advice on effective marketing, explain the psychology of persuading and selling, showcase major trends that will shape our jobs in the near and distant future, preview new technologies and developments looming on the horizon, assist us in improving our professionalism, and help us tap into our passions and creativity to benefit both our careers and our daily lives.
How to Take Your Customer Service to the Next Level With Content
SEPTEMBER 26, 2012
Research released earlier this year by Sabio and the Customer Contact Association showed that anywhere between 25% and 40% of the calls that are being handled by UK contact centers are unnecessary or avoidable. How Real Companies Use Content to Improve Their Customer Service.
Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings
Your Sales Management Guru
JANUARY 21, 2013
During the past few months I have been consulting with several clients on a variety of issues and coaching others via our new “Acumen Project”. First , you should be using Acumen’s Sales Meeting Template, (if not check out our previous blog), when you get to the sales forecast section and opportunity discussion, you can either go to the “white board” or via Excel and a PC projector; you note your monthly sales objective. Sales Leadership: Bringing a Sharp Focus to Your.
Mautic Offers Free, Open Source Marketing Automation
Customer Experience Matrix
JUNE 19, 2015
Small businesses constantly cite cost as a major roadblock to adoption. Or perhaps people felt that the real barriers to adoption were lack of time and skills, so even a free product would not unlock a large new segment of customers.
You’re doing a terrible job with search and social
JANUARY 13, 2015
My consulting includes doing very deep, thorough, site audits. That your site becomes a content platform more than simply a business card. Like Paris, Milan, and New York, they can tell you’re wearing last season’s template (and it does make your site look fat).
How the Right Marketing Automation Platform Saves You Time and Money
DECEMBER 30, 2016
Successful marketers need marketing automation software that’s both powerful and easy to use, especially when they’re working in fast-growing businesses and have a broad range of responsibilities. When Keri Keeling, Vice President of Customer Success and Operations at Bluenose, began leading the company’s marketing efforts, she started out with Marketo, but soon found it fell short. Bluenose develops technology that helps businesses engage, retain, and grow their customer base.
5 Steps to Quick and Easy Personalized Emails for Account-Based Marketing
APRIL 12, 2017
Harry is usually one of the top business development reps at The Best Solutions Company. The burden of sending the emails shifts from marketing to business development. Also, it’s useful to segment by business projects or interests. Create a Matrix of Email Templates.
RedPoint Offers Broad, Deep B2C Marketing Automation
Customer Experience Matrix
JANUARY 3, 2013
On days when I have nothing else to be cranky about, I sometimes fuss at how business-to-business software vendors hijacked the term “marketing automation” despite its long and relatively honorable history describing systems for consumer marketing. More productively, the deal also shifted discussion from components within a marketing suite to where marketing systems fit within the larger world of unified customer management.
How B2B Vendors Can Generate Trust and Credibility With Their Website
SEPTEMBER 28, 2016
This includes: Complete contact information, an updated About section or company information, and a summary of the products and services your business offers. Also, this simple visual introduction can smooth over the awkwardness of that first personal consultation. Business
The Ultimate Dictionary of Marketing Terms You Should Know
MARCH 10, 2016
APIs facilitate the data needed to provide solutions to customer problems. 4) B2B (Business-to-Business). An adjective used to describe companies that sell to other businesses. 5) B2C (Business-to-Consumer). 7) Business Blogging.
How Raab Associates Converted to ZohoCRM In One Weekend: a B2B CRM Success Story
Customer Experience Matrix
SEPTEMBER 11, 2013
Raab Associates is really two businesses: the technology consulting practice run by Yours Truly, and a marketing agency specializing in children’s books run by my beautiful and brilliant wife Susan. Custom filters across all field types, check.
6 Ways to Spice Up Boring Email Marketing Campaigns
The Effective Marketer
FEBRUARY 7, 2012
Give them something that makes them feel important and like they are your most valuable customers just because they are on the list. In addition to their name, email and other contact info, you ideally should know at least some about their interests, especially if you’re in a business that has a variety of products catering to many different types of customers. Revamp Your Template. So, if your campaign seems stale, it may be time to revamp your email template.
12 Steps and the Skills You Need for Your WordPress Website Update
B2B Marketing Traction
FEBRUARY 17, 2015
You just choose a template, install it, and tweak your existing content to make sure all is working, right? A website update in WordPress might be “easy” if you are the business owner, graphic designer, marketing expert, content writer and web developer who knows SEO as well.
Social Psychology for Marketers: 8 Lessons in Buyer Behavior
NOVEMBER 6, 2014
Before asking something of your prospects, leads, or customers, provide them with a "gift" first -- as in, something for free. It doesn’t have to be big: Maybe a helpful ebook, a free consultation call, branded company swag, or even a handwritten note. Business
Marketing Tools for the Makers & Doers of the Manufacturing Industry
MARCH 25, 2016
Boston Consulting Group recently published a report that predicts that 30% of America’s imports from China could be produced domestically by 2020. Automating your email marketing is the natural next step for continuing your business momentum and optimizing efficiency. .
3 Magic Questions a Sales Manager Must Know
Your Sales Management Guru
AUGUST 18, 2016
This is critical to begin to build your “business case” for taking action. To win the business requires more than beating your competition – you need to help your prospect communicate the importance of this initiative and gain internal approval.
Teaching is the New Marketing
grow - Practical Marketing Solutions
JANUARY 20, 2016
When you are helpful and provide knowledge to current and potential customers, you are building depth and emotional bonds for your brand. Educational marketing means you are providing wisdom and insight to customers to help them do their jobs. Even open the door for new business?
How Marketing Can Work With Sales to Close More (and Better) Leads
JUNE 5, 2015
So a qualifying conversation ought to be one with an educational, consultative tone -- it'll help position the company as a reliable resource. Then, teach them how to use this information to facilitate a consultative conversation. In my work with HubSpot customers, I see it all.
5 Megatrends that Have Redefined Selling - Insights from a Sales Rock Star
MAY 22, 2016
As you may know, Neil is regarded by many as the father of Consultative Selling and the author of many books, including SPIN Selling, the 1988 New York Times Best Seller than many of us B2B “Sales Lifers” grew up with as our template for success.
The 3 Most Important Reasons Marketers Use Marketing Technology
MARCH 27, 2017
The internet has made it so easy to reach people, but there’s still a lot of inefficiency in the way we communicate with editors, prospects, customers, etc. These companies don’t have time or money to waste guessing what customers want.
The 7 Building Blocks of a Solid Content Marketing Plan
MAY 8, 2016
In addition to a website redesign and repurposing old content, the tax and consulting firm created a content marketing plan with a new vision focused on developing their reputation as subject matter experts. Marketers are creating more content than ever.
Spring 2016 Product Release Highlights
MAY 24, 2016
Captora’s new integration services and REST API make it possible to immediately share performance data with the Marketing Automation and CRM tools to improve the speed and accuracy of scoring, nurturing, and reporting of customers’ existing MarTech investments.
Rapid buyer persona development
SEPTEMBER 20, 2013
On first thought, and despite our in-depth knowledge of the company and its industry (offshore engineering services), it seemed an impossible task, especially because the company has several business areas and various customer types within each of those business areas.
14 of the Best Content Marketing Tips, Tactics and Techniques of 2013
DECEMBER 17, 2013
Interviewing Steve Miller (the marketing consultant, not the 80s rock star), Gary Kane presents and explains the 10x10x10 model for content marketing, starting with: “Write down the 10 most frequently asked questions from your customers.”
Personas Are Great (Except When They Suck)
B2B Marketing Insider
FEBRUARY 23, 2015
And I know a handful of consultants who are really helping their clients create actionable insights and programs and plans based on a deeper understanding of their buyers. Instead, they make your potential customers think: And they make me think: The problem with Personas: Actionability.