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How to Launch a Customer-Centric Sales Strategy

Modern Marketing

“ We see our customers as invited guests to a party, and we are the hosts. It’s our job every day to make every important aspect of the customer experience a little bit better.” Customer Centricity Is More Important than Ever. Conduct Buyer Persona Research.

How to Deliver Emails That Will Increase Reach, Impact, and Subscriber Satisfaction

Content Marketing Institute

Think of a well-executed email strategy as the backbone of a successful content marketing program. Your email content won’t do your business any good if you aren’t reaching the right people – or reaching enough of them to drive your content marketing strategy forward.

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8 Rookie Mistakes You Might Be Making With Buyer Personas


Creating buyer personas is an essential part of building a successful inbound marketing strategy. Without documented buyer personas, essential inbound marketing tasks such as creating engaging content can be challenging. 1) Too many personas.

38 Handy Stats to Prove the Value of Personas


You’re about to present to your board/boss/someone about the budget you need for next year, and a big part of that is persona development, maintenance, or persona management technology. 82% of companies using Personas have managed to create an improved value proposition.

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How to Motivate Customers Across the Entire Buyer’s Journey


Understanding your customers – from pain points to motivations – can help you better serve their needs. Knowing what motivates your customers can help you craft marketing campaigns and deliver products that they will want to buy. The ability to understand other people – i.e., your customers – is essential for us as marketers. We need to know what customers want and how they want it. Walk a mile in your customers’ shoes. The customer buyer’s journey.

Why Understanding Pain Is the Key to Customer-Centric Marketing


For a brand to truly provide a helpful solution, customers must have a pain point for you to address. Your goal, as a customer-obsessed marketer, should be not only to fix the pain point but to provide an antidote for the pain itself. Is emotion a part of your customer journey maps?

How to Apply Lifecycle Marketing for Your Agency Clients


So what’s the best way to make sure you’re delivering stellar results for each of your customers? Here’s how: Develop a Strategy for Every Account in Five Areas. Your strategy should include defining who you will not pursue, so you don’t spend resources on low-potential targets.

The Customer Experience Success Triangle: A CEO’s Perspective on Why Companies Need to Invest in Customer Experience


In the past, customer-centric programs haven’t appeared to directly yield profits so CEOs passed on them in favor of other, more immediate solutions. This resulted in management professing a fleeting commitment to customer programs, but never making them a core strategy.

5 Tips for Creating Customer-Centric Content


Creating customer-centric content day after day is doable in a bare bones kind of way, but does your content have a clear purpose? Does it offer a fresh and engaging perspective that’s relevant to your customers? You’re on your way to creating awesome customer-centric content.

B2B is Dead – Long Live B2P


B2B, on the other hand, is generally dictated by a misguided understanding of prospective customers. For clarity’s sake, both B2B and B2C are influenced by customers, but that’s not the point. For a deep-dive into the B2B Buyer persona, get our extensive, free study.

Why Marketing Doesn’t End at the Sale – Customer Obsessed Lifecycle Marketing

Modern B2B Marketing

But most marketers know that it’s more cost effective to renew business with an existing customer than to acquire a new lead. So how do you keep customers engaged beyond the purchase? And how do you convert someone from a customer to a brand advocate?

5 Tips for Building a High-Performance Marketing Plan


As a modern marketer, you have a lot on your to-do list: build the brand, get leads into the funnel, and help keep those customers when it’s time to renew. And don’t limit yourself to focusing only on your target persona.

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7 Customer Loyalty Programs That Actually Add Value


it costs a business about 5-10 times more to acquire a new customer than it does to sell to an existing one -- and on average those current customers of yours spend 67% more than a new one. So, what are you doing to keep your customers coming back to your business? According to the 2011 Colloquy Customer Loyalty Census , of the $48 billion worth of perceived value in reward points and miles distributed by American businesses annually, one-third goes unredeemed by consumers.

Paul Alfieri, Turn’s SVP Marketing: How to Build an “Audience First” Product Marketing Strategy Around Big Data [Podcast]

Crimson Marketing

There is a lot of pressure on CMOs these days to have a big data strategy. Big data isn’t in itself the strategy,” says Paul Alfieri, Senior VP of Marketing at marketing software company Turn, “Big data is the enabler for a much richer, more personalized (product marketing) strategy.”

Six Best Practices for Creating a Content Marketing Strategy

Marketing Action

You can blow a lot of money and time if you don’t stick to a plan tailored to your customer’s unique content needs. Develop customer personas. Start by asking yourself and your sales stakeholders these questions: Who are our ideal prospects and customers?

Is Inbound Marketing Holding Your Business Back?


Act-On defines it as “activities that are designed to attract the attention of customers and prospects with the purpose of giving them a reason to come to you.”. Inbound is an effective marketing tactic, but it’s not a replacement for a complete, balanced marketing strategy.

How to Attract New Customers – i?marketing (Part 2)

Marketing Action

marketing user conference included six rapid-fire sessions on best practices for each stage of the customer lifecycle: Attract, Capture, Nurture, Convert, Report, and Expand. Personas. Begin by scripting a thorough outline of your ideal customer.

Why purpose matters to marketing: growth, revenue, and profit

B2B Lead Generation Blog

Customers are not the same. And really, it’s about the three components of purpose , people , and promise , and having those pieces work together for any given company so that they can reap all the benefits that purpose brings, like, customer acquisition and retention, customer connection, and employee satisfaction. How can we overcome this disconnect and better connect with our customers? How do we keep our customers?

2018 Content Marketing Toolkit: Tips, Templates, and Checklists

Content Marketing Institute

Everything you do as a content marketer should flow from a deliberately constructed content marketing strategy. Everything you do as a content marketer should flow from a constructed #contentmarketing strategy. That’s where audience personas come into play.

Understanding Buyer’s Goal Orientation Key to Understanding Why Buyers Buy

Tony Zambito

Distinguishing a set of motivations, needs, and wants from a buyer’s goal orientation can make a significant difference in not only innovation but in aligning customer strategy with buyer goals.  Image via Wikipedia. The concept of goals has been around for centuries.  Humans

Responding to the Buyers Purchase Path


A few weeks ago I was leading a workshop on Lead Nurturing, which included the concept of buyer personas and defining the buying path for each individual persona. Don’t you need to define one buyer’s journey for the persona and just align the content to that?”

5 Steps to Improving Subscriber Data for More Personalized Emails

Content Marketing Institute

But learning more about our subscribers would allow us to truly customize messaging to them. Learning more about our #email subscribers would allow us to customize messaging, says @cmcphillips. This was a great way to learn more about our customers. Why it helped our customers.

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5 Common Mistakes that Destroy a Drip Campaign

Modern B2B Marketing

They are used to connecting on social media, getting replies to tweets, having immediate access to customer service chats, and more—all in an instant. Do you want to nurture prospective customers to purchase your product or service? Everyone Wins with a Good Drip Marketing Strategy.

3 Ways To Research Companies For Personalized Video Sales Outreach


Co-founder of the award-winning sales training firm Vorsight, Steve Richard coined this phrase, which refers a highly focused three-tiered research strategy. Each tool depends on the buyer persona you sell to. Owler is a third-party aggregate of the financials and CEO satisfaction.

Why Savvy Marketers Close the Pre- and Post-Sale Content Gap

Content Marketing Institute

Externally, prospective customers and customers get exactly the content they need, in the forms they need it, at all touchpoints – and they go out and bring you new customers. Look together for opportunities to solve business problems that your customers want guidance on.

3 Steps To Email Marketing That Nurtures Leads And Closes Sales

The Forward Observer

According to McKinsey , email marketing is 40 times as effective at customer acquisition than social media. Think about your buyer persona. Buyer personas are like an avatar crafted from direct interviews with as many buyers as possible. Are they a customer?

3 Steps To Email Marketing That Nurtures Leads And Closes Sales

Marketing Insider Group

According to McKinsey , email marketing is 40 times as effective at customer acquisition than social media. Think about your buyer persona. Buyer personas are like an avatar crafted from direct interviews with as many buyers as possible. Are they a customer?

B2B Marketing Predictions – 3 Actions To Achieve Your Goals in 2011

Marketing Insider Group

I will comment on each one below but for the time-starved blog scanner, here is a summary: “Customer experience” might be the marketing buzzword of the year? This also means realigning all content production to be more value-based on personas and the customer journey. Strategy

The Difference between Content Marketing and Marketing Content


Play on words aside, there’s a big difference between using content across the buyer’s journey to deliver a consistent customer experience (marketing content), and using content to specifically support top-of-funnel marketing activities (content marketing).

B2B vs. B2C: How Content Marketing Changes by Target Audience


A company trying to reach decision-makers at another company requires a different mindset and strategy. If the final customer is a business, the marketing message is based on value, service, and trust. Developing buyer personas is helpful to this process.

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The Fundamentals of Website Personalization Strategy [Part 2 of 6]


Welcome to our six-part series on building a successful website personalization strategy. In the last post , we talked about the importance of having a website personalization strategy. To develop a web personalization strategy, it’s essential to determine where you want to go. While many executives are told to simply grow revenue, marketers need to dig a bit deeper to align personalization strategies with business priorities. About the personalization strategy series.

5 Common Traits Of The Best Content Marketing Companies

Marketing Insider Group

That’s because clients increasingly expect to work with writers who have their own well-respected professional persona or brand. That way you can put real faces, backgrounds, and personas to your content’s audience.

Prophets of Profit: 25 ABM Experts Give 2017 Predictions & Advice


To say account based strategies were prominent in 2016 is an understatement. Their study showed that B2B marketers experienced a 171% lift in their average annual contract value (ACV) when implementing ABM strategies.

7 Steps to Launch a Successful Social Selling Program


And, social selling helps to build trust, meet customers where they spend their time online, and nurture prospects. Step 4: Develop Your Buyer-Focused Content Strategy. Educational blogs, white papers, infographics, ebooks, guides, and videos that resonate with each buyer persona and buyer journey stage will prove incredibly useful for your sales reps by helping lead to better conversations and exchanges over social networks.

20 Ideas from Power Users to Power Up Your B2B Marketing Automation

Modern B2B Marketing

Let’s get started: Marketing Strategy. Without strategy, people, and process, Marketo is just another email tool. Score your customers for better upsell and service performance. Tailor your lead nurturing by persona. Unify your data around the customer.

Dispatch from CMW: Recapping Day One


Content Strategy = Business Outcomes + Customer Satisfaction. In her keynote, content strategist Kristina Halvorson hammered home this concept: strategy is not stuff you do. It’s not channels, or content types, or buyer personas.

Drip Marketing 101: Benefits and Best Practices

Marketing Action

This kind of timed-release marketing is great for products and services with a long selling cycle, but it can also be used for upsell and cross-selling and developing customer loyalty – no matter what industry you’re in. Do you have a persona outlined for this audience segment?

How to Better Understand the Size and Composition of Your B2B Audience

Content Marketing Institute

HANDPICKED RELATED CONTENT: How to Deliver Emails That Will Increase Reach, Impact, and Subscriber Satisfaction. In some cases, your target could be customers you don’t have but aspire to reach. Remember, personas mask the opportunity for true precision in your audience understanding.

Important Marketing Terms that Every B2B Executive Should Know

Circle Studio

Account-Based Marketing (ABM) – A B2B marketing strategy focused on fewer, specific targets, as opposed to marketing to the masses. They manage budgets and schedules and often also help to drive the client’s strategy. Brand discovery – A research-oriented process where the brand’s positioning, messaging and value to customers are defined, or, in the case of a brand refresh, refined. Learn More About Buyer Personas. Learn More About Customer Experience.

Get Found: How to Incorporate SEO into Your Editorial Calendar

Hinge Marketing

To be successful with content marketing, you need to start with strategy. Your content strategy broadly defines the subjects related to your offering that you’ll address to meet your potential clients’ information needs.