Ten tips for customer reactivation

Biznology

Are you looking for the best ways to reactivate dormant customers and reduce churn? Consider which of these may be the most applicable to your business, your customers, and your objectives. The longer a customer is inactive, the more likely an eventual defection.

4 Myths Preventing True B2B Customer Understanding

Tony Zambito

There is a big problem when it comes to B2B customer research. That is, making their buyer personas about customer research and not confirming existing buyer profiling assumptions. These assumptions can then get in the way of truly understanding their customers.

Confusing Customer Segmentation, Buyer Profiling, and Buyer Personas Harms Marketing

Tony Zambito

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.

5 Brands Share Their Content Marketing Process

Content Marketing Institute

Read on to get some tips and insight that you can incorporate into your content marketing process. It helps us understand the needs of our customers and the problems they’re trying to solve with our product. My process is straightforward (but not necessarily easy).

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service.

7 Elements Of Customer Understanding The C-Suite Must Master

Tony Zambito

Changes in customer and buying behaviors continue to rock the very foundations of many industries. According to recent surveys by PWC, Forrester, IBM , and McKinsey, disruptive trends in customer and buying behaviors are expected to continue over the next five years. by Yarden Gilboa.

4 Ways The B2B Buying Process Has Changed in 2015

Crimson Marketing

Improving and creating effective marketing strategy means marketers need to thoroughly understand the B2B buying process and how it is evolving. The Buying Process Is Growing More Complex. The Buying Process is More Competitive. The Buying Process is More Social.

My online influencer research and engagement process

Biznology

So, my process is: set up SDL SM2, add all the keywords I have collected through going down a Wikipedia rabbit hole, let it go to parse, search, and churn. The post My online influencer research and engagement process appeared first on Biznology.

How B2B CMOs Can Achieve Customer-Centric Marketing With Buyer Personas

Tony Zambito

A recent survey by B2B Marketing, in conjunction with the UK-based agency Tomorrow People, indicated only 38% of marketers considered their content to be “very customer-centric.” Strengthening The Common View Of Customers. 10 Essentials Of Becoming Customer-Centric With Buyer Personas.

Social Intelligence adds value throughout the Stage Gate Process

Buzz Marketing for Technology

Social data is becoming increasingly important in the new product development processes of many companies. Information gathered as part of market analysis might signal that customers are showing strong preference for the features of another company’s competing product.

Informed Customer Understanding Should Guide Marketing

Tony Zambito

While others portray that if you just do these few things, then there will be a proverbial pot of gold, at the end of the year filled with overflowing coins of new leads and customers. One thing that is clear is the dynamics of markets, customers, and sellers continue to unfold in new ways.

3 Ways Marketing Ops Can Improve Your Planning Process

Modern Marketing

So, what can you do to improve your marketing planning process? They live and breathe strategy, data, and process, making them the perfect steward of the marketing plan. Rather than inventing your own process or terminology, work with an external source.

MQL to SQL: The Qualification Process [Infographic]

Marketing Insider Group

The customer lifecycle is a useful guide to help you gauge a lead’s readiness to purchase. The post MQL to SQL: The Qualification Process [Infographic] appeared first on Marketing Insider Group.

MQL 71

Why Customer Experience is the Hot New Thing in Marketing

Act-On

“The customer experience is the next competitive battleground.”. It’s old-fashioned, but it works: Be good to your customers. Be good from the first time they encounter you to years after they’ve become your loyal, return customer. And of customer advocates?

Connected consumption is the new customer experience (CX)

Biznology

When countless products and services become connected, personal customer-vendor relationships will be added. Each task and step will include new people-first automated conversations that replace searching, customer support, shopping, and e-commerce services like Amazon.

Should Customer Data Platforms Be "Marketer-Controlled"?

Customer Experience Matrix

Thomas Wieberneit argues in a thoughtful blog post that companies need one platform for consolidated customer data, but that Customer Data Platform isn’t it because the CDP is “marketer-controlled” by definition, and thus doesn’t support other departments.

New Report: Improve The B2B Buying Process With Social Proof Marketing

Influitive b2b

So, how can brands get in front of buyers during the research phase, and help speed up the process once they make the vendor shortlist? Having customers advocate on your brand’s behalf on forums, review websites and social media can help your product make the initial cut.

Is B2B Content Engagement Heading In The Wrong Direction?

Tony Zambito

For example, in one organization I helped recently, they perceived there were 7 stages for a generalized buyer’s journey of their target customers. Applying processes and policies that are applicable to that situational scenario. by Juan Pablo Bravo. Sometimes more is truly less.

Use Buyer Persona Research To Improve B2B Customer Experience

Tony Zambito

Customer experience has been and will continue to be one of the major influences on how buyers make choices. The idea that customer experience is of significant importance has been around for a couple of decades. State Of B2B Customer Experience Is Unhealthy. by Creative Stall.

Understanding the Modern B2B Sales Process

SnapApp

Salespeople and buyers have a new relationship with one another, and it has directly impacted the sales process. . What is a sales process? . Sales Processes: A History. So the B2B sales process often looked a bit like this: Prospecting. The Modern B2B Sales Process.

BlueVenn Bundles Omnichannel Journey Management, Personalization, and Single Customer View

Customer Experience Matrix

The company offers what it calls an omnichannel marketing platform that builds a unified customer database, manages marketing campaigns, and generates personalized Web and email messages. The Venn in BlueVenn The unified database process, a.k.a. BlueVenn has only been active in the U.S.

Simple Questions to Screen Customer Data Platform Vendors

Customer Experience Matrix

I’ve been working for months to find a way to help marketers understand the differences between Customer Data Platform vendors. The system retains the input data as long as the customer chooses. This is also implied by the first item but is a critical difference from systems that only store and access segment tags on customer records.) These are divided into three subclasses: data management, analytics, and customer engagement.

Four Sales and Marketing Processes that Demand Marketing Automation

Salesfusion

The post Four Sales and Marketing Processes that Demand Marketing Automation appeared first on Salesfusion. Best Practices Customer Interaction Nurture Marketing

Am I connecting with my customers enough? 10 tips for customer outreach

Biznology

How’s your customer outreach? You might be looking at how to secure new customers and follow up on leads, but are you also keeping your existing customers happy? We hear a lot about customer engagement and outreach these days. Your customers are a key part of your story.

The Unsung Heroes of the Sales Process

LeanData

They are the architects of an efficient, repeatable and scalable process. The domain of Sales Ops is incorporating this brave new world of technology into a process that makes teams more productive. It’s about internal customer service.”. They work quietly in the shadows.

The Emerging Importance Of B2B Ethnography To Buyer Personas

Tony Zambito

Better, deeper, insightful, and well-rounded understanding of customers and buyers is on the top of the list for many CEOs and CMOs today. In recent studies by IBM and other research studies on CEO sentiments, customer insight and understanding are identified as a top focus for CEOs.

Your Role on the Customer Journey

Act-On

Specifically, creating a customer journey map – and why you need to take this step. What is the customer journey? The customer journey is the decision-making process through which customers take action. Forrester Research describes customer journey this way: “The customer journey spans a variety of touch points by which the customer moves from awareness to engagement and purchase. Taking time to map a customer journey is an extra step, yes.

Get More Value Out of Your MarTech Investments: Balancing People, Processes and Technology

Modern Marketing

As an Adoption Advisor for the Oracle Marketing Cloud, I talk to a lot of customers about improving and extending their usage of marketing technology. Processes. Define & Document Your Process: Marketing runs on processes. Customer Experience

How customer-hero stories help you connect better

B2B Lead Generation Blog

Do you focus on capturing product stories or customer-hero stories? In this interview, we talk about the power of customer-hero stories to connect emotionally with buyers to facilitate their buying journey. Who do we envision our best customers to be?

Streamline The Sales Process With Digital Marketing Solutions

Reachforce

Smart marketing and analytics, however, helps digital marketers know what customers want, […]. With the democratization of the Internet, businesses of all shapes and sizes have the same opportunities.

suitecx Offers Industrial-Strength Customer Journey Maps and More

Customer Experience Matrix

Customer journey mapping is now the buzziest of buzz words. None of this affects me personally, but if I were a real customer experience expert I'd be annoyed at cartoon versions being presented as the real thing. Process maps and campaign flows are under development.

Using Customer Contact Data to Tell Better Marketing Stories

Act-On

If the stories are true, there was a day – long ago – when marketing with your gut and creating general, positive experiences was enough to draw customers into your lead gen flows. You already have everything you need – your customer contact data – waiting in your CRM.

The Branding Process for Professional Services Firms

Hinge Marketing

The branding process is a systematic approach to creating and promoting a firm’s brand. The brand building process can be applied to either the development of a new brand or the rebranding of an existing firm. In this article we’ll review the context in which the process is used, what happens during each phase, and what success looks like. This process is adapted from the one we use at Hinge ­— a program based on a decade of research into thousands of high-growth firms.

Continuum and Process vs. Event, Project or Campaign Thinking

Avitage

It’s past time to shift your thinking about your approach to marketing activities as an event, project or campaign, to continuum and process thinking. The content challenges of his customers are a real problem. The consensus is clear.

Gamification of the Sales Process

Sales Intelligence View

Turning the sales process into a game is not a stretch of the imagination for companies. In may ways companies with B2B sales people have already added game mechanics into the process on a small scale. This is where most companies end the game process but that is about to change.

How to Validate Your Blog Post Topics: A 3-Step Process

Hubspot

To help you avoid wasting time on topics and keyword plays that won't generate a meaningful return for your business, we've put together a simple process for validating your ideas before you start writing. How to Validate Your Blog Post Topics: A 3-Step Process.

Marketing Planning Process for Professional Services

Hinge Marketing

However, the marketing planning process that works well for consumer products, industrial goods or not-for-profits is not well suited for professional services. You need to follow a specific process — one that produces a plan custom-tailored to your needs. Before we get into that process, however, let’s clarify a few key marketing planning concepts. Marketing Planning Process Defined. Benefits of the Marketing Planning Process.

Are Your Buyer Personas Data Overkill?

Tony Zambito

With many touted frameworks and processes being representative of buyer personas in name only. The notion of operations is implicit in science, systems, processes, analytics, and rules. And, more importantly, truly informs on customer strategies.

New research: Boost organic growth from current customers

B2B Lead Generation Blog

CEOs and sales leaders have long wondered: how can we drive organic growth and increase sales from existing customers? ” That’s why I interviewed Brent Adamson ( @brentadamson ), Principal Executive Advisor at Gartner , and the co-author of The Challenger Sale and The Challenger Customer. The idea that if you can offer your customer broader solutions, that’s going to allow you to stand out, to differentiate yourself, to command price premiums in the marketplace.

Why you need a creative workflow process

Act-On

This is where establishing a creative workflow process can come in handy. Secondly, despite your best efforts to set a process and get buyoff from all involved, things (and people) will go rogue. They’ll usurp the process, jump up the chain, or weigh in late with feedback.