Stories that Sell

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The Small Marketer’s First Steps to a Customer Advocacy Effort

Stories that Sell

For the more advanced, the next step would be tying activity to leads, sales and revenue, which even more sophisticated programs struggle to do. A few years ago, I delightfully observed as a client started a customer advocacy program. What’s that, you might ask?

FAQ 58

The Risk of Stripping Down Customer Case Studies

Stories that Sell

Marketers need to look at what brings in leads, website traffic and sales. What are buyers consuming on your website, or in the lead-up to a purchase? In my household, we''re having a newspaper war.

7 Companies Boldly Leading with Customer Stories

Stories that Sell

And I’m suggesting that you shouldn’t just use customer case studies, you should lead with those customer stories. But does it increase leads and sales? Today’s websites run screenwide lead images, and many organizations struggle with how to fill that space.

Do Buyers Still Read Case Studies?

Stories that Sell

White papers again took the lead this year, followed by product brochures/data sheets. The written case study still reigns. I realize that I’m not the most unbiased authority on the supremacy of the written customer case study.

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure

Survey Says…Customer’s Voice Most Effective Content Marketing Tactic

Stories that Sell

Customer testimonials and case studies lead the list of most effective content marketing tactics, according to the newly released B2B Content Marketing Survey for 2013.

Customer Case Studies: More Effective, Loss Costly

Stories that Sell

Question : Rate the effectiveness of the following types of content for lead generation. Response : 73% of respondents rated case studies as extremely or very effective in their lead generation efforts. Time and again, I've posted on the effectiveness of customer case studies.

Customer Videos 101: How to Score a Killer Sound Bite

Stories that Sell

The Verbiage Technique: Don’t be afraid to lead the customers into their answers, or put a few words in their mouths to get the “sound bite machine” rolling. People seem SO articulate on television, right? News flash: We’re not including Honey Boo Boo here.)

Calling ALL Customer Reference Programs – Become Relentlessly Efficient

Stories that Sell

Do you lead an intergalactic customer reference program for a Fortune 500 company, or maybe you’re the one-stop-shop, all things customer reference at a start-up? Normal. false. false. false. EN-US. X-NONE. X-NONE. A guest post by Jamie Diamond.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. its role beyond lead gen.

Why Some Buyers Don’t Look at Case Studies

Stories that Sell

In the name of collecting leads, we''re interrupting the sales process and likely ticking off prospects in the process. I understand the need to generate leads, but find other ways and make them fit the way your buyers want to buy. Locked. Let''s suppose, for a moment, that you''re in the market for a new car. You probably don''t just get up in the morning, head to a dealership, drive one and buy.

Happy Customers Tell Their Stories – Live and In Person

Stories that Sell

The vendor company might take the lead, providing details to the customer about the speaking opportunity, getting the customer’s commitment, helping create an abstract for the event for the customer to consider and helping manage timelines.

Kronos Spotlights Dozens of Customers through Expanded Reference Program

Stories that Sell

The leading maker of workforce management solutions featured award winners at its annual user conference, KronosWorks. In turn, that leads to case studies that cover more of the customer base.

Customer Case Studies: Are We Just Being Lazy?

Stories that Sell

Spend more time on the lead than the rest of the story. I'm bored. I've read one too many customer case studies that just don't try hard enough. The latest offender: a feature on a frequent flyer in an airline inflight magazine that will remain nameless. The back story.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

Why Companies Need to F-R-E-E Their Case Studies

Stories that Sell

You’re balancing drawing people to your content-rich website with trying to capture names as lead sources. Afterall, if only a handful of people registered to access case studies then that wasn’t much of a lead source anyway.

How to Repackage Precious Case Study Content

Stories that Sell

Repackage existing content into different formats, such as blog posts, podcasts and webinars to drive more leads." Picking up from my last post commenting on Hubspot’s " 27 Marketing Lessons B2B Marketers Should Know ," here’s another tip from Hubspot that ties directly with customer case studies: "Content is precious.

Being a Successful Freelancer: 25 Things I Learned the Hard Way

Stories that Sell

Get to know each other’s strengths and refer leads back and forth. Normal. false. false. false. EN-US. X-NONE. X-NONE. mso-add-space:auto;line-height:normal">. mso-add-space:auto;line-height:normal">. mso-add-space:auto;line-height:normal"> “If it was easy, everyone would do it.”

Case Studies: Start with the Story’s End

Stories that Sell

But in marketing, leading with the outcome gets the attention of distracted audiences. Here are two ways to lead with the end result in your customer stories: The headline. Every day, we encounter new stories – on TV, in books, movies and magazines, and in discussions with others.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

Putting Social Media Theory into Practice – Learn from 171 Authors

Stories that Sell

Age of Conversation 3: It’s Time to Get Busy , now available on Amazon.com for $19.95, features 171 marketers sharing their insight on social media as a must-have in the modern marketing toolbox – a "who’s who of the world’s leading marketing bloggers."

Nuture Leads – Feature Customers on Webinars

Stories that Sell

Case Studies for Lead Gen/Nurturing. Most importantly, think of ways, like Parature, to integrate the voices of your most successful customers in all your marketing efforts , from lead gen to upselling to current customers. What other ways are you using case studies for lead generation? This morning, a perfect example of customer case studies in action arrived in my inbox.

5 Reasons Your Sales Reps Aren’t Getting Enough Qualified Leads

The Point

Though the marketing team was doing a great job generating raw inquiries at the top of the funnel, the sales reps weren’t receiving the number of “sales ready” leads they needed to hit their pipeline targets. The lead funnel is obsolete.

In Industrial Lead Generation, a Lead is a Lead, Right?

Industrial Marketing Today

Every discussion I’ve had with manufacturers and industrial companies starts with “we need more leads” or ends with “we need results.” I understand and accept the fact that the main goal of industrial marketing is to generate leads.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all

Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. The post Which Comes First: Lead Nurturing or Inside Sales?

12 Ways to Boost Your Website’s Lead Generation Performance

Act-On

If you’re in digital marketing, there’s probably one metric you’re more focused on than anything else: leads. Your goal might be to get more leads, or maybe better leads, or leads that convert faster, or leads that give a higher value. But any way you cut it, it’s still all about lead generation. The question is, how do you get those leads? There’s no shortage of lead generation tactics. That means turning them into a lead.

5 Ways to Expand Lead Nurturing Beyond the Inbox

The Point

Email may still be the workhorse in how B2B companies build relationships, maintain awareness, qualify leads and nudge prospects along the sales cycle, but these days, it pays to think about “lead nurturing” as more just an email campaign.

A Simple 2-Step Technique for Improving Lead Follow Up

The Point

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. raw inquiries convert to either MQLs (Marketing Qualified Leads) or better.

Lead 116

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. its role beyond lead gen.

Measure Your Way to Lead Nurturing Success

The Point

Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. the company is generating the wrong type of leads.

Qualified vs. Unqualified Leads

Salesfusion

The post Qualified vs. Unqualified Leads appeared first on Salesfusion. Lead Nurture Nurture Marketing

Lead 101

Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. A question: at this point, what kind of lead am I? By my own reckoning, I’m an MQL (Marketing Qualified Lead). I’m also a perfect candidate for lead nurturing.

Introduction to Lead Management

B2B Lead Generation Blog

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. Lack of lead management impacts lead conversion and ROI.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. its role beyond lead gen.

How to Get More Leads From Social Media

Act-On

What’s your impression of how hard it is to generate leads on social media? My impression used to be that social media lead generation is unusually hard—much harder than content marketing. Effectiveness vs. Difficulty for Lead Generation. We’ve seen it in a couple of places before: Lead quality is now more of a priority than lead quantity. In this last survey, lead quality beat out quantity by 36%. Goals vs. Barriers for Lead Generation.

Is B2B Lead Generation Really This Difficult?

The Point

Results are in from a recent survey on B2B Lead Generation by the B2B Technology Marketing Community on LinkedIn ( free report download here ), and the numbers tell a disheartening story. No wonder lead quality is such a pressing issue.

Lead Qualification: Rethinking BANT in the Modern B2B Sales Cycle

Act-On

In today’s complex B2B sales cycle, it’s important that an organization’s sales and marketing teams create a clearly defined and agreed upon, definition of a qualified lead. In the past, most organizations have followed the BANT model of qualifying leads.

BANT 131

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough leads that turn into sales, your ROI plummets.