This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
In their book The Service Profit Chain – How Leading Companies Link Profit and Growth To Loyalty, Satisfaction and Value they have proved that there is a direct financial link between superior service experiences, customerloyalty, and financial performance (profit and growth). So what is a leader to do?
In their book The Service Profit Chain – How Leading Companies Link Profit and Growth To Loyalty, Satisfaction and Value they have proved that there is a direct financial link between superior service experiences, customerloyalty, and financial performance (profit and growth). So what is a leader to do?
Trend – When a telemarketer calls you at work to sell you a product, that’s ‘interruption’ marketing. Opportunity – Firms need to overhaul their marketing to target clients much earlier in their decision making process (buying cycle): the point in time when people are still unaware of financial services products.
Time Line Close The Time Line close is effective when a product or service will impact a prospect’s project plan, especially if the purchasing decision is a prerequisite to other activities in the project plan. is a great closing tool with a product that has many clear benefits. I am sure it will help many of our agents.
In my 20 years of marketing, sales and Telemarketing experience I have created many “Tele Web” programs, and here are the top reasons they succeed. One responder can lead us to several opportunities within the company if the discussion we have is centered around the needs and pains of the company and not only one product or service.
Telemarketing services are continuing to grow in popularity, due to the low cost and high ROI; however, the difficulty lies in which telemarketing tactic to utilize. The training is critical to the success as the callers must understand your offering, but this is constant amongst all telemarketing tactics. That is so true!
Create a compelling offer to lock-in your current customers for a longer term. Many B2B marketers make the mistake of trying to push product details on prospects too early in the process. When prospects are ready to buy, they will use keyword search to research products and solutions. You want to be found when they do.
Too often we grab the latest product brochure, sales presentation or case study and post it online. But customers are looking for you to demonstrate an understanding of their needs before they are ready to engage in the sales process. Instead create personas of people that buy your solutions or products. Know them all.
Related Posts: The New Marketing Accountability Lead Generation Programs That Work B2B Marketing Predictions For 2011 11 Reasons Why Outbound Telemarketing Programs Fail How To Align Marketing With Sales About Michael Brenner Michael Brenner is the author of B2BMarketingInsider and serves as Director of Online and Social Media Marketing for SAP.
Are we considering the larger implications of social media on the organization as it relates to employee adoption, customer service, product development and innovation? So first, we have to answer a couple of key questions: What are our business objectives and how does social media impact those objectives?
They are looking for companies to be transparent and responsive in their interactions, to provide valuable content and even expecting to be asked for product and service improvement ideas. Trend #5: Business professionals expect authenticity in company social media participation.
I started in sales, then moved into product management with P&L responsibility. Finally, take a poll: ask marketers if they can a) recite the company’s 30-second elevator pitch on why a prospect should pick them vs the competition b) demo their product c) talk to a customer. Then ran marketing for 2 firms.
It can include 140 character tweets, photos, brief product updates or FAQs. Context: this is important because some traditional marketing assets like white papers or product demos do not perform very well in social media. In social media content is not necessarily about creating white papers or videos. The reason is context.
It’s about how customers relate to one another in the context of brands and how those brands, companies, products and people relate to customers … It’s an experiential, holistic concept that we have deconstructed and reconstructed to map to brand value.&# They want a product that exemplifies a need.
The curious and cautious B2B buyers B2B buyers are curious about how a product can make life easier and business better; however, they are also more cautious when making purchases because a mistake can be costly both for the company and their career. Each B2B customer will be thinking about products in the context of his or her own position.
Include thought leadership whitepapers, customer videos, podcasts, case studies, demos and product comparison guides. Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customerloyalty.
Marketing Leads: Quality Vs. Quantity The #1 Way to Improve CustomerLoyalty and Satisfaction About Michael Brenner Michael Brenner is the author of B2BMarketingInsider and serves as Director of Online and Social Media Marketing for SAP. Maybe this will change with future iterations of the product but I remain to be convinced.
The curious and cautious B2B buyers B2B buyers are curious about how a product can make life easier and business better; however, they are also more cautious when making purchases because a mistake can be costly both for the company and their career. Each B2B customer will be thinking about products in the context of his or her own position.
Using social media as a direct response vehicle - The reason for much of the success from B2C marketers is that the majority of their products are impulse purchases (i.e. To help out my fellow B2B marketers, here is a list of 7 common mistakes that B2B marketers make when jumping feet first into social media marketing.
It has to be integrated into the existing editorial process and production process. What I think Jennifer and Mallary are suggesting is that only through real integration can we accomplish the value of customer engagement. I’m convinced that’s the only way we’re going to crack the engagement nut.”
It has to be integrated into the existing editorial process and production process. What I think Jennifer and Mallary are suggesting is that only through real integration can we accomplish the value of customer engagement. I’m convinced that’s the only way we’re going to crack the engagement nut.”
And after 13 quarters, the growth curve of the amazing triumvirate of the iPod, iPhone and iPad is still nearly vertical and continues to far outpace any new product introduction ever. Commerce: Mary talks about how the rate of product improvement is unprecedented. Mobile: 3G users have grown 37% year over year.
Think about the entire lifecycle from new product ideas all the way to customer retention. For example, effective demand generation with high quality content that meets customer needs will produce awareness and will drive consideration of your product. Or to create a plan with only your team’s objectives in mind.
We think our product is way too cool, our sales force is way too sharp, or our brochures so compelling that what prospect wouldn’t just lay down for us. Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customerloyalty.
We think our product is way too cool, our sales force is way too sharp, or our brochures so compelling that what prospect wouldn’t just lay down for us. Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customerloyalty.
Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customerloyalty. In my past life I started a customer advisory board with our top customers. Rose Dec 1 2010 Lots of good points here, Michael.
Get Ready to Lead - Social media and inbound marketing is providing marketers with a unique opportunity to lead our companies to our greatest innovations in demand generation, new products, higher customer retention, and a lower cost of sales. As always, comments and topic suggestions are welcome. Share your thoughts, post a comment.
Get Ready to Lead - Social media and inbound marketing is providing marketers with a unique opportunity to lead our companies to our greatest innovations in demand generation, new products, higher customer retention, and a lower cost of sales. As always, comments and topic suggestions are welcome. Share your thoughts, post a comment.
Impact: Higher search engine rankings increase visibility and attract users actively searching for related products or information. Social Media Marketing: Objective: Utilize social media platforms to promote products or services, connect with the audience, and build brand awareness.
According to Reinier Evers, founder of trendwatching.com: &# While our current briefing on INNOVATION INSANITY is all about new consumer brands and products, it’s equally important to B2B professionals; after all, this is about creative thinking, and an obsession with fulfilling existing needs in new ways. How about your clients’ needs?”
These chats can also allow a brand/product to create significant social capital. Consumers will see directly through tactics that result in a one-sided chat that focuses solely on the brand and it will turn them off almost instantly.
Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customerloyalty. Spot on Michael Some businesses try to be too much about their products or services, and sometimes that’s all you hear.
You know that Social Media is Not a Strategy where the author comments: it’s not that companies tweet or post photos to flickr that is behind their success; it’s the fact that these efforts further their overall strategy of content creation, customer acquisition, and product positioning.
Online lead generation is one of the best ways to identify customers early in the journey and produce a solid and predictable return on investment. If you need to create content – research the top trending keywords, article titles, and customer pain points. Ask your current customers. Why is this important?
Next, make sure you go on a sales call but I’ll go further to state that marketers should know how to demo products and how to make that 30-second pitch on why customers should chose you and your company. I would add that the first meeting for any new marketing person is to sit down with the head of sales and ask “what do you need?”
According to Reinier Evers, founder of trendwatching.com: &# While our current briefing on INNOVATION INSANITY is all about new consumer brands and products, it’s equally important to B2B professionals; after all, this is about creative thinking, and an obsession with fulfilling existing needs in new ways. How about your clients’ needs?”
You know that Social Media is Not a Strategy where the author comments: it’s not that companies tweet or post photos to flickr that is behind their success; it’s the fact that these efforts further their overall strategy of content creation, customer acquisition, and product positioning.
Our next interview in the B2B Marketing thought leader interview series (a series covering the entire revenue cycle, from the earliest stages of demand generation and lead management to the pursuit of revenue and customerloyalty) seeks to find these answers with 35+ year sales veteran Marvin Miletsky, co-author of.
It can deliver short-term wins (Example: Registering for an event) or help foster long-term relationships (Example: Joining a loyalty program). Here are some examples of direct marketing tactics: Telemarketing. Common goals include gaining new leads, increasing sales and strengthening customerloyalty. Email marketing.
Blogs Influence On Buyers When asked “what is your likelihood to purchase a brand, product or service from these information sources?&# 42% reported that blogs influence their purchase behavior. Or from consumer to consumer to relay needed information on products and services. Overall great article.
Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customerloyalty. The user guides and help for a company’s products can do a lot to build trust and goodwill (or undermine them, if not done well).
We organize all of the trending information in your field so you don't have to. Join 143,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
Let's personalize your content