By Brian Carroll | Empathy-based Marketing
Most of us are solving sales and marketing problems. But instead, we need focus on solving customer buying problems with empathy. Why? Because buying is harder today than ever been. You need to think about what your customer is thinking/feeling. According to Brent Adamson, Principal Executive Advisor, Gartner, “empathy” is the one word that matters […]
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By Brian Carroll | Empathy-based Sales
CEOs and sales leaders have long wondered: how can we drive organic growth and increase sales from existing customers? But it’s elusive. In fact, the traditional approach is no longer working. According to CEB, now Gartner, “Only 28% of sales leaders report that account management channels regularly meet their cross-selling and account growth targets.” That’s […]
The post Gartner Research: Boost your growth from existing customers appeared first on the B2B Lead Blog.
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By Molly Clarke | Content Marketing
How often do you spend weeks or even months putting blood, sweat, and tears into a new marketing campaign, only to have it fall flat? You swear you did everything right, but when it comes time for the results to pour in, they never show. It’s a marketer’s worst nightmare. The likely culprit? Bad buyer […]
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By Carlos Hidalgo | Customer Experience
Some businesses make it hard to work with them. It seems at times that many B2B organizations have made it so complex and uncomfortable to work with that customers are forced to find an alternative even if their current provider offers a better product or solution.As connected consumers, we want ease, we want a good experience, we have an expectation of those with whom we spend our money. We have seen this with 1-click ordering, same-day delivery and improved e-commerce experiences
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By Carlos Hidalgo | Content Marketing
Last week Content Marketing Institute and MarketingProfs released their annual B2B Content Marketing Study that dives into the practices and habits of B2B content marketers in North America.Content marketing is a key component for any customer experience strategy and while the overwhelming majority of B2B organizations are producing content, the study shows that successful execution may still be elusive.In looking at this year’s study there are some thoughts and musings I have listed below.
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By Brian Carroll | Empathy-based Sales
Sales enablement is intended to help raise performance, but a lot of efforts have backfired due to departmental silos. And now there’s a growing gap between what salespeople need and what they’re getting to improve performance.
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By Brian Carroll | Empathy-based Marketing
Are you connecting with and empowering your customer advocates? If not, you should. Here’s why. Customer advocacy marketing programs help you increase revenue by improving customer acquisition and retention (and they’re your bes source of leads). How? Because you’re helping to encourage and motivate happy customers to speak about you positively to others. And delighted customers […]
The post Why customer advocacy should be at the heart of your marketing appeared first on the B2B Lead Blog.
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By J. David Green | Content Marketing
Content marketing is booming. According to the 2017 B2B Content Marketing Trends, 39% of companies are increasing investment in content marketing. And yet most companies are not creating effective content. Want proof? Two of the leaders in B2B funnel benchmarking, SiriusDecisions and Forrester, will tell you that inquiry-to-closed-won conversion ratios are often below two percent […]
The post How to Attract B2B Buyers with Amazing Content appeared first on the B2B Lead Blog.
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By Brian Carroll | Customer Experience
I had coffee with a potential partner, and our conversation ebbed to us talking about our business and marketing approach. I spoke about why I freely share ideas and help people. He replied, I think companies [like yours] give away too many of their trade secrets on their website and blogs. You provide too much […]
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By Brian Carroll | Empathy-based Sales
Do you focus on capturing product stories or customer-hero stories? The answer can make a huge difference in your sales and marketing results. Let me explain. Despite all the time, money, resources spent on improving sales productivity, just 13% of sales people produce 87% of revenue in a typical organization according to the Sales Benchmark Index. […]
The post How customer-hero stories help you connect better appeared first on the B2B Lead Blog.
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