In all the clutter being injected into business-to-business marketing, it seems that the quaint idea of the brand promise has been forgotten. Yet there are some large global consumer brands that invest untold time, treasure, and resources to define their differentiated brand experience and articulate it across their industry segments to ensure powerful and consistent customer communications.Continue reading
In today’s ubiquitous multi-screen environment, brands must work harder to stand out and create a unique brand experience.
We stand at the threshold where multi-sensory technologies will become part of the brand experience.
The purchasing process, once dependent on advertising, salesmanship, display, and brick and mortar showrooms, has been usurped by the internet and emerging technologies. Search, brand experience, and visceral sensory excitement are becoming more important as purchasers look for personalized experiences that create lasting impressions. Continue reading
Why brand reputation matters in large sales
Brand reputation sells long after the sales call
In the book Spin Selling by Neil Rackman, sales methodology is explored and documented. One of the findings, supported by research, is that in large sales, the selling process is often pushed through the sales funnel by personnel internal to the buyer of the product or service, due to the number of influencers and decision makers that must approve large capital expenditures. During this extended sales cycle, it would be almost impossible for the sales rep to be present for every meeting and address every objection or question that might arise. For that reason, the value of a strong brand reputation plays a critical role in the sales process. Continue reading
Why employees are the best source for inbound marketing content.
Speak with almost any CEO of a small to mid-sized brand, and they will tell you that inbound marketing is an important communication component in creating and maintaining brand preference. However, ask them what resources or processes are in place dedicated to inbound marketing content, and the answer will tell you that this is usually more wishful thinking than reality.
Why is this? Small and mid-sized brands are resource-challenged. Their employees have a wealth of knowledge to share but usually there is no process in place to capture content.Continue reading
How does company culture affect your brand?
Employee actions mirror your brand’s values and beliefs
This year, we have witnessed several prominent brands take a public media hit due to action of their employees. For all the time, treasure, and talent that’s invested in creating a trusted brand, it only takes one careless action to reveal a corporate culture that has lost its way.Continue reading
What’s the most important metric for ROI measurement?
It depends on your marketing objective.
Few companies achieve success when it comes to measuring marketing’s return on investment. This is due to multiple factors beginning with deciding what’s important and how to measure it.Continue reading
Why Business-to-Business Marketing is Transforming to People-to-People Marketing
In 1958 McGraw-Hill published the famous “man in the chair ad.” This iconic image served as the rallying cry for decades of business-to-business marketing.
Remember studying “Mass Communications” in college? Mass communications was born out of the industrial revolution when manufacturers learned to make lots of the same thing via the assembly line. Henry Ford’s Rouge Factory was the model of efficiency, producing at times more than 1000 cars a day for a growing country. The assembly line concept also caught on with marketers.Continue reading
People-to-people Marketing and “Small Data”
Human insight combined with “Small Data” provides a better customer experience
Devin Wenig, President of eBay Marketplaces recently spoke with McKinsey & Company about how digital technology was transforming the retail marketplace. One of his insights that can apply to companies serving the aviation industry was his take on the importance of small data vs. big data.Continue reading
Airlines Embrace Mobile Marketing
Airlines are experimenting with mobile marketing strategies to engage and connect with their customer base.
The State of Airline Marketing 2014 report published by SimpliFlying and airlinetrends.com identifies seven trends that airlines are exploring to increase brand preference and customer engagement. It’s not surprising that the tactical execution of these trends rely heavily on the connectivity of mobile marketing using social media networks and mobile devices (smart phones & tablets) combined with promotion. Some of the trends mentioned have merit. Others could be considered annoying in a confined space. One thing for sure is that airlines are beginning to understand the connected traveler and are looking for innovative ways to create brand loyalty.Continue reading
Inbound Marketing and the Prospect Pipeline
Inbound marketing can help identify your best prospects
I’m reading a lot these days about the disconnect between marketing and sales. The story goes something like this: Marketing generates leads and hands them over to sales. Sales says the leads are worthless because the prospect has not been qualified as to purchasing intent and does not have an immediate need.Continue reading