Does Building Relationships with Customers Really Help Drive Sales?

It seems as though everyone who works in sales is discussing The Challenger Sale: Taking Control of the Customer Conversation. The book outlines the five types of sales professionals and cites research showing that the ones who focus on building relationships with customers actually perform worse than all of the other types of salespeople, with only […]

How to Select a White Paper Topic that Drives Leads

White papers can be a key element in your lead generation mix, especially if you sell technology products or services. According to the Eccolo 2010 B2B Technology Collateral Survey Report, 83% of technology buyers said “white papers were moderately to extremely influential in helping them make their final purchase decision.” However, many white papers miss the mark when it comes to engaging an audience and driving leads. One reason could be because readers don’t relate to the topic …

3 Easy Ways to Find Your Big Stories

One of my clients recently came to me with a problem. Their corporate brochure didn’t reflect how they were different from their competitors. When I spoke with the owner, I discovered that they regularly performed amazing feats of customer service. For example, a member of their team flew halfway around the world to get a client what they needed on time-with only 48 hours’ notice. What a story!

Even if you’ve never personally flown around the world for a client, you may have similar stories about your unmatched service or amazing products. However, you could be taking these stories for granted or you simply don’t know how to find stories that will “wow” potential customers. Here are 3 ways to uncover your hidden gems:

5 Keys to Amazing Case Study Interviews

In This Issue: 5 Keys to Amazing Case Study Interviews

Perhaps you’ve been thinking about tackling a project that many B2B marketers put off due to lack of time or resources – collecting customer success stories. This month, I’d like to make this challenge easier for you by offering you my time-tested tips for conducting awesome customer interviews. I find that using these strategies allow me to save tons of time and help the case studies to practically write themselves.