User-Generated Content in Your B2B Marketing Plan

    SalesFish B2B Marketing and Sales User-Generated Content in Your B2B Marketing Plan

    Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agencytelemarketing servicestelemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

    User-generated content (UGC) is a term that you hear frequently in the B2C world. In the B2C industry, social media has helped to create an explosion of user-generated content. While this ability to go viral is not likely in B2B, user-generated content is still finding more and more success within B2B sales and marketing businesses.

    Across all industries, user-generated content is one of the most popular forms of content online. It’s defined simply as any form of media created by consumers or end-users and available to the general public.

    One reason for the popularity of this type of content is that it helps your potential clients feel that they can trust you. Consumers, whether they’re the general population or another business, are savvy enough to understand that marketing materials are just that – carefully crafted campaigns to generate business. When a third-party that is not associated with the company and has had experience using your product or service publicly shares that they have had success with your company, others are more inclined to believe what they have to say.

    An effective B2B sales campaign focused around user comments and testimonials will require a little more creativity and out-of-the-box thinking. You could consider collaborating with a business that is using your products or services to create a marketing campaign that benefits you both.

    Here are some ways to encourage your clients to submit content that you can use for your marketing:

    1. Offer an incentive – Everyone likes to feel like they’re getting something for free or at a discount. Even a small gift card to a local coffee shop can be an incentive that you offer to your clients in exchange for a testimonial, good or bad. From these, you can pull the ones you want to use and utilize any negative comments to help improve in areas that you may not have realized you needed to improve on.

    2. Hold a Contest – Ask users for videos or images of them using your product or service and offer a prize for the most compelling contribution. You can also ask users to share their best success story about your product or service. These can be used as content on your website and marketing material.

    3. Make Submitting Reviews and Testimonials Easy – Be sure that all of your employee email signature lines have a link that says “Tell Us How We’re Doing” or something similar. You can also place a button on your website.

    Implementing a user-generated content strategy by utilizing customer testimonials and success stories could be a tremendous benefit to add to your brand marketing plan.

     


    Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

    SalesFish B2B Telemarketing Services

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales
    Data & Research: Imperative to Successful Sales

    Data & Research: Imperative to Successful Sales

    Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

    When considering a sales and marketing strategy, it’s tempting to get ahead of yourself. There’s excitement and forward momentum about the possibility of GROWTH and increased sales. Nevertheless, it’s crucial to confirm a solid brand promise as your jumping-off point.

    What is a brand promise and how do you establish one? Here is the SalesFish definition of a brand promise: Your promise is the pivotal thread to be woven into all sales, service and support experiences. The brand identifies who you are, while the promise expresses how you impact your customer’s world.

    Sometimes an ignored and often unappreciated part of the process, qualitative research and data is the foundation for successful sales. All branding and marketing must be based in research and data. In our experience, knowing and understanding your customers, what they want, and then aligning your brand promise with them creates a clear foundation for your sales strategy.

    If developing and deciding on a brand promise seems overwhelming, simply begin with your audience. Clarify details for more effective brand marketing by asking the following questions:
    SalesFish Brand Marketing Data and Research Imperative to Successful B2B Sales

    • What drives your target customers?
    • Beyond straight demographics, what values do your customers share?
    • What is the current perception of your brand?
    • Does your product or service solve a problem?

    Oreo didn’t come up with their packaging without knowing what attracts their customers.  They invested a tremendous about of time and energy into defining their customers and aligning their promise (and ultimately packaging) to ensure that their customers reached for Oreos when they walked down the cookie aisle of their local grocery store. When someone sneezes, it’s no accident that you often offer them a Kleenex. The fact that many people call tissue paper Kleenex is the result of data and research incorporated into strategic brand marketing and sales at its best.

    How do you find out what your customers want? Well, you can start by asking them. Focus groups and surveys are both ways to connect with your customer. SalesFish has discovered that surveys, specifically one-to-one qualitative (individual) surveys garnered more accurate and beneficial data as opposed to quantitative, more generic (multiple-choice-type) surveys. If you are planning to invest time and money in research, we recommend a focus on qualitative data.

    Once you find out about your target market, SalesFish even offers a Discover Your Promise workshop if you need some structured strategies to arrive at an accurate brand promise. Armed with current data and research and a powerful brand promise, now you are ready to get into action towards an upward sales trajectory.


    Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

    SalesFish B2B Telemarketing Services

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales

    Defining Your Brand: The SalesFish Strategy

    Defining Your Brand - The SalesFish StrategyWelcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

    “Branding” is often a misinterpreted word and concept. What is a brand? How do you create one? How do you cultivate customer loyalty to your brand? The short answer is that it is not haphazard—defining a brand requires strategic brand marketing.

    Many times, a company will come to us having invested a great deal of time and money into building their brand. Investing more money or buying more advertisement space doesn’t guarantee results. Regrettably, it can sometimes have the opposite effect especially if your core message is getting lost in the process.

    Let me back up for a moment. Branding essentially refers to the emotional connection you have with a product. So, for example, Campbell’s Chicken Noodle Soup is Mmmmm, mmmmm good. Most people eat chicken noodle soup when they’re not feeling well so there’s an inherent (and effective) “you’ll feel better” within their message. When you drive an Audi car, you Never Follow. When you drink a Coca-Cola, you Have a Coke and a Smile. When you wear Nike shoes or apparel, you’re ready to Just Do It.

    We call tissue paper Kleenex. When we search something on the World Wide Web, we say, “Just Google it.” Those connections, those emotional ties are not coincidences. They are the result of intentional, thorough strategic brand marketing.

    Branding is a lot like minimalism—you keep removing until you arrive at its essence. So, get ready to par down. SalesFish can guide you drive your brand and we’ll measure the results with sales and service. Next, we’ll provide an outline for the SalesFish strategy to foster a first-rate brand.

    Your brand promise is the cornerstone Defining Your Brand - The SalesFish StrategyWe’ve defined branding and discussed the necessity to provide an emotional connection to your brand. In our experience, THE BRAND PROMISE is the >cornerstone. Without it, it doesn’t really matter if you’re marketing effectively or you have the biggest and best placement as far as media buys. Here’s the key: Your brand promise must be accurate, and it must not just connect but also land with your target audience.

    Let’s revisit Coca-Cola as an example. We’ve all had an experience Having a Coke and a Smile. Coca-Cola is not the #1-selling soft drink by accident. Many of us relate to the positive connection of family, friends, holidays, and fun to the Coca-Cola brand. Our connection and loyalty is evident to Coca-Cola through their sales reports.

    The added benefit of a solid brand promise is that it can withstand bad press. How many of us have read the “test” that states if you submerge a T-Bone steak in Coca-Cola, the steak will disintegrate in 48 hours? Or perhaps you’ve seen the animated Polar Bear parody, claiming that Coca-Cola causes diabetes? Despite these negatives, an authentic brand promise remains intact.

    Consistency is key here. Make certain that the message is constant at every level. For instance, the Coca-Cola broadcast television advertisement delivers the same message as the in-store display.

    Let’s investigate your brand promise. Contact SalesFish today and find out what it’s like to have a team of strategic brand marketing experts elevate your brand.


    Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

    SalesFish B2B Telemarketing Services

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales

    How Do You Prepare Prior to Meeting with a Client in a B2B Selling Situation?

    Salesfish Prepare Prior to Meeting with a Client in a B2B Selling Situation flickr cc credit DamnitDylan

    Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

    By James Rothaar

    If you were to ask five successful sales professional the same question, would their responses be similar? We were curious to learn how these sales pros prepare before going out and meeting with clients and prospects.

    While the responses from the sales professionals were unique, the replies to the question did contain some similarities. Four out of five indicated that they do have a specific research methodology. All of those who do research on clients and prospects use the Internet and social networks as part of their research process.

    So, we asked this question in our Top Sales Professional series,

    What types of research do you require your staff to do prior to meeting with a client or prospect?

    William L. Sgro, Director of National Accounts, EcoEngneering

    “Our sales reps are expected to develop as much information on the clients –their primary activity; whom they may be doing business with currently; their expectations; their financial stability; their performance; and who are their main competitors. Do they have a competitive market advantage? Have they undertaken energy conservation programs previously? The intent is to leave no questions unanswered

    Tom Elmer, VP of Sales and Marketing, Pixcara Studios

    “Because this company sells YouTube videos, we always look at a company’s website to determine if it is currently using any video marketing. We also Google the company and check out all of the company’s social media channels if they have any. We also check out the company principals’ personal profiles on LinkedIn.”

    David Sonné, retired telemarketing and sales executive, and trustee of the Jack Oakie and Victoria Horne Charitable Foundation

    “None whatsoever. I want the playing field to be even. Any advance knowledge or information I gather could be hearsay or rumor. If, of course, I know that my prospect has been married seven times then I probably wouldn’t ask why there are photographs of 17 children on his credenza … well at least not during our first visit. I prefer to meet with and listen to my prospect and draw my own conclusions.”

    Kurt Gairing, Account Executive, Fontis Solutions

    “I find out as much as humanly possible about a client or a prospect. I go online and read about the company. I go to LinkedIn and read about the person I am going to meet. I asked around the office if anyone has done business with the company or the individual. Hell, I even go on Facebook to see what else I can uncover to get to know someone better.”

    Scot Smith, Co-Founder of RetailPropeller.com
    “We do and we don’t research prospects. We have an application that wholesalers complete that tells us if they’re a good fit or not. Our marketing funnels tell us a lot about a prospect before they reach out to work with us. Retail accounts take a little more research, but I like to do the majority of that side-by-side with my prospects like the business partners that we are. It’s a mistake to go into a meeting with too much research, because you never really know what pieces and parts are truly applicable.”


    Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

    SalesFish B2B Telemarketing Services

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales

    Could Company Culture Impact Your Sales Process?

    Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

    Could Company Culture impact Your Sales Process SalesFish B2B Sales Planning

    By James Rothaar

    Many businesses from small to large are emphasizing the relevance of having a company culture in place that promotes a life-balance for employees. Firms do this to attract talent and to be perceived as likeable in their industry.

    Peter F. Drucker, author and corporate-management theorist, wrote in his book, The Future of Industrial Man (1942): “Only bad companies dehumanize their employees. The good ones do the opposite, offering professional identity and a network for support.”

    It an adage that is timeless and precedes both thought leaders and the excessive usage of the adjective “iconic.” Good companies have always known that having a solid culture in place contributes to sustainability.

    Creating a Great Culture is Vital

    I recently had a client, a PR company, and the owner told me that company culture was his top priority. It was an amazing work atmosphere; every department pitched in and appeared to be both happy and proactive. From accounting to IT to marketing to and sales, the firm had that that idyllic Zen-like culture that made everyone feel warm and fuzzy. You could not help but to expect a yoga class to break out any moment.

    However, when his firm lost several clients at the same time for various reasons, it was jolted mightily. The company had to lay off about a quarter of its staff due to a lack of sales. Even if you place a higher level of importance on other aspects of your business to ensure it running smoothly, it is all begins with having sufficient sales to support it.

    Never Forgot About the Sales Function

    Many of those former employees told me that they had never been laid off from such a great place. Staff reductions were made across the board in every department except for one. No one in the sales department was laid-off.

    Always Planning

    The owner, a former sales executive, knew that he had to get more sales to stay in business, so he kept the department intact, and decided to try and troubleshoot his sales process. Since everyone appeared to love working there, he assumed that all departments were giving a 100% effort to the company. Now, he questioned his logic. Did he place too much emphasis on culture and not enough on processes, especially sales? Did the firm’s culture taint his selling process?

    A company’s ability to sell its products or services determines whether it is going to remain in business. When you strip down any firm to its core, nothing is more relevant to measuring effectiveness than its sales figures. Yes, there are many parts that contribute to a company functioning as a whole. However, and this is a challenge to one and all, name one that supersedes the significance of selling.

    Revisiting Strategy

    After having private chats with his sales manager and the sales staff of five, the owner met for a second time with his sales manager to discuss his conclusion and to offer suggestions and recommendations on getting more business in house ASAP!

    Moving Forward

    The owner told the sales manager that he felt that none of the five sales staffers were spending sufficient time prospecting for new business. However, instead of blaming anyone for this situation, he suggested that the company’s culture, which he instilled, may be a contributing factor. He felt that stressing life-balance took some of the assertiveness out of the department.

    This prompted the sales manger to volunteer that she had been stressing more follow-up with present clients than prospecting for new ones. The owner and the sales manager realized immediately that their inability to communicate clearly was the real problem.

    Culture Matters A Lot… But

    The sales department began pursuing new clients, and, in a short period of time, the company was back to a full staff with two months. Without open communications, this problem could have lingered, escalated, and permanently impacted the firm’s ability to grow. While sales saved the company, its culture enabled it to steer toward a path of self-repair.

    And this is what makes the culture of a company second in significance to having a successful sales process.

     


     
    Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.SalesFish Telemarketing Services

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales

    From Startup to Sustainability…

    Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

    By James Rothaar

    All startups are not the same. While many startup firms are technology oriented and have high growth potential, startups come from sole proprietorships, partnerships, corporations, and limited-liability corporations in various types of businesses.From Startup to Sustainability SalesFish B2B telemarketing

    A startup could be a service provider or a manufacturer of a product. It could be s small business unit owned by more than one corporation. Some startups, especially those with intense capital requirements and high risk are co-owned by several firms. It balances the associated risks while giving investors the highest potential returns.

    While all startups are seeking financing and to maximize returns, the assistance and advice that each require depends on the specific circumstances. A startup needs financial statements and know-how on the ins and outs of obtaining loans. It may need assistance in learning how to attract investors or to monitor and measure financial growth. It could need help in understanding employment and labor law practices.

    Planning… Planning… Planning!

    The Internet has makes all of us pick up the pace with information flying at most of us faster than our “preferred speed of reality,” the value of planning has never been higher. The margin of error for any business is minimal, but it is especially true for newcomers. A startup has to be both agile and responsive to sustain.

    Starting a new enterprise is a blank slate. Technological advancements, competition, environmental and economic factors could prompt a business to make changes to its existing model to regain its place in the market. That is why it is vital for businesses to constantly monitor its market and to compare itself to the needs of its market.

    Granted, the marketing and sales plans are part of an all-inclusive business plan. It actually should be the first part of the business plan to address. With the exception of having a market with a demand for a business’ products or services, knowing how to market and to sell are the cornerstones of long-term sustainability.

    Being Great Is Not Enough!

    How do we keep it going? How do we make it better? How do we deliver on our mission statement? These are the type of questions that businesses must mull over and reevaluate throughout their history.

    It is important to have a plan of action to keep up with the never-ending chores it takes to get up and running. We put this list together based on the recommendations of SmallBusinessNotes.com. It never hurts double-check.

    Overview Checklist for a Startup

    1. Write overall business plan

    2. Register a business name

    3. Select the legal form of the startup

    4. Establish relationship with a bank

    5. Set up business relations (i.e., vendors and service providers)

    6. Meet legal requirements for running business

    7. Obtain licenses and permits

    8. Set price for products and/or services

    9. Determine cash requirements

    10. Obtain space, equipment, suppliers, etc.

    11. Obtain business/risk insurance

    12. Set up accounting system

    13. Set up financial management

    14. Hire employees

    15. Develop a day-to day-operations system

     


     
    Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.SalesFish Telemarketing Services

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales