Product centricity is still kicking dust up in the perfect storm of changing buyer behaviors and transforming digital technologies. The dust up so thick, most organizations believe they may be responding to this perfect storm, yet, everything they do does scream products. A good case in point is what organizations believe they need to do …
Intervention: Buyer Personas Are Not A Product Requirements Document Read More »
“Behind every person, behind every company, behind everything, is a story of how it got there – and the most relevant stories connect on a personal level.” Beth Comstock, CMO of GE. The above comment is a reminder of no matter how complicated or complex a business and its products may be, there is a …
How GE Uses Human Connection To Empower B2B Corporate Storytelling Read More »
One of the most pressing questions facing organizations today is this one: How do we connect with the outside world of customers and buyers today? It is not an easy question to answer. Recently, we have had several studies, including those by Forrester and the Content Marketing Institute, which suggests companies have been struggling to …
Listening And Empathy: Making Your Marketing More Human-Centered Read More »
All businesses and people within businesses become enamored with, process, at some point. Process is good. Process can also be bad. Bad to the extent doing the process becomes more important than meeting the end goal. When it comes to content marketing today, it just may be too much process is actually preventing a human connection …
Use Buyer Personas To Humanize Your Content Marketing Read More »
You cannot fake it. You should not even try. What am I talking about? We have plenty of efforts these days focused on humanizing in B2B Marketing. Which I believe is most definitely a good thing. However, we also have more savvy and knowledgeable customers and buyers in the digital age. And, one thing I …
Often studied in psychology, is the phenomenon of what people say and do is not always what they mean. Lurking in the sub-conscious as well as on conscious levels are guarded perceptions, defense mechanisms, mental images, prejudices, and etc. Often needing in-depth qualitative studies in social psychology to determine how groups of people think, behave, …
4 Principles For A Human-Centered Approach To Personas in Marketing Read More »
Over the course of the past few decades, B2B marketing has been perfecting the art of showcasing products or services. In the pre-Internet days, the focus was on the shiniest and brightest glossy brochure to make products or services look unbeatable. B2B companies resorted to showrooms and customer demonstration facilities. All in the hopes of …
5 Ways GE Put Human Experience At The Center Of B2B Marketing Read More »
Creating satisfying interaction experiences for buyers today is proving to be more complex than most organizations had guessed. Various surveys and reports continue to put satisfaction with content and information at or below 35% range. The translation for me, when factoring in the qualitative interviews conducted with buyers over the past year, is not only …
To The Modern Buyer, The Human Experience Is Everything Read More »
This year, more than any in a long time, I am hearing a strong backlash to the volumes of emails and content buyers are receiving. In the past eight months, after conducting numerous buyer interviews, this pattern has become so evident; it is as if buyers are screaming at the top of their lungs. In …
Modern Marketing Is About Human Connection – Not Robots Read More »
Last week, at the Business Marketing Association (BMA) 2014 Conference, the theme was “where b2b’s going!” After three days, it became clearer where. Business marketing, B2B, is crossing the chasm from cold hard facts-driven marketing to establishing emotional human connections with customers and buyers. Driven by the evolving digital economy, we are seeing the “humanizing” …
#BMA14 Takeaway: The Rise Of Humanizing Business Marketing Read More »
