Branding

Guess what - your prospect doesn‘t care about you.

So agencies keep creating awareness and awareness and awareness. It's not helping. Our guest, Sean Doyle's firm helps companies with what has become like breathing and very obvious to some, but not too many companies. The way FitzMartin is better is the application of science. Understanding that this prospect list didn't need more awareness. They needed a reason to consider taking that step to plan. He tells a story about a firm they were helping. They needed to understand why should I maybe contemplate yet one more banker at my door? Why should I do that? So we created the whole campaign around that. They changed the voice, the group that did the, testing. They had this brilliant IP, but they kept talking about themselves. Well, guess what? Your prospect doesn't care about you. So the ad that worked so much that got that $800,000 deal, all it said is, do you want to reduce your workman's comp costs? It actually had nothing to the product has nothing to do with workman's comp the outcome of using the product is lowered workman's comp. And that was the motivator for the buyer. And they got their single largest deal because they talked about what mattered to them. 

Beware of Storytelling Charlatains, and Protect Yourself from Becoming One.

 

Storytelling and Social Media a Powerful, and Possibly Dangerous Combination

In Susan and Paul Furiga's penultimate episode in this series, Paul reminds us that for many organizations, the overwhelming volume and variety of social media seems to create one of the biggest storytelling roadblocks imaginable. And, it also creates some of the best opportunities even though social media is a double-edged sword. In this episode, guest Paul Furiga answers the question of what comes first, a story or social media.

B2B's Story Needs to Be Different from B2C's Story

Paul Furiga tells us to walk the toothpaste aisle of any large grocery store and you'll be confronted by a confusing reality asking yourself the question, "Aren't most of these toothpastes pretty much the same?" In this episode we learn how developing the story behind your story is the true secret sauce to power your business to new heights. But a consumer purchasing something is a completely different experience than an employee purchasing on behalf of the company they work for. The story we tell needs to take that into account and adjust accordingly or there will be a complete miss on addressing the needs of the B2B buyer.

Learn How to Tell Stories From Wanamaker and The Three Tenors

This is our third episode in the series of Paul Furiga going through his book, Finding Your Capital S Story. We get to go down the history of advertising and where it lost its way and how the founders of advertising from over a hundred years ago as a whole have almost been forgotten (Have you heard of John Wanamaker?) at least their original methods and thinking behind the use of stories to relate to their target audience. What we are facing today is not how it started, and we have lost our way as we go in for the easier, messier quick kill and the splatter shot effect.

Storytelling isn't crap, it's biology.

This is a series about Finding Your Capital S Story - the new book by Paul Furiga. In this episode, we tackle the first chapter that I found fascinating - the science behind storytelling and how our brains are hardwired for storytelling. Paul will explain how well-known brands effectively employ storytelling for their success and what we can learn from them, without copying them.

How to Become Unforgettable with Jeanne Bliss

Jeanne Bliss is a leadership and customer experience strategic advisor and keynote speaker who helps the worlds' most beloved companies become unforgettable; earning growth and admiration through their elevated business practices and the humanity of their people.In this episode, Jeanne shares how true customer experience transformation can and should lead to companies and brands becoming unforgettable.
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Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels
   

How Internet Radio Reaches At-Work Listeners: The Importance of Streaming Live

Internet Radio and the podcast replays continues to gain an audience in the B2B space as programs and hosts understand the benefits of  this multidimensional content creation machine.  During this program, veteran broadcaster Paul Roberts and Steve Gershik (personality on LeadSpaceRadio) discuss with Jim Obermayer the host, the acceptance of internet radio in the B2B space for at-work listeners.    In addition they explore the importance of live steaming for at-work listeners of business programming.
 
Paul Roberts has been a station owner for seven years and also the CEO of West Coast Marketing for 23 years.   Roberts created Orange County, California's first Community Radio Station featuring live, weekly broadcasts from OC's top business leaders and community groups.  He has since expanded the shows produced to include SLMA Radio, LeadSpace Radio, MSPNow Radio, Contact Radio, SalesPipeline Radio for Funnel Media Radio and several dozen other shows. 
Steve Gershik has 20 years of experience in product marketing, social media, demand generation and brand building, Gershik is an expert in what B2B companies need to do to survive and thrive in competitive environments today.
He is an experienced Chief Marketing Officer for early and growth stage technology companies and has been a roll-up-your-sleeves working manager in each of his roles. He's spoken at SXSW Interactive, DMA, AMA, BMA, DemandCon, SiriusDecisions Summit, AdTech, Eloqua Experience. He's consulted for technology startup companies, growth stage firms that need help building a revenue process and publicly traded companies that are looking to build a team of modern marketers. 
Gershik is a frequent visitor and commentator on SLMA Radio programs.
SLMA Radio Sponsorship
This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. To learn more, visit VanellaGroup.com or call 888-335-0340
 Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

Trade shows and conferences: are they throwing rose petals as you walk in the door?

Conferences and trade shows are part of every industry. Whether you and your company participate in them is part of your marketing plan. Once you have your plan and schedule - how are you going to prepare to make the most of the money you spend on attending, exhibiting, sponsoring or speaking at these events?  Do you have enough staff to get it covered; and not only COVERED but NAILED?Jim reminds us that planning for a conference needs to start months ahead of time. Communicating with attendees through inmail systems days before isn't good enough and will most likely be a waste of time.Jim Obermayer will interview SLMA Marketing Director, Susan Finch, on this very topic. You may not realize how much of a mediocre presence you have once you realize all that you can do before, during and AFTER the conference or trade show.This show had several ideas that to some, may be obvious, but making sure you do them can add to your successful conference experience before, during and after!-----------------------A bit about Susan Finch in her own words:Her mission: Create marketing solutions that give you power, renewed excitement, peace of mind, knowledge, and a plan while making you look great.I give you control of your marketing plan AND I translate geekspeak into plain English. I’ll create a customized marketing plan that includes video, strategic alliances, client advocacy and then you get to choose the parts you want to do, and get my assistance with the rest, including: branding, repurposing and creating your content, and developing training materials.Learn more about this specialty of hers here >Commercial  sponsors on SLMA Radio include: The Young Company, The Vanella Group and Vanilla Soft.

How Branding impacts Teleprospecting and Lead Generation

 
Michael Falkson, founder of eti Sales Support makes the case that those that ignore branding do so at their peril.  He believes too many marketing manager's think that branding is an expensive exercise that has few measurable benefits for the small to mid-sized company. Falkson argues that branding and its benefits make the sales process much easier and he tells us how to do it. The host for this show is Jim Obermayer.
Michael Falkson, Founder & CEO
Founder and CEO of eti Sales Support, Michael Falkson leads the  company's strategic direction.
An entrepreneur at heart, Michael emigrated from South Africa in 1987 to  establish eti. eti is a premier B2B Sales and Marketing support agency.  eti has been a leader in the field since the company's inception, innovating and deploying cutting edge technologies, which include stateoftheart  CRM, PRM and Marketing Automation solutions geared towards maximizing sales productivity.
Prior to leaving South Africa, Michael was the CTO for Effective Letters Pty. Ltd, SouthAfrica's leading Direct Mail Marketing agency, and CEO and founder of ETM Pty Ltd, which was the largest Call Centre operation in the country at that time. He was also the founder and Chairman of SATA (South African Telemarketing Association) until emigrating to the US.Michael studied at the University of Witwatersrand in Johannesburg and the Hebrew University in Jerusalem.
About eti Sales Support:The Sales Lead Generation Company
Whether you're just beginning to grow your business or you already have a thriving national or global business, eti has the resources, the experience and the services to help you expand.We're a leading business-to-business sales support agency specializing in programs to maximize clients' direct marketing and sales growth nationally and globally.
Founded in 1987, we have a record of success in increasing clients' sales with New Customer Acquisition as the most important aspect of our many sales driven services. Our Business Developers are college-educated with most having extensive previous business experience. Our clients profit fully from their successful abilities in conducting sophisticated programs that require knowledge, intelligence, business insight and communication skills to produce the best results. Our core competence is in consultative business development, primarily for clients with complex products, services, and value propositions.
eti Mission:
 
To grow client sales by maximizing sales productivity.
To provide high-quality, responsive, (global) business-to-business sales support services via a growing pipeline of sales opportunities.
To provide leading-edge, real-time reporting and analytics that offer clients optimum control and accountability to maximize returns on their marketing investments.
To provide highly effective leadership and support for integrating sales and marketing campaigns.
 
Sales Lead Generation Services include:
 
Sales Lead Generation
Appointment Setting
New Customer Acquisition
Customer Retention
Customer Development and Growth
Upsell and/or Cross Sell
Full Account Management
Build and Nurture Client Relationships
Special Promotions Announcement
Channels Motivation and Management
Dormant Account Revitalization
 
  www.etisales.com 1-800-466-4384