There are many different perspectives and philosophies on persona development. This makes sense, as they’re the most critical element of creating messaging and informing Message Maps™…then identifying and developing content aligned with the buy cycle…and ultimately validating the various components of a true buyer engagement strategy.
About Keith Sullivan
Mission and passion is helping clients optimize lead flow and conversion rates through the buy cycle to drive greater pipeline velocity and revenue impact. Specifically enabling innovative Marketing and Sales leaders to generate up to 300% more qualified opportunities by identifying key performance drivers that increase velocity in perpetual demand creation engines that deliver re-framed buyers that are "sales-ready", not just more leads.
Entries by Keith Sullivan
Understanding what makes high-impact content and reexamining the competence of all the content “experts” out there.
The need for content and content marketing, as well as the discipline itself, has grown exponential just in the last few years. The proliferation of content is at staggering levels and buyers are inundated with it on a minute-by-minute, hour-by-hour and daily basis. And I think that the majority of B2B content out there, intended for buyer engagement and advancement, is simply subpar at best. And a BIG word of caution: In addition to a proliferation of content, there is now an explosion of new “experts,” “gurus,”, and “thought-leaders”. My advice is take a long hard look at their career experience prior to considering hiring one of them for guidance.
Ending Content Confusion: Differentiating Between “Domain-Centric” and “Engagement-Focused” Content. There’s a significant problem with content today that can no longer be ignored. It’s the “elephant in the room”—and some organizations and marketers are aware of it, and some aren’t. It’s that the vast majority of the data from marketing practitioners, benchmark reports, industry analysts, and a multitude of other […]
Creating Logical Pathways™: How to build a clear engagement path via content – to advance buyers and increase conversion through the buy cycle by 300% or more! It’s crucial to buyer advancement and conversion to seed content in logical, sequential parts of your buyers’ UX (user/visitor experience) by using your various digital assets/properties. It allows you to use […]
The Escalating Accountability Mandate…
Measurability and accountability—it’s one thing to feel the heat, it’s another to get burned. To understand why so many marketers are relying on a new and evolving array of automation tools, let’s consider one fact: Today, one of the key drivers of B2B demand generation is proving the value of marketing investments. What are you getting for your marketing dollars? And how do you quantify it?
As revenue marketing executives seek to answer these questions, they’re more focused than ever on measurement, accountability and increasing performance across programs, marketing activities and media. In fact, according to recent marketing outlook reports by the CMO Council, marketers are under “increased pressure to improve relevance, accountability and performance of their organizations.”
In other words, marketers are being told to deliver the goods. Those who succeed are rewarded. Those who do not are at risk. (The average employment span for a CMO at any one company—approximately 2 years.).
Hence, the increased reliance on—and investments in—marketing automation an ABM solutions to help measure results and manage programs. The universal goals, it seems, are to improve and quantify the efficiency and effectiveness of marketing initiatives, and significantly improve the allocation and return on marketing spend. Or, put in its simplest and most personal terms—you need to enhance performance to create a sustainable, competitive advantage in today’s marketplace.
The question is: How do you do it? Or, more specifically, how do you plan,execute and measure a highly-calibrated demand generation strategy that takes into account your target audience, solution set, price point, market conditions, competitive environment and current initiatives?
Many so-called “Revenue Marketers” are writing checks that their companies simply can’t cash! According to a recent study by HubSpot, only 23% of marketers are exceeding their revenue goals. Yet, Revenue Marketing has become a ubiquitous concept and is getting tons of hype in today’s market. And rightfully so. No question – it’s the “holy grail” […]
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