Author Archives: knowledgence associates

Relationship with Innovators

Looking at customer lifetime value is an important metric in applying and measuring the success of relationship marketing efforts for a key account.  Vetting those accounts to see which perform better than others when relationship marketing is applied can help you hone your strategies and tactics.

Taking it one step further – if you look at the highest stage of a relationship, one that I will call “Innovator,” you should consider applying the same life-time value principle with a twist.  When a relationship is at the Innovator stage, that means they are literally co-creating with your organization and building each other into each respective company’s strategy.   Check out this blog post by Braden Kelley of Innovation Excellence: http://www.innovationexcellence.com/blog/2012/07/22/innovator-lifetime-value/

Being able to measure the performance of innovator-lifetime-value makes sense so you can gauge and manage these crucial high-end customers and give them the right kind of attention so you can keep and deepen that relationship your company worked so hard to gain.

Lisa Dennis

The point of the relationship generating

Regarding Keith Ferrazi’s article How to Turn a Relationship Into a Sale, the point of the relationship generating sales relies securely on Ferrazi’s point of “packets of generosity” and making sure that ultimately, when the time is right, to do the ask.

If you are truly building a real relationship – the ask is part of it, not an interruption, not a push, but an opportunity to extend the generosity to provide more help, guidance, insights, tools, etc.

I was recently asked, “how many emails do I have to send in order for this to become a relationship?” The question exemplifies the misunderstanding of what marketing and selling relationship-style is all about.

— Lisa Dennis


Knowledgence Associates wishes you and y

Knowledgence Associates wishes you and yours a happy & safe Independence Day!

Three challenges facing today’s Chief Marketing and Sales officers – Forbes

See on Scoop.itKnowledgence: Marketing and Sales

Three challenges facing today’s Chief Marketing and Sales officersForbesFor all this opportunity, however, your strategy is more important than ever but I’m surprised how often a company’s social media strategy is really just a collection of tactics.

See on www.forbes.com

Marketers and Data Scientists: A Love Story – Business 2 Community

See on Scoop.itKnowledgence: Marketing and Sales

Marketers and Data Scientists: A Love StoryBusiness 2 CommunityBy Lisa Arthur, Published June 10, 2012 While it may never light up the silver screen or show up in the pages of a dime store novel, there is a burgeoning romance between smart…

See on www.business2community.com

Small Business SEO & Internet Marketing Strategy Guide, 2012 …

See on Scoop.itKnowledgence: Marketing and Sales

Webcasts — BtoB Magazine: Marketing News and Strategies for BtoB … BtoB Online — The Leading Source of B2B Marketing … Interactive Marketing Guide … BtoB Webcasts bring together business-to-business marketers …

See on en.pierrerouarch.com

Marketing execs told to catch up to Asian peers – BusinessWorld Online Edition

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Marketing execs told to catch up to Asian peersBusinessWorld Online EditionFor the local marketing scene, that only accounts for only around 3% [of marketing campaigns],” Donald Patrick L.

See on www.bworldonline.com

How to Tell If IT and Marketing Have a Good Relationship – CIO

See on Scoop.itKnowledgence: Marketing and Sales

How to Tell If IT and Marketing Have a Good Relationship .

See on www.cio.com

Science or Marketing?

I recently read an interesting article titled Engagement Energy: 10 Ways to Power Up Sales and Marketing to Capture Attention and Drive Action, that looks at engagement as “activating the brain” of the desired target.  This is based on psychology and neuro-science – but sounds like smart, externally focused marketing to me!

MyTop 5 of their Top 10:

1.  Ask questions

2.  Present problems

3.  Tell stories

4.  Paint Pictures

10. Add WIIFM (What’s In It For Me)

The full article is posted on MarketingProfs.com, and you will need a (free) log-in to read it in its entirety.  Well worth it, and if you’re a marketer, you should already be a member of this site. Lots of great ideas and resources here!

Lisa Dennis

Are You Experienced?

I recently read an fascinating post on Fast Company’s Expert Blog, called Experience is the Next Frontier in Marketing, by Jacob Braude.

This post talks about “experience” – i.e. physical world experience – influencing how one perceives and takes in information.

I see interesting implications for the delivery of marketing messages.  Organizations frequently talk about a creating the right “customer experience.”  So what if we tap into what the brain has already experienced- the impressions humans have of things – with the understanding that our brain uses those previous experiences to filter and make sense of all that we discover or is presented to us.

Opens up an intriguing arena for marketing in the future.  Read Mr. Braude’s article, and let me know what you think.

 

Lisa Dennis

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