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Rescooped by Alain Theriault MBA from Just Story It! Biz Storytelling
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B2B Sales and Storytelling: 3 Insights For Why It Works So Well

B2B Sales and Storytelling: 3 Insights For Why It Works So Well | Entrepreneurial Coaching | Scoop.it
Imagine if your salespeople could shine a light of insight on today’s empowered customers so that they no longer underestimate the cost of the status quo and the benefits of change.

Via Karen Dietz
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Karen Dietz's curator insight, November 11, 2014 4:35 PM

When I comes to the powerful connection between B2B sales and stories, I don't know how it could get any plainer than this post.


Colleague Michael Harris, who specializes in sales through story, clearly explains why stories turn to gold during the sales cycle. And he shares stats to back him up! Gotta love that.


What I also like about how Harris writes about story and sales, is that he never comes from the very simplistic and short-sighted transactional position of "Let me tell you a story and you will buy my product." If it were that easy, we'd all be rolling in piles of money.


Instead, Michael talks about how stories provide insights, and there is a specific place in the sales cycle for stories. Trot out a story too soon, and it falls on deaf ears. Share a story too late, and the customer is already shoving you out the door.


Then there's the whole story crafting thing. Lousy story, lousy results.


But I wax on. Go read Harris' 3 points about story and sales, grab his graphic to get his points visually, and then hang out with his blog and other goodies to get your stories ship-shape for sales situations. Oh yeah, and enjoy the $$ you'll see in return if you make the investment in stories :)


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it 

Art Jones's curator insight, November 11, 2014 10:50 PM

Excerpt:

"If salespeople want to sell value, 70% of executive buyers said that the best way for salespeople to provide differentiation that they trust is by sharing customer stories."

Rescooped by Alain Theriault MBA from Startup Revolution
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Startups Avoid the Talking To Yourself About Yourself Blackhole

Startups Avoid the Talking To Yourself About Yourself Blackhole | Entrepreneurial Coaching | Scoop.it

Popping Startup Bubble
As we create our Triangle Startup Factory funded startup called Curagami (http://www.curagami.com) we operate largely in self imposed bubble. Books such as The Lean Startup explain the need to get OUT THERE working with customers to create validated learning as soon as possible.

We can see why. Problem solving can be solipsistic. Problems can create more problems on into infinity. Since our tool is about know what content matters and why the irony of falling into the problem black hole would be crippling. Here are a few ideas for how to break out of the startup bubble:

* Work with "beta customers" who are almost part of your team but running businesses your tool can help (such as Moon-Audio and Vestique for Curagami).

* Start forming community ASAP. We stumbled a little on this when our Curator Contest got swamped with my need to have chemo again. We ill get back on the horse because forming community is a CSF (Critical Success Factor).

* Create Key Performance Indicators for EXTERNAL validation metrics such as whitepaper downloads, unique visitors, time on site and email list growth.

* Curate content from a wide range of experts and sources because curation is easier and cheaper than content creation, more relevant to what is happening now and it helps your brand because you gain in authority by curating content from authorities.

* Define your "competitive space" BROADLY. Don't just look directly across the table discover who and what is competing for your customers mindshare and then steal the good stuff and lead with asynchronous marketing.

* Find a universal topic such as seasonality (locally "universal" and others can easily empathize with HOT and COLD) and the weather.

* Create asynchronous marketing and if that sounds disruptive and as if you should blow shit up you are getting the idea. Sometimes you should do some strange things JUST TO SEE how they blow up. Try not to blow up the good stuff :).

When startups do any two of those ideas they are less likely to fall into the talking to themselves about themselves black hole that can easily swallow a startup whole.

The link to Google Plus shares more information about how to use universal signals to create empathy and community:
https://plus.google.com/102639884404823294558/posts/JzD6DmrPWWa


Via Martin (Marty) Smith
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Rescooped by Alain Theriault MBA from Curation Revolution
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Brilliant Tips On Building Social Collaboration a #mustread | Social Media Today

Brilliant Tips On Building Social Collaboration a #mustread | Social Media Today | Entrepreneurial Coaching | Scoop.it
From Entertainment to Collaboration outlines the second transition that a company must engage in when moving from advertising to engagement as a core marketing strategy.

 

Marty Note
This is a MUST READ brilliant post my friend Mark Traphagen (@MarkTraphagen) alerted me to because I've been writing about how brands don't get social (Social Media: It's The Conversation Stupid http://sco.lt/7iZVUP ).

I love the ditch digging details Ted shares in this great post. He all but maps the process of creating successful social collaboration with:

Collaboration can take a number of forms: example archetypes are:

1) commentary on content

2) co-creation of content

3) user-generated content

4) collective action or problem solving

###
That is BRILLIANT work. I've been focused on the conversation, but Ted is right. The conversation is the medium, the currency. The payoff for being present and engaged with customers is collaboration. Great stuff and a must read for any brand or Internet marketer (and there are 2 more installments coming).


Via Martin (Marty) Smith
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Malena Gamboa's curator insight, April 12, 2014 2:57 AM

Collaboration can take a number of forms: example archetypes are:

1) commentary on content

2) co-creation of content

3) user-generated content

4) collective action or problem solving

Rescooped by Alain Theriault MBA from Personal Branding Using Scoopit
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Epic Personal Branding: 6 Tips - ScentTrail Marketing

Epic Personal Branding: 6 Tips - ScentTrail Marketing | Entrepreneurial Coaching | Scoop.it

There is only one way to break out of the rat race and eliminate all competing rats - create EPIC Personal Branding. Here's how..

* Create BHAGs NOW!
* Videos and Pictures.

* Think TEAM!
* Use Special SOCIAL Weapons.
* Fail Miserably.
* Give your Skills AWAY FREE.

Follow those hard won secrets, at least one of them tried to kill me several times, and your personal brand will be EPIC, your resume floats to the top and you win the promotion, can afford the G I Joe with the Kung Fu Grip and love the life you create.



Via Martin (Marty) Smith
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malek's curator insight, April 13, 2014 12:16 PM
#5: FAIL MISERABLY

Success is failure to failure without loss of enthusiasm.

Maryse Rebillot's curator insight, April 14, 2014 5:39 AM

Refreshing reading that drives you to (re)think about what you really want in life and be at ease with who you are - upside and downside.

Gary Harwell's curator insight, April 15, 2014 1:13 AM

But can you get paid?

Rescooped by Alain Theriault MBA from Social Marketing Revolution
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Social Media Marketing's Top 10 Benefits via Forbes

Social Media Marketing's Top 10 Benefits via Forbes | Entrepreneurial Coaching | Scoop.it

Ten Benefits of Social Media Marketing

1. Increased Brand Recognition.

2. Improved brand loyalty.

3. More Opportunities to Convert.

4. Higher conversion rates.

5. Higher Brand Authority.

6. Increased Inbound Traffic.

7. Decreased Marketing Costs

8. Better Search Engine Rankings

9. Richer Customer Experiences.

10. Improved Customer Insights


Via Martin (Marty) Smith
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Jakarta Web Developer's curator insight, August 12, 2014 9:57 AM

Social Media Marketing's Top 10 Benefits via Forbes

Jakarta Web Developer's curator insight, August 12, 2014 10:23 AM

Social Media Marketing's Top 10 Benefits via Forbes

Stephen Van Delinder's curator insight, August 12, 2014 11:43 AM

I agree with Marty (@ScentTrail) on this one. Social Media Marketing will probably not lower your costs if you are doing it correctly. The rest of this is spot on. Your competition may or may not already be utilizing social, but either way it is something you need to be doing. The real beauty is customer availability, whether your competition is social or not, virtually all of your customers are. Social gives you the opportunity to start a dialogue with them in real time where they already are in a non-intrusive way. When used correctly, the results can far exceed this list of 10. 

 

Companies also have more opportunities to be creative when outreaching on social. Traditional email outreach open rates are typically around 20% depending on the industry (http://support2.constantcontact.com/articles/FAQ/2499); but I've conducted guerrilla outreach on social platforms that exceeded 90% response rates. There's really no reason not to utilize social in a B2C model. 

Rescooped by Alain Theriault MBA from Marketing Revolution
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How-To: Early-Stage Startup Marketing

How-To: Early-Stage Startup Marketing | Entrepreneurial Coaching | Scoop.it
We at Everhour share startup marketing tips and tricks together with the first-hand experience on different promotion tactics.

Via Martin (Marty) Smith
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Martin (Marty) Smith's curator insight, April 21, 2014 9:10 AM

Good tips here that apply to any Internet marketing.

Rescooped by Alain Theriault MBA from Marketing Revolution
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Your Customer Is Mobile, But What Does That Mean? - Curatti

Your Customer Is Mobile, But What Does That Mean? - Curatti | Entrepreneurial Coaching | Scoop.it
It’s obvious that we as consumers have taken a liking to our smartphones. It’s our on demand connection to anything we could possibly need when it comes to information. Which means, as a business owner, we need to pay attention to how our customers engage with our content and us. How. Where. When. What Device. …

Via Martin (Marty) Smith
Alain Theriault MBA's insight:

More and more, Mobile is the way to reach our customer on personal level

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Martin (Marty) Smith's curator insight, March 1, 2014 10:40 AM

Wow, I feel like crap today and reading these Greck Hickman posts from Curatti.com may be the only productive thing I do but glad I got this done since they are BOTH great reads and timely as we try and go MOBILE FIRST on http://www.CrowdFunde.com :

First great mobile post

http://curatti.com/customer-mobile-mean/ 


Second
http://curatti.com/mobile-users-want/  

 

Rescooped by Alain Theriault MBA from Startup Revolution
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Business Plans: 10 Tips For "Riding In The Rain" & Scoring Big

Business Plans: 10 Tips For "Riding In The Rain" & Scoring Big | Entrepreneurial Coaching | Scoop.it
The best tips from expert business plan reviewers for bplans, templates and more

Via Martin (Marty) Smith
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Martin (Marty) Smith's curator insight, February 7, 2014 10:45 AM

Thanks to Marc for making this suggestion on Scoop.it. Biz Plans are something I like about as much as going tot he dentist so any helpful tools or suggestions are WELCOMED.

Writing a business plan reminds me of Martin's Ride To Cure Cancer. In the summer of 2010 I rode a bicycle across America over 60 days. Based on weather patterns we predicted riding in the rain 10 days. We actually had to ride in the rain for 6 days.

Since we were going to need to ride in the rain I practiced in it and worked on convincing myself that I LOVED riding in the rain, that it was fun. Not so much and NEVER made that sale (lol). Appreciate anything that will help me create Biz Plans.

Lori Wilk's curator insight, February 7, 2014 11:09 AM

The business plan creation process can be very time consuming and the benefit of this exercise can be invaluable. I am at FAU in a session right now about how to develop the financial models needed for the business plans. We're talking about the assumptions we are making and justifying where we are getting our numbers and amazing things such as going out into the marketplace and doing the research about what people are willing to pay for. There's an upcoming business plan competition and a room full of people who intend to compete in this huge event at FAU. I recently met several business plan competition winners who have used this money to help them launch their businesses-there can be a huge benefit in creating excellent business plans. Too many businesses go out of business because they don't have the money to stay in business. Many companies that don't make it are gone because they didn't have plans and they weren't prepared for the challenges they actually faced. 

Lou Hemmer's curator insight, February 16, 2014 12:20 PM

Good article about steps to cover when seeking investment dollars for start ups.  A solid management team and understanding  where your business fits in the marketplace a essential.