Step out of the spotlight

 

by Ariella Brown

When Alexis reassures David by telling him "People aren't thinking about you the way you're thinking about you" on an episode of Schitt's Creek, she accurately describes the spotlight effect.

What's true for individuals is even more true for businesses, especially B2B brands. The people working within them see their own spotlight and believe that their company news carries the same weight for the world at large as it does for them.

If you are one of those people, then it's time to snap out of that delusion and stop embarrassing yourself by assuming all applicants and new hires should have heard of your company before they tried to get a job there.

Why should they when they're not even your target customer? Remember: when your services are sold only to other businesses, your offerings are completely irrelevant to individual consumers.

There's absolutely no reason why an individual would be following your little startup and thinking about you the way you think about yourself. Even if you make it to unicorn status, that won't make you stand out among the thousands of other unicorns out there.

And as for those businesses that may have heard of you because they saw your represented at a trade show or they saw your ad, that doesn't mean they're just dying to hear all about your struggles and triumphs.

All they're really interested in is what you can do for them. So if you just go on and on about your accomplishments, you will not only fail to impress your audience, you will likely lose their attention altogether.


Brands fall into that mistake of playing the hero of the story they present because they have that skewed perspective of seeing themselves at the center of everything. But effective marketing is about allowing your customers to be the heroes.

Who’s the hero in your marketing story? 

A few years ago, I interviewed Ken Rutsky, author of Launching to Leading: How B2B Market Leaders Create Flashmobs, Marshal Parades, and Ignite Movements, about what what goes into successful B2B marketing. One of the biggest misconceptions people have, he said, is that all they need is the right tech. 

While tech does indeed play a role in data-driven marketing, Rutsky considers it only one third of the story. And getting the story right is actually the key thing in effectively connecting with B2B customers, just as it is for B2C customers. 

From the tales of Homer to comic books and films like Star Wars,  and even Disney’s Moana, stories of a hero’s journey remain persistently popular. Rutsky credits Joseph Campbell’s 1949 book The Hero with a Thousand Faces, for breaking down the steps involved in such stories. 

Rutsky quotes Campbell’s summary of the journey story on p. 95 of his own book: “A hero ventures forth from the world of common day into a region of supernatural wonder: fabulous forces are there encountered and a decisive victory is won: the hero comes back from this mysterious adventure with the power to bestow boons on his fellow man.” 

In his own words, Rutsky described it as the hero’s perilous journey far from home to bring “a magical gift” to improve his own world. Such stories are a great way for marketers to present a product or service that will solve a persistent problem for the business customer. And they often do so, but what they tend to get wrong is the casting of the hero. 

“Don’t make the product the hero,” warns Rutsky. “Make the customer the hero.”

A young Arthur pulling the sword out of the stone in Disney's animated movie.

While it is very tempting to give the starring role to what we’re selling, you must resist that temptation. Consider what's of greater interest to your target market and how story lines typically play out to audiences. In narratives of  legends, we're not nearly as interested in the engineering of Excalibur or  as we are in the hero who manages the wield its power as the rightful king.

What is of interest to the audience is how they can use your products and services to solve the problem. They take on the role of the hero, thanks to the magical sword that will enable them to slay the dragon. Or they will be the CMO that is able to deliver targeted campaigns via the real time data updates that come through your tech solution. 

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Customers and brands are not on the same page about tech

by Ariella Brown

“The Sci-Fi Shopper: How to Future-Proof Your Brand for the New Consumer” is the title of the ebook they published on the subject. Darin Archer, Elastic Path’s Chief Strategy Officer, spoke to me about the difference between assumptions about the appeal of technology and how it actually can be useful in building better relationships between brands and consumers.

Their initial premise was that the “Jetsons” style tech that can be done today is what consumers want. But as it turns out, consumers don’t care about the wow factor of experiencing “sci-fi” style technology. What they really care most about is convenience.

The advanced tech that they found attractive was not “the super flashy,” Archer said, but “what makes my life easier.” As the report tells marketers, today’s consumer “expects streamlined, easy and frictionless” purchase processes. The brands that will win customers are the ones that will deliver it to them.

That means that brands should look into anything that can make it easier for customers to finalize the purchase. That’s where voice activation can be helpful. But as for the tricks of AR and VR, customers, they’re only of interest if they are perceived to be useful. Archer observed that they found that 56 percent of shoppers said VR was over-hyped, but only 38 percent said that of AR.

He suggested that this could be due to the fact that at present there are more practical use cases for AR than for VR. He offered examples like showing what a kitchen appliance would actually look like, in its place in your kitchen, or how a rug not just fills your living room but how it looks under your furniture.

Brands and customers not on the same page

What’s really interesting is how the brands are so far off in identifying the primary concerns of their customers. For example, the top item on a customer’s wishlist (67 percent) is checkout-less payment options.

Only 18 percent of brand representatives identified that as what their customers would like to have. They failed to perceive that customers really wish “to solve pain points like long lines,” Archer pointed out. 

The second technological convenience customers would like is smart devices. More than half (58 percent) identified that, but only a quarter of brand representatives understood that to be desirable for customers. There was a similar gap for voice-enabled commerce, which 57 percent of customers said they wanted, and only 23 percent of brand representatives anticipated that.

Read more in Convenience Drives Consumers’ Tech Demands

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Bard vs Bard: why you can't just accept the first AI prompt response

 

by Ariella Brown

Lately, I've been thinking about business terms that only came into being in the past decade or two. Among them is RevOps, short for revenue operations. I wrote an eBook on the topic several years ago, so I know that it predates 2018. But I wanted to pinpoint the term's origin.

I asked Bing, and this is where it gets interesting. What it said in answer to the first prompt, "Who coined the term revenue operations?"  was contradicted by the second.  Here's the response to the  first prompt: 

The term "revenue operations" was coined by Chris Goede, the former Chief Revenue Officer at HubSpot. Goede first used the term in a 2016 blog post, in which he argued that the traditional sales and marketing functions were no longer sufficient to drive revenue growth. He proposed a new approach, which he called "revenue operations," that would bring together sales, marketing, and customer success under a single leader.

Goede's ideas quickly caught on, and the term "revenue operations" has become increasingly popular in recent years. Today, there are a number of companies that specialize in helping organizations implement revenue operations practices.

Here are some of the key principles of revenue operations:

• Alignment: Revenue operations requires close alignment between sales, marketing, and customer success. All three functions must work together to create a seamless customer experience that drives revenue growth.
• Data-driven decision-making: Revenue operations is all about using data to make better decisions. By tracking key metrics and trends, revenue operations teams can identify opportunities to improve the customer experience and drive revenue growth.
• Technology: Revenue operations relies on technology to automate tasks and streamline processes. By automating repetitive tasks, revenue operations teams can free up time to focus on more strategic initiatives.

Revenue operations is a relatively new concept, but it has the potential to revolutionize the way organizations drive revenue growth. By bringing together sales, marketing, and customer success under a single leader and using data-driven decision-making, revenue operations teams can create a seamless customer experience that drives revenue growth.

Second attempt

Not being a novice at generative AI, I decided to corroborate what it said and asked" Did Chris Goede coin the term revenue operations?" One would assume Bing would say "Yes," to be consistent with its previous answer. But then one would be wrong. This is what it responded:

No, Chris Goede did not coin the term revenue operations. The term was first used in a 2012 article by Jason Lemkin, the CEO of SaaSquatch. However, Goede is credited with popularizing the term and bringing it to the attention of a wider audience.

In 2016, Goede wrote a blog post for HubSpot in which he defined revenue operations as "the alignment of sales, marketing, and customer success around a shared goal of driving revenue." He argued that revenue operations is essential for organizations that want to grow their revenue and compete in today's competitive marketplace.

Since then, Goede has continued to speak and write about revenue operations. He is also the co-founder of Revenue Collective, a community of revenue leaders who are committed to driving revenue growth.

Third time not a charm

It then continues to plug RevOPs, but that's not of interest to me with this query, so I put in another one: "Was Jason Lemkin the first person to use the term revenue operations?"  I find it truly fascinating that this stumped Bard, as indicated by this response: 

I do not have enough information about that person to help with your request. I am a large language model, and I am able to communicate and generate human-like text in response to a wide range of prompts and questions, but my knowledge about this person is limited. Is there anything else I can do to help you with this request?

Round 4

  So I gave it another shot (and if this doesn't prove I'd be an amazing prmpt engineer, I don't know what does). I put in the query: "When did the term "revenue operations" first appear in print?" That got an answer that reinforced the second one with some relevant context:

The term "revenue operations" first appeared in print in a 2012 article by Jason Lemkin, the CEO of SaaSquatch. In the article, Lemkin argued that revenue operations is a new discipline that combines sales, marketing, and customer success to drive revenue growth.

Here is the excerpt from the article:

"Revenue operations is a new discipline that combines sales, marketing, and customer success to drive revenue growth. It's about creating a seamless customer experience that drives more sales, more upsells, and more renewals. It's about using data to make better decisions about where to allocate resources and how to improve the customer experience. And it's about automating tasks to free up time for employees to focus on more strategic initiatives."

Since then, the term "revenue operations" has become increasingly popular. There are now a number of companies that specialize in helping organizations implement revenue operations practices.

Here are some of the key benefits of revenue operations:

• Increased revenue: Revenue operations can help organizations increase revenue by improving the customer experience and driving more sales.
• Reduced costs: Revenue operations can help organizations reduce costs by streamlining processes and automating tasks.
• Improved customer satisfaction: Revenue operations can help organizations improve customer satisfaction by providing a seamless customer experience.
• Increased employee productivity: Revenue operations can help organizations increase employee productivity by freeing up time for employees to focus on more strategic initiatives.

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Photo credit: https://www.pexels.com/photo/close-up-shot-of-a-person-holding-a-diploma-and-a-graduation-hat-12752021/*

 by Ariella Brown

I  got this question from someone on LinkedIn: "If I might ask a question, how do you feel your PhD has helped you in your content writing?"

I'm not a degree snob. In truth, you don't need a PhD to produce content. Some people manage quite well with no degree at all.

The reason I completed the degree back in my early youth is that I thought I'd make a career in academia. Several years of adjuncting disabused me of that notion.

Here's the gist of the answer: 

It helps in ways most people don't appreciate because they think about content marketing as just applying SEO tricks (plug in the keywords, use the right tags, follow a template, and put in a clickbait headline).

You get boring, predictable, and disappointing content when that's all you've got. Even if the information is accurate -- and it frequently is not -- it is not going to be a pleasure to read.

Aiming for high quality content takes more than formulas. And that's where the skills related to earning a PhD are relevant:

🗃1. The ability to do research to find out what you need to know about the industry, product, and the customers who use it to present a clear and accurate account rather than fudging things.
🔍2. Obsession with tracing quotes to the original source
This is very important in an industry in which people tend to copy each other and lose the context and the year of the stat, presenting old information as if it's current.
🗺3. Vision combined with practical planning
Completing a PhD doesn't just take a big idea but organization, persistence and an understanding of how to break down a huge project that last years into smaller steps. You have to do the same when planning a content marketing strategy and content calendar.
📚4. The best models for content in your head
I have a lot of literature in my head that I can draw on to make interesting connections and offer memorable phrases that resonate.

*Yes, I used a stock photo to represent a graduation. I didn't attend any of my own since the 8th grade. 

You can download and read my dissertatio here: CUNY Academic Works

Learn more about what I've done as a content marketing specialist, particularly for B2B tech, here: Experience and Testimonials To book a free phone consultation, use this Calendly link 

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Bard brings in the clowns for my query on ICP

 

by Ariella Brown

I've been reading Built to Last, a 1994 book about  successful businesses. None of the business models relied on the internet, and many of them already had many decades of history behind them. I noticed that the jargon in the book is quite different from today's.

For example, there is not a single mention of ICP (ideal customer profile). That made me curious. Did this term only emerge after the book's publication?

I turned to Bard ( see why here) for the answer, which also explains why this term emerged only in the post-internet world. This is what it wrote, and I have to admit being somewhat amused by the somewhat pushy CTA at the end and if the "I" is meant to be the AI itself:

The term "ideal customer profile" (ICP) was first used in the early 2000s by marketing and sales professionals. It was originally used to describe a hypothetical company that would be the perfect fit for a particular product or service. However, the term has since been adopted by businesses of all sizes and industries.

 

There are a few reasons why businesses started referring to ICPs. First, it became clear that not all customers are created equal. Some customers are more likely to be profitable than others. By understanding the characteristics of their ideal customers, businesses can focus their marketing and sales efforts on the most likely to convert.

 

Second, the rise of the internet made it easier for businesses to collect data about their customers. This data can be used to create detailed ICPs that take into account factors such as company size, industry, location, and pain points.
Finally, the increasing complexity of the marketplace made it more difficult for businesses to compete on price alone. By understanding their ideal customers and their needs, businesses can differentiate themselves from the competition and offer products and services that are truly valuable.

 

Today, ICPs are an essential part of any successful marketing and sales strategy. By creating a detailed ICP, businesses can improve their targeting, messaging, and conversion rates. This can lead to increased sales, improved customer satisfaction, and a stronger bottom line.
Here are some of the benefits of using an ICP:

 

Increased sales: By targeting your marketing and sales efforts to your ideal customers, you can increase your chances of closing deals.

 

Improved customer satisfaction: When you understand the needs of your ideal customers, you can deliver products and services that are more likely to meet their expectations.

 

Stronger bottom line: By improving your sales and customer satisfaction, you can increase your profits.

 

If you're not already using an ICP, I encourage you to start today. It's a simple but powerful tool that can help you take your business to the next level.

Notice that Bard is very bullish on ICPs, even pushy, I'd venture to say. That turns out to be a bit funny when it fails to recognize the acronym for my next query for a more recent business bible.

Clowns you say? 

I also recently read The Hard Thing About Hard Things published in 2014. I don't recollect a single mention of  ICP. Just to be sure, I asked Bard, which shows a kind of split personality when it comes to recalling acronyms. This was its response:

No, the book "The Hard Thing About Hard Things" by Ben Horowitz does not mention ICP. ICP stands for Insane Clown Posse, a hip hop duo from Detroit, Michigan. The book is about the challenges of running a startup company, and ICP is not relevant to that topic.
The book does mention a few other bands, such as The Beatles and The Rolling Stones. However, these bands are mentioned in the context of how they have influenced the music industry. ICP is not mentioned in the book at all.

Knowing that when you work with generative AI you have to try your prompt multiple times, I get it another whirl and wrote out "ideal customer profile" for the query. Now Bard grasped what I was asking and responded:

"The book "The Hard Thing About Hard Things" by Ben Horowitz does not explicitly mention the need for an ideal customer profile. However, the book does talk about the importance of knowing your target market and understanding their needs. This is essentially what an ideal customer profile is.

 

In Chapter 1, Horowitz writes, "The first thing you need to do is figure out who you're building for." He goes on to say that you need to "understand their pain, their goals, and their constraints." This is all information that would be included in an ideal customer profile.
In Chapter 2, Horowitz writes about the importance of "building a product that people actually want." He says that you need to "get feedback from your customers early and often." This is another way of saying that you need to understand your target market and their needs.
Overall, while the book does not explicitly mention the need for an ideal customer profile, it does emphasize the importance of understanding your target market and their needs. This is essentially what an ideal customer profile is.

 

Here are some additional tips for creating an ideal customer profile:
Identify your target market. Who are you trying to sell to? What are their demographics? What are their needs and wants?
Research your target market. What are they reading? What are they talking about online? What are their pain points?
Create a persona. Once you have a good understanding of your target market, create a persona. This is a fictional representation of your ideal customer.

 

Use your ideal customer profile to guide your marketing and sales efforts. Use your persona to create content, develop marketing campaigns, and target your sales efforts.

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