As a Business Development Executive, its very critical for you to understand developing brand strategy is extremely critical. The most important asset your company has is its brand. Quite simply, it drives the direction of your business. So you should definitely have a well thought out brand strategy in place.
Increasing competition in business develops similar products with good quality from different manufacturers. But only an effective, innovative and Brand Awareness & planning can make your business and products more popular.
For your profession as Business Development Executive it becomes your responsibility to stay connected with like-minded supporting industry experts who can guide and help you deal with your day to day work issues.
Is Predictive Intelligence the Frontier of B2B Marketing?
If you are entrepreneurial in nature owning a business is very exciting adventure. It can also be the most difficult thing for you to get into if you are not prepared.
What is it that makes some brands connect so well with their audiences? We could learn something about building brands for organizations by also asking, What is it that makes some people connect so well with other people? In many ways, organizations are like individuals. Each has its own specific "fingerprint" -- strengths, character, and personality -- that makes it unique and recognizable. It's how we get to know our friends and understand what it is about them that we like. In a world where no one has time to carefully weigh all available brand options, this fingerprint acts as shorthand to help us sort through the maze, a very real point of value at a time when it is increasingly difficult to tell one product or service from another. When an organization's brand fingerprint is clearly defined and articulated so that customers, shareholders, distributors, employees, and partners consistently feel they "know" the organization and know what to expect from it, magic happens.
This is when high emotional engagement occurs. This is when "raving fans" and customer loyalty are created. This is when organizations gain sustainable competitive advantage. Discovering and communicating this brand fingerprint helps organizations bring strategic focus to the power of their brand -- giving brands a meaningful and recognizable shorthand that helps cut through the noise and clutter to connect with people.
Brand fingerprint process
Following a process to help uncover the organization's brand fingerprint will ensure that the intangible attributes assigned to the brand -- assets like integrity and innovation -- are translated into a visual, tangible representation to which audiences can relate. The process has two phases, strategy and visual translation. It works like this:
Phase I. Strategy
Step 1. Finding your brand values, character, and personality
Step 2. Understanding the competitive landscape
Step 3. Determining your position in the marketplace
Step 4. Developing your value proposition
Phase II. Visual Translation
Step 1. Developing the brand mood
Step 2. Determining the key brand elements
Step 3. Developing the brand roadmap
Phase I. Strategy
The strategy phase can be compared to traditional methods of brand development and is based on core values. The difference here is that the exercises used in the facilitated sessions with company decision makers are designed not only to uncover brand values and attributes, but to gather information in a way that it will be useful for development of the visual translation of the brand. Pairing the creative team with decision makers at the very beginning of brand strategy development is essential in gathering input that will be critical to visual translation.
This is important since experts say that 80% of what we learn comes to us visually, and customers will most likely see brands long before they understand the strategy. There are many benefits of considering how the brand will be communicated visually at the strategy stage. Some of these benefits include: - translation of intangible company assets and attributes into tangible representations that truly reflect the company's core values - avoidance of possible disconnects when logos, websites, and print materials are developed - development of marketing materials that really communicate key messages - deeper understanding and long-term recall of brand messages by customer audiences - consistency of brand messages over time
Phase II: Visual Translation
The visual translation phase takes all of the information gathered in the strategy phase and translates it into a visual form that people can see and relate to -- the visible brand fingerprint. A clear and accurate brand fingerprint can communicate assets like integrity, zero defects, and innovation and make them palpable. Visible. Understandable. Audiences will know at a glance "who" the organization is, what it is saying to them, and why they should buy, react, or be moved. And it will be real, it will be authentic, and it will stand the test of time -- because what people see represents the synthesis of the brand strategy.
The benefits of developing the visual components of the brand directly from strategy exercises include:
- a brand mood that will communicate to customers on an emotional level, because the design is based on authentic aspects of the brand's character and personality - because the mood is a direct translation of strategy jointly developed by company decision makers and creative team, there are no unpleasant surprises at the design stage - the main visual components of the brand will look and feel "real" and will become the pillars upon which other marketing materials will be built - there will be no need for new themes, visual approaches, or deviations from the established visual translation. Brand equity builds with consistency. This is a cost-effective benefit.
Being true to the organization's authentic brand is how trust, loyalty, and sustainable relationships are developed between the organization and its audiences. Great graphics and cool animation aren't effective if they don't accurately communicate the company's character or brand. Something's amiss if the organization is not clear and consistent about how it is presenting itself in front of its publics. If the organization's brand and its image are not aligned, "brand schizophrenia" occurs, which significantly affects the quality of the relationship and level of trust with valued audiences, including customers and employees. Both lose trust in companies when they don't know what to expect. With brand strategy and visuals clearly articulated in a unique brand "fingerprint," organizations can make a real connection with their audiences. Once established, this connection enables them to communicate compelling value, promote long-term recall of brand messages, and foster the trust, loyalty, and emotional attachment that sustain relationships.
Marketing Strategies - Making Indirect Marketing Work for You
With the support of our professional business network, you get the opportunity to exchange experience and knowledge at a top professional level, and to strengthen and develop your own skills within your management and specialist areas.
Through business relationships and experience sharing in confidential settings for Business Development Executive, we strive to create personal and business value for all our network peers.
In the last century, the world saw a massive revolution of innovation.
Beyond modern marvels such as digital advancements and the evolution of the smartphone, artificial intelligence is gradually changing society and how people navigate their lives. Machine learning is gradually being integrated into nearly every aspect of life.
It's already used in machine translation, email spam filters, ATM check depositing and facial recognition - and that's just what an average person uses day-to-day.
Predictive intelligence is making businesses more efficient, effective and successful. B2B companies deploying predictive intelligence for marketing activities are closer to the holy grail of understanding each individual customer - and personalizing all content to their needs and interests.
Technology not far from artificial intelligence is making a significant impact on the marketing industry. In fact, 86% of marketing executives have already indicated they have seen a positive return on investment in marketing technology and predictive analytics. The future of B2B marketing will focus on predictive analysis and intelligence, and have a major impact on lead scoring and content targeting.
The Transformation of Lead Scoring
Lead scoring is essentially a points system used to determine where your prospects are in the buying journey. The idea is to look at customers uniquely for a better understanding of what they looking for, what you can provide them with - and if they're likely to make a purchase.
Manually scoring leads, with this helpful guide, can be an excellent introduction to the strategy of fully comprehending customers. Assigning this responsibility to your B2B marketing team brings consistency, reliability and focus to a personalization approach.
Beyond manual lead scoring lies predictive lead scoring. This is a proactive way to accelerate the sales process by determining which customers are ideal based on past behaviors and purchasing history.
This takes into account other technologies, such as CRM or marketing automation, and demographic information to predict whom sales and marketing should be nurturing closely. Still done semi-manually, this method uses the insight from traditional lead scoring and blends it with modern ways of working.
In terms of the future of B2B marketing, predictive lead scoring using predictive intelligence is yet one step further. This is even more accurate than basic lead scoring, because of its correlation between patterns discovered in both a company's first-party data and general third-party trends.
It has also become the standard for most companies, especially technology-based businesses. A 2014 study revealed 90% of users agree predictive lead scoring provides more value than traditional approaches. The comprehensive nature of looking at customers holistically and integrating that insight into how you communicate with them can fast track your marketing efforts.
Given that artificial intelligence can predict the status of hundreds of prospects in a matter of minutes, marketers have everything to gain by using this technology.
A recent Gartner study concluded that predictive intelligence is a must-have for B2B marketing leaders. Just as marketing automation is being adopted widely within the marketing industry, predictive lead scoring is likely to follow.
The immediacy of reaching customers, understanding their needs and effectively determining their value to your company has created a necessary place for predictive intelligence in lead scoring.
The Power of Personalized Content Targeting
Predictive intelligence, an important component of predictive analytics, is also critical in learning which pieces of content to target to which customers. After predictive lead scoring reveals where each customer is and might be headed in the buying journey, you can glean insights from predictive analytics for establishing the tone, material and style of content each prospect will respond to most fervently.
An algorithm that determines the factors influencing a prospect can also pull the appropriate content. Just as you would send additional white papers to a manually-scored lead with interest in more in-depth material, this algorithm identifies the many customers to whom whitepapers would apply.
Sending the right content is just as important as creating it in the first place. Predictive analytics also leads to informed idea generation and content development.
Using predictive analytics in your content marketing takes careful consideration, but can be done successfully if you know the right data points to use and what to integrate into your existing strategy.
Seeing what content receives the most engagement and is most worthwhile to your prospects helps you tailor future content to those interests. Even with predictive analytics on your side to help you gain incredibly beneficial insights, it still takes a human to use the insight wisely and proactively.
Marketing professionals who work based on data, emotions and customer connections are the whole package in targeting content most effectively.
A.I. and the Future of B2B Marketing
Although artificial intelligence is not quite at the point of thinking, processing and completing tasks at the speed of a human brain, developments in the science of machine learning are getting closer to a complete takeover of this technology.
The existing uses of artificial intelligence within marketing is a good indication that the future of B2B marketing is bright - and that lead scoring and content targeting will be perfected as the technology matures.
With an already efficient system of analyzing data from thousands of sources to make sense of a single customer, predictive intelligence is making it possible for even small B2B companies to grow at rapid rates and expand their potential faster than traditional methods.
Networking has always been considered a powerful tool for improving business prospects, advancing a career, and developing ideas. Other than some brief, structured events, networking has been mostly informal and inexpensive in comparison to cost they otherwise spend on different channels. But membership is growing in many formal, long-term networking groups, and so is the price tag.
Our groups are not groups for generating sales leads, nor are they places where individuals can drop-in to gain quick advice on an immediate challenge. Members also sign a confidentiality agreement and benefits from the guided mentoring to help each other.
These groups include an experienced facilitator and use a structured discussion method to ensure appropriate participation.