Building Brand Awareness in 2025
Increasing brand awareness is a top goal for B2B companies in 2025. But what is a brand? And how can you evolve it to meet your changing company...
4 min read
Michele Nichols Tue, Nov 22, 2016
Last week we reported some of our findings from Hubspot’s INBOUND 2016 conference, including how to succeed using today’s sales model and how to overcome common inbound marketing challenges. This week we dive deeper into our favorite presentations and explore ways to improve email marketing, social selling, and conversations for a better customer experience.
In “10 Human Behavior Hacks That Will Change the Way You Create Email,” Nancy Harhut explains practical ways to adjust your sales emails to attract people to open them. Understanding basic human behavior is essential to creating effective email communications.
Tesla Motors is known for their almost non-existent marketing and advertising budget. Tesla’s President of Global Sales & Service, Jon McNeil, shared that the company’s 2015 ad spend per vehicle was only $6. This was compared to other motor vehicle companies like Toyota (Toyota Motor Corp) at $248, Cadillac (General Motors) at $1,163, and Jaguar (Tata Motors) with the most spend at $3,325.
McNeil credits the eco-friendly brand’s adoption to their inbound marketing strategy, which involves a few key elements:
Jeff Hoffman, a renowned sales executive and entrepreneur, explained that while social selling greatly impacts the bottom line, we aren't taking full advantage of it. With LinkedIn specifically, we are taking the wrong approach to social selling or, in some cases, not even planning our approach.
Hoffman provided examples from his own experiences of how we should be selling on social media:
Businesses often approach sales situations with the goal of establishing a buyer/seller relationship. This idea actually kills a lot of social selling opportunities. LinkedIn and other social channels give us access to prospects’ information before actually making contact, which allows us to cheat our way through creating relationships.
Instead of using the buyer/seller paradigm, we should be taking a teacher/student approach. Our goal should be to learn from and understand our connections and prospects. "Sellers" should allow their connections to take the teacher role. Listening will help you get a better sense of your prospects’ needs, and they will be far more engaged.
How do you get the most out of networking events?
When using social networking, consider some similar rules:
Sales and marketing are professions that have been built on human interaction, but with the growth of the digital age the element of human contact has been nearly eliminated. Digital Ocean's Vice President of Sales & Customer Success, Emanuelle Skala, provided a deeper look at how the lack of actual conversation taking place in day-to-day life is impacting sales and marketing.
In a given week, 31% of cell phones will not be used for a single phone call. A large portion of the younger workforce has what Skala referred to as "phone fear" – foregoing actual conversation in favor of texting, messaging apps, email, and social media interactions. Today, 93% of communication is nonverbal.
Because young sales and marketing professionals lack exposure to in-person communication, a concern is that they will not know how to handle conversations with prospects and customers and won’t be able to articulate the company’s value. Marketing automation platforms like HubSpot can help educate and engage customers, but they are not a cure-all.
In recent years, $56 billion has been spent on sales and marketing automation, yet only 54% of those professionals have hit company quotas. While email nurture programs and other automation tools certainly have their place in sales and marketing programs, it's also important to not undervalue the use of good conversation.
Written by Mandy Bly and Aimee Schenck
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