There used to be a time when B2B marketers worried about the finer points of the sales process. “Did I say the right thing?” “Were these the numbers they wanted to see?” “Do these people trust me?” Today, the first thing they worry about is whether or not the numbers are high enough whether it’s the data churned out by their CRM system, the number of emails they’ve sent, or how the links they’ve peppered across the net.
What’s odd is not just how these things may have little to do with the quality of your marketing messages or whether your prospect is actually all that eager to do business with you. It’s the fact that even tech companies are trying to eliminate these scruples and take everything back to how it used to be.
During the early days of SEO, marketers essentially worried more about how the numbers are crunched as opposed to anything more substantial (reactions/response to content, quality of messaging, validity of sources etc). There was a complete divide between this particular style of online marketing and what was still the obscure area that is content marketing.
Today, content marketing on the internet is practically synonymous with SEO. Does this mean that content marketing has become a number crunching game or the complete opposite?
For many lead generators, getting a prospect that is loved by the sales rep is already a noble pursuit. Compatibility between prospect and representative seem to be the decisive factor between a smooth, successful sales process and a department that’s viciously torn in two.
On the other hand, are the same lead generators really making a difference when they’re constantly called match like with like? Are different organizations completely defined by the common interests of just the salesperson in one and the single decision maker in the other?
What if they’re both just in the same comfort zone and aren’t really helping either organization as a whole?
Whether you’re a marketer or currently got some marketing work to be done, how often have you been advised to ‘speak human?’
It sounds insulting at first but really, why is this piece of advice so prevalent? Are B2B marketers truly so detached from the man in the street? Or put it in another way, is the common man so incapable of grasping the complex value proposition of B2B marketers?
Well, in either case, maybe the best way to really speak human is to focus on story-telling.