How to Crank Up Revenue: Marketing Key 5 (of 6)


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Over the past few weeks, we’ve been sharing our secret formula for revenue growth:

6 Keys to Marketing Success

These tips help companies crank up revenue by growing sales leads.

On Twitter, one CEO called these 6 Marketing Keys “Simple and Brilliant”

To review, here are the previous 4:

  1. Simplify
    Why? The average viewer of a website only reads 28% (MarketingSherpa) of the words on your website anyway. If they aren’t going to read almost 3/4 of your words, take them out.
    A great example of simple website is the enterprise software company Kinaxis, with the links at the top Sell, Learn, Solve, Connect. How simple is that? Four words offer simple options.
  2. Entertain
    36% of marketers (MarketingSherpa and Junta42) say their content is not compelling. In another blog article we addressed that problem with our tips on creating sticky content. And remember, humans want to laugh or cry, hear a great story or learn something new. So give them what they want.
  3. Educate
    One of the basic human needs is to learn something unexpected. Teach them something useful they don’t already know. A thought leadership oriented blog with experts is a good approach.
    At Kinaxis, they call their blog the 21st Century Supply Chain. Hardly a product pitch, is it?
  4. Serve
    Buyers are in control anyway. Earn their trust by serving them. Give to get. For more, read Inside the Mind of the B2B Buyer.

And now we introduce Marketing Key #5

Social networks like Twitter, Facebook, Linkedin, etc. make listening easy. Go there and engage your prospective customers in conversation.

Does listening on social networks make a difference? Here’s a great example of the power of social networks.

In my research, I found a terrible sign-up form at Saba Software. It had about 18 mandatory fields.

I posted on Twitter “Sorry @sabasoftware, but this form is an abortion. (with a link to it.)” Within hours, several other people weighed in, supporting my comment and killing Saba on the form.

Then something interesting happened, Saba Software sent me a personal response. (below)

milindpansare Sep 24, 7:43pm via TweetDeck @fearlesscomp @esegar, @shishev, our web team knows it’s an issue and you’ll see something short and elegant soon. thx!

Wow, social networks made a large software company respond quickly to a stranger! That is the power of social networks! Listen to users.

Republished with author's permission from original post.

Jeff Ogden
Jeff Ogden ( is President of the Tampa based Find New Customers demand generation agency. .


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