PHASE 10: ADVOCATE MARKETING

Listen to and harness positive feedback from your current customers to promote success stories to your prospects.

 

You Buyers scour personal social networks and industry experts to educate themselves early in the buying cycle. As a result, they are connecting with sales teams much later in the decision-making process. Because peer-influence is so powerful, your company needs to identify and utilize your brand champions. Advocate marketing formalizes an approach to highlight the customer success stories. Ultimately, this enables you to build a network of advocates that moves far beyond traditional reference programs.

Rapid Diagnostic

1. You know what information your buyers want from you at each phase of their decision-making process.

2. You know the programs you need to implement to generate referrals. (social selling, referrals, off-line prospecting, etc.)

3. You have a definition of what a true customer advocate is.

4. You have identified and contacted the customers that speak highly of your products and they are willing to advocate for your brand.

5. You currently have a program in place that gives incentives to customers to become advocates.

6. You currently have a customer referral incentive program and reinforce its utilization.

7. Your prospects value insights from their peers and respond positively to warm referrals.

8. You actively monitor social media and other venues for comments and discussions about your company.

9. You have a method to measure social reach and have made it a regular part of your research cadence.

10. You have selected advocates to become part of a group of advisors to help market and sell your solutions more effectively.

Deliverables

• Reference Programs

• Referral Programs

• Online Communities

• Rewards/Loyalty Programs

INDUSTRY
STRATEGY AREA
CONTENT TYPE
Company Self-Evaluation Tool
August 21 2019
Company Self-Evaluation Tool
VIEW
Inside Sales Sniff-Test
August 19 2019
Inside Sales Sniff-Test
VIEW
Customer Experience Interlock Tool
August 13 2019
Customer Experience Interlock Tool
VIEW
previous
1 of 128
right
Loading...
Sales Strategy
How a Marketing Leader Normalizes Outbound
As a marketing leader, if you have ever thought about where your next new form of revenue is coming from, the answer is outbound marketing. Eric Quanstrom, CMO of Cience, joins us to discuss how outbound is the new normal....
Read More
Marketing Strategy
AI in Marketing: How and Why Your Peers Are Leveraging It
Remember ‘big data’ and ‘advanced analytics’? These trends gradually evolved over the past decade as more and more businesses jumped on the bandwagon. This ultimately paved the way for the next truly revolutionary tool in marketing: Artificial Intelligence (AI).   Read on...
Read More
Sales Strategy
How a CEO Drives Revenue Growth with Digital Strategy
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth.   With so many definitions and ideas of what a digital strategy is and how to implement one, companies find it difficult...
Read More
Sales Strategy
The Impact of a Third-Party Perspective on Customer Experience
One of the most significant mistakes B2B companies can make is not utilizing third-parties to help manage their customer experience platforms. An expert in the customer success industry joins us to discuss the benefit of having a third-party perspective.   In this...
Read More

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS