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Need a Creativity Boost? Spend Some Time With The Creative Show

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Need a Creativity Boost? Spend Some Time With The Creative Show

CMI creative director Joseph Kalinowski contributed to this piece.

In just 10 episodes, CMI’s The Creative Show has completely rewritten the rules for live streaming, visual storytelling, and conversations about creativity.

Maybe we’re exaggerating a tiny bit. But we’re creatives, so we reserve the right for a bit of good-natured hyperbole about the impact of our show.

We’re excited for season two, which debuts at 2 p.m. (U.S. ET) Friday, Jan. 28, on Facebook, LinkedIn, and YouTube. If you haven’t caught every episode (or any episode), look back with us as we share some behind-the-scenes observations and highlights from our creative conversations in the first season.

Origin story

First, a little background: I met JK Kalinowski in 2012 at the Content Marketing World Health Summit. JK is CMI’s creative director. I’m a health-care content strategist by day and a comic book writer by night. We were destined to become fast friends.

FUN FACT: Our first conversation was about The Six Million Dollar Man TV show and toy line.

Over the years, we’ve written together for CMI, including:

In 2021, JK flew to New Jersey to participate in my Comic Book School panels at New York Comic-Con.

During the pandemic, JK approached me with the idea for a monthly 30-minute live show where we’d talk about creativity. The Creative Show was born. We started broadcasting – live from the deepest corners of the marketing internet, where no tactic goes uncovered, and every episode begins or ends (sometimes both) with Star Wars and Marvel Cinematic Universe trivia.

Every month, #TheCreativeShow streams 30 minutes to talk #creativity. Go behind the scenes of its debut year via @BuddyScalera @jkkalinowski @CMIContent. Click To Tweet

The Creative Show Season 1 Episode Guide

Use these show summaries and behind-the-scenes glimpses to decide which episodes to catch up on before joining us live for season two when we can read your comments in the live show.

Episode 1 – The Debut

Streamed live: Jan. 29, 2021

Engineer: Monina Wagner

Description: Monina interviews us to dig into the secret origins of our creative power and set the stage for the show.

Behind the scenes: We hadn’t quite mastered the art of the short answer, and the audio has a lot of bounce and echo. Despite a few switching glitches, we managed our way through live learning.

Content takeaway: Both JK and I talk about how almost everyone uses creative thinking in the way they approach their jobs. JK shares how his wife applies creativity in her job teaching children with special needs:

FUN FACT: JK once designed and produced a treasure map and sent it as a message in a bottle to Jimmy Buffet’s Margaritaville offices in hopes of landing the singer’s new alcohol line as a client for a Pennsylvania-based advertising agency. After sending messages in a bottle five weeks in a row, the agency finally scored a meeting with Jimmy’s manager.

Episode 2 – What Is the Greatest Movie Poster of All Time?

Streamed live: Feb. 26, 2021

Engineer: Monina Wagner

Description: We dive into the indisputable greatest movie poster of all time, breaking down why the visual promotion of JAWS is so iconic. We also look at less effective and exciting movie posters and discuss why they fail at differentiating in a noisy marketplace.

Behind the scenes: Our super-slick montage intro and our recurring What’s in the Box segment debut. (Spoiler: It’s Rolling Stones memorabilia in this episode). Spot a few clumsy moments as we try to figure out how to communicate with our engineer.

Content takeaways: Here’s a meta takeaway: We took repurposing content to the next level to give our livestream audience a new take on the Jaws movie poster that we wrote about in 2015.

The episode takeaway is how creators easily assume people are more familiar with your brand than they are. JK talks about the poster for the movie Joy and tells nothing about the movie except it stars Jennifer Lawrence. I liken this approach to a brand skipping an about page because they (incorrectly) assume everyone knows all about the brand. That approach fails people in the early part of their journey, where they’re looking for information. Follow our discussion here:

FUN FACT: JAWS is considered the first summer movie blockbuster.

Episode 3 – Marketers and Their Toys

Streamed live: March 26, 2021

Engineer: Monina Wagner

Description: Nurturing creativity means celebrating the spirit of play. We open up our toy boxes and talk about toy lines that benefitted from story-based content marketing.

Behind the scenes: We improve some of the production, including sound and engineering. And we repurpose more articles into this livestream experience, including:

It also gave us an excuse to talk about Star Wars, Marvel Comics, GI Joe, and He-Man. And JK shows off an issue of Vox Teen Beat from 1967 as an example of early content marketing.

Content takeaway: Hasbro created a content feast in the form of comic books to support GI Joe and taught kids how to play with the toys. That’s an important concept – marketers can use content to teach your base how to use your product. Here’s the clip, which includes lots of examples from my collection:

FUN FACT: Peter Jackson’s Get Back documentary shows The Beatles reading multiple versions of Beatles Fan Club magazines like Vox Teen Beat. (Bonus content: JK recently wrote about the creative lessons you can learn from the Get Back documentary.)

Episode 4 – That Sounds Creative

Streamed live: April 30, 2021

Engineer: Monina Wagner

Description: Impact of sound and music in videos and films – and how music helps you get into a creative groove. We share a couple of clips that show how music can change the tone of even familiar images:

Music can change the tone of even familiar images, says @BuddyScalera @jkkalinowski via @CMIContent. #Creativity #Storytelling Click To Tweet

Behind the scenes: Ironically, we discover we don’t know how to run sound just yet. Spot a few technical and linguistic challenges before we pull through in the end.

Content takeaway: Sound is its own language in cinema – and that translates over to marketing. Understanding that language is important to conveying your message. Here’s where we explore how that idea applies to explainer and other content marketing videos:

FUN FACT: Stanley Kubrick relied as heavily on music and sound as visual imagery for his horror classic The Shining.

Episode 5 – Designed to Work

Streamed live: May 28, 2021

Engineer: Monina Wagner

Description: Website design, general usability, and functional design of devices are discussed. We compare and contrast the Verizon and Roku remote controls. A little closer to home, JK explains how he creates the posters for Content Marketing World with thematic designs.

Behind the scenes: When I invited JK into the show … he doesn’t appear. (He had just lost power.) Quick-thinking Monina jumps into the conversation because, hey, we were live. Experiences like this help us prepare for future technical difficulties. We haven’t had another major glitch, but we have had a few minor ones that the audience probably didn’t even notice.

Content takeaway: Too often, design is considered ornamental, but it’s really a foundational element of any content project. That’s why the design team should be involved from the beginning.

FUN FACT: According to MRO Electric, Maine has the most power outages per year, with an average of 3.9 per customer each year.

#Design is a foundational element of any #content project. The design team should be involved from the beginning, says @BuddyScalera @jkkalinowski via @CMIContent. Click To Tweet

Episode 6 – Inside Creativity

Streamed live: June 25, 2021

Engineer: Monina Wagner

Description:  Finding bright spots from this otherwise terrible global experience. Bo Burnham’s Inside special on Netflix is an entry point. I discuss my Comic Book School project. (Since that time, Comic Book School has won three awards, including a Content Marketing Award.)

Behind the scenes: We finally learned how to play a clip (with audio) exactly as we mean to – only to realize there’s an F-bomb in it that we didn’t warn the audience about. (Consider yourself warned.)

Content takeaway: The pandemic uprooted our usual ways of working. But Bo Burnham took the tools he had at hand (an iPhone, a camcorder, lights, microphones) and documented the moment. He showed how to use limitations to inspire new types of storytelling. You see him try and fail ­– and document the whole thing. The pandemic didn’t pause his creativity, and it doesn’t have to put a stop to ours. Here’s the segment I’m talking about:

FUN FACT: According to the US Bureau of Labor Statistics, leisure time increased by an average of 37 minutes per day for men and 27 minutes for women between May 2019 and December of 2020. This increase partly reflects a decline in average work time (as the share of employed people fell during the pandemic) and a decrease in the average time people spent traveling.

Episode 7 – The Creative Toolbox

Streamed live: August 27, 2021

Engineer: Amanda Subler

Description: We talk about the tools we use to create, including software, snazzy notebooks, an industrial T-square, a scaling wheel, and an X-Acto set from the old days of physical magazine layouts.

Behind the scenes: We welcome Amanda Subler as our new engineer. Though Amanda chose not to be on camera, she finds clever ways to interact with us during the show.

Creative takeaway: I share an unusually organized look at the tools I use in creating, delivering, analyzing, reporting, and collaborating. Here’s the clip where I show that and talk with JK about following a creative project all the way through these stages:

FUN FACT: Adobe Inc. got its name from the Adobe Creek that ran behind co-founder John Warnock’s home in Los Altos, Calif. His wife Marva designed Adobe’s stylized “A” logo.

Episode 8 ­– The Idea Etherverse

Streamed live: Oct. 1, 2021

Engineer: Amanda Subler

Description: We talk about The Idea Etherverse, a shared consciousness of ideas that we can all access. Existential? Sure, why not? More practically, we discuss capturing ideas on notebooks, scraps of paper, and even in voicemails, and other strategies for capturing, saving, and improving ideas that just come to you from the ether.

Behind the scenes: JK’s custom-made shirt featuring The Creative Show logo makes its debut.

Creative takeaway: Talking through an idea can help flesh it out. Just don’t be discouraged by the initial reaction. Take the input and give the idea more time to grow. JK and I talk about our experiences with that approach:

FUN FACT: Field Notes brand was co-founded by graphic designer Aaron Draplin, who was inspired by promotional memo books given to farmers by seed and agricultural companies over the past century. JK grew up on a farm and received several memo books from his local farm co-op.

Episode 9 – The Iron Maiden of Marketing

Recorded Oct. 2, 2021

Engineer: Amanda Subler

Description: We explore the band Iron Maiden’s incredible career as an example of audience- and community-building. JK and I share the albums that we loved as teens but would have been embarrassed to share without friends. Today, we share them with pride.

Behind the scenes: This and the 10th episodes were recorded. We planned to go live from Content Marketing World, but at the last minute, I couldn’t attend. We scrambled and recorded both episodes the same day, which happened to be JK’s birthday.

Content takeaway: By building (and owning) their relationship with their community through a fan club, Iron Maiden never has to rely on earned media, which is subject to the whims of current pop-culture preferences. Iron Maiden owns its mailing list, so they communicate directly with fans. Talk about not living on rented land: They even own and fly their own plane. Here’s the segment where we talk about the creative freedom this brings:

FUN FACT: Iron Maiden’s lead singer Bruce Dickinson is doing a spoken word tour of North America.

Episode 10 – UX in the Real World

Published: Nov. 5, 2021

Engineer: Amanda Subler

Description: We talk about design, UX, and real-world experiences, including some great and some poorly conceived interfaces.

Behind the scenes: We find our rhythm. Things are a little looser, a bit less scripted, and (we think) a bit funnier.

Content takeaway: User experience is important to content’s success. Here’s JK explaining the Interactive Design Foundation’s definition of UX followed by our discussion of what it all means:

FUN FACT: Toast was invented by the ancient Egyptians. Scorching bread on hot stones beside an open fire preserved bread and prevented mold from growing.

Tune in

So that’s the debut year of The Creative Show. We’re grateful to have a platform to interact with our fellow creative thinkers and content marketers. We’re tinkering with the show all the time, and we hope you’ll take this ride with us.

HANDPICKED RELATED CONTENT: 7 Ideas To Get Your Creativity Unstuck
Drop a note in the comments with your ideas and thoughts about any of these episodes. We look forward to seeing you on the upcoming shows – the last Friday of every month at 2 p.m. ET on LinkedIn, Facebook, or YouTube.

Cover image by Joseph Kalinowski/Content Marketing Institute




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Why We Are Always ‘Clicking to Buy’, According to Psychologists

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Why We Are Always 'Clicking to Buy', According to Psychologists

Amazon pillows.

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A deeper dive into data, personalization and Copilots

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A deeper dive into data, personalization and Copilots

Salesforce launched a collection of new, generative AI-related products at Connections in Chicago this week. They included new Einstein Copilots for marketers and merchants and Einstein Personalization.

To better understand, not only the potential impact of the new products, but the evolving Salesforce architecture, we sat down with Bobby Jania, CMO, Marketing Cloud.

Dig deeper: Salesforce piles on the Einstein Copilots

Salesforce’s evolving architecture

It’s hard to deny that Salesforce likes coming up with new names for platforms and products (what happened to Customer 360?) and this can sometimes make the observer wonder if something is brand new, or old but with a brand new name. In particular, what exactly is Einstein 1 and how is it related to Salesforce Data Cloud?

“Data Cloud is built on the Einstein 1 platform,” Jania explained. “The Einstein 1 platform is our entire Salesforce platform and that includes products like Sales Cloud, Service Cloud — that it includes the original idea of Salesforce not just being in the cloud, but being multi-tenancy.”

Data Cloud — not an acquisition, of course — was built natively on that platform. It was the first product built on Hyperforce, Salesforce’s new cloud infrastructure architecture. “Since Data Cloud was on what we now call the Einstein 1 platform from Day One, it has always natively connected to, and been able to read anything in Sales Cloud, Service Cloud [and so on]. On top of that, we can now bring in, not only structured but unstructured data.”

That’s a significant progression from the position, several years ago, when Salesforce had stitched together a platform around various acquisitions (ExactTarget, for example) that didn’t necessarily talk to each other.

“At times, what we would do is have a kind of behind-the-scenes flow where data from one product could be moved into another product,” said Jania, “but in many of those cases the data would then be in both, whereas now the data is in Data Cloud. Tableau will run natively off Data Cloud; Commerce Cloud, Service Cloud, Marketing Cloud — they’re all going to the same operational customer profile.” They’re not copying the data from Data Cloud, Jania confirmed.

Another thing to know is tit’s possible for Salesforce customers to import their own datasets into Data Cloud. “We wanted to create a federated data model,” said Jania. “If you’re using Snowflake, for example, we more or less virtually sit on your data lake. The value we add is that we will look at all your data and help you form these operational customer profiles.”

Let’s learn more about Einstein Copilot

“Copilot means that I have an assistant with me in the tool where I need to be working that contextually knows what I am trying to do and helps me at every step of the process,” Jania said.

For marketers, this might begin with a campaign brief developed with Copilot’s assistance, the identification of an audience based on the brief, and then the development of email or other content. “What’s really cool is the idea of Einstein Studio where our customers will create actions [for Copilot] that we hadn’t even thought about.”

Here’s a key insight (back to nomenclature). We reported on Copilot for markets, Copilot for merchants, Copilot for shoppers. It turns out, however, that there is just one Copilot, Einstein Copilot, and these are use cases. “There’s just one Copilot, we just add these for a little clarity; we’re going to talk about marketing use cases, about shoppers’ use cases. These are actions for the marketing use cases we built out of the box; you can build your own.”

It’s surely going to take a little time for marketers to learn to work easily with Copilot. “There’s always time for adoption,” Jania agreed. “What is directly connected with this is, this is my ninth Connections and this one has the most hands-on training that I’ve seen since 2014 — and a lot of that is getting people using Data Cloud, using these tools rather than just being given a demo.”

What’s new about Einstein Personalization

Salesforce Einstein has been around since 2016 and many of the use cases seem to have involved personalization in various forms. What’s new?

“Einstein Personalization is a real-time decision engine and it’s going to choose next-best-action, next-best-offer. What is new is that it’s a service now that runs natively on top of Data Cloud.” A lot of real-time decision engines need their own set of data that might actually be a subset of data. “Einstein Personalization is going to look holistically at a customer and recommend a next-best-action that could be natively surfaced in Service Cloud, Sales Cloud or Marketing Cloud.”

Finally, trust

One feature of the presentations at Connections was the reassurance that, although public LLMs like ChatGPT could be selected for application to customer data, none of that data would be retained by the LLMs. Is this just a matter of written agreements? No, not just that, said Jania.

“In the Einstein Trust Layer, all of the data, when it connects to an LLM, runs through our gateway. If there was a prompt that had personally identifiable information — a credit card number, an email address — at a mimum, all that is stripped out. The LLMs do not store the output; we store the output for auditing back in Salesforce. Any output that comes back through our gateway is logged in our system; it runs through a toxicity model; and only at the end do we put PII data back into the answer. There are real pieces beyond a handshake that this data is safe.”

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Why The Sales Team Hates Your Leads (And How To Fix It)

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Why The Sales Team Hates Your Leads (And How To Fix It)

Why The Sales Team Hates Your Leads And How To

You ask the head of marketing how the team is doing and get a giant thumbs up. 👍

“Our MQLs are up!”

“Website conversion rates are at an all-time high!”

“Email click rates have never been this good!”

But when you ask the head of sales the same question, you get the response that echoes across sales desks worldwide — the leads from marketing suck. 

If you’re in this boat, you’re not alone. The issue of “leads from marketing suck” is a common situation in most organizations. In a HubSpot survey, only 9.1% of salespeople said leads they received from marketing were of very high quality.

Why do sales teams hate marketing-generated leads? And how can marketers help their sales peers fall in love with their leads? 

Let’s dive into the answers to these questions. Then, I’ll give you my secret lead gen kung-fu to ensure your sales team loves their marketing leads. 

Marketers Must Take Ownership

“I’ve hit the lead goal. If sales can’t close them, it’s their problem.”

How many times have you heard one of your marketers say something like this? When your teams are heavily siloed, it’s not hard to see how they get to this mindset — after all, if your marketing metrics look strong, they’ve done their part, right?

Not necessarily. 

The job of a marketer is not to drive traffic or even leads. The job of the marketer is to create messaging and offers that lead to revenue. Marketing is not a 100-meter sprint — it’s a relay race. The marketing team runs the first leg and hands the baton to sales to sprint to the finish.

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via GIPHY

To make leads valuable beyond the vanity metric of watching your MQLs tick up, you need to segment and nurture them. Screen the leads to see if they meet the parameters of your ideal customer profile. If yes, nurture them to find out how close their intent is to a sale. Only then should you pass the leads to sales. 

Lead Quality Control is a Bitter Pill that Works

Tighter quality control might reduce your overall MQLs. Still, it will ensure only the relevant leads go to sales, which is a win for your team and your organization.

This shift will require a mindset shift for your marketing team: instead of living and dying by the sheer number of MQLs, you need to create a collaborative culture between sales and marketing. Reinforce that “strong” marketing metrics that result in poor leads going to sales aren’t really strong at all.  

When you foster this culture of collaboration and accountability, it will be easier for the marketing team to receive feedback from sales about lead quality without getting defensive. 

Remember, the sales team is only holding marketing accountable so the entire organization can achieve the right results. It’s not sales vs marketing — it’s sales and marketing working together to get a great result. Nothing more, nothing less. 

We’ve identified the problem and where we need to go. So, how you do you get there?

Fix #1: Focus On High ROI Marketing Activities First

What is more valuable to you:

  • One more blog post for a few more views? 
  • One great review that prospective buyers strongly relate to?

Hopefully, you’ll choose the latter. After all, talking to customers and getting a solid testimonial can help your sales team close leads today.  Current customers talking about their previous issues, the other solutions they tried, why they chose you, and the results you helped them achieve is marketing gold.

On the other hand, even the best blog content will take months to gain enough traction to impact your revenue.

Still, many marketers who say they want to prioritize customer reviews focus all their efforts on blog content and other “top of the funnel” (Awareness, Acquisition, and Activation) efforts. 

The bottom half of the growth marketing funnel (Retention, Reputation, and Revenue) often gets ignored, even though it’s where you’ll find some of the highest ROI activities.

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Most marketers know retaining a customer is easier than acquiring a new one. But knowing this and working with sales on retention and account expansion are two different things. 

When you start focusing on retention, upselling, and expansion, your entire organization will feel it, from sales to customer success. These happier customers will increase your average account value and drive awareness through strong word of mouth, giving you one heck of a win/win.

Winning the Retention, Reputation, and Referral game also helps feed your Awareness, Acquisition, and Activation activities:

  • Increasing customer retention means more dollars stay within your organization to help achieve revenue goals and fund lead gen initiatives.
  • A fully functioning referral system lowers your customer acquisition cost (CAC) because these leads are already warm coming in the door.
  • Case studies and reviews are powerful marketing assets for lead gen and nurture activities as they demonstrate how you’ve solved identical issues for other companies.

Remember that the bottom half of your marketing and sales funnel is just as important as the top half. After all, there’s no point pouring leads into a leaky funnel. Instead, you want to build a frictionless, powerful growth engine that brings in the right leads, nurtures them into customers, and then delights those customers to the point that they can’t help but rave about you.

So, build a strong foundation and start from the bottom up. You’ll find a better return on your investment. 

Fix #2: Join Sales Calls to Better Understand Your Target Audience

You can’t market well what you don’t know how to sell.

Your sales team speaks directly to customers, understands their pain points, and knows the language they use to talk about those pains. Your marketing team needs this information to craft the perfect marketing messaging your target audience will identify with.

When marketers join sales calls or speak to existing customers, they get firsthand introductions to these pain points. Often, marketers realize that customers’ pain points and reservations are very different from those they address in their messaging. 

Once you understand your ideal customers’ objections, anxieties, and pressing questions, you can create content and messaging to remove some of these reservations before the sales call. This effort removes a barrier for your sales team, resulting in more SQLs.

Fix #3: Create Collateral That Closes Deals

One-pagers, landing pages, PDFs, decks — sales collateral could be anything that helps increase the chance of closing a deal. Let me share an example from Lean Labs. 

Our webinar page has a CTA form that allows visitors to talk to our team. Instead of a simple “get in touch” form, we created a drop-down segmentation based on the user’s challenge and need. This step helps the reader feel seen, gives them hope that they’ll receive real value from the interaction, and provides unique content to users based on their selection.

1716755163 298 Why The Sales Team Hates Your Leads And How To1716755163 298 Why The Sales Team Hates Your Leads And How To

So, if they select I need help with crushing it on HubSpot, they’ll get a landing page with HubSpot-specific content (including a video) and a meeting scheduler. 

Speaking directly to your audience’s needs and pain points through these steps dramatically increases the chances of them booking a call. Why? Because instead of trusting that a generic “expert” will be able to help them with their highly specific problem, they can see through our content and our form design that Lean Labs can solve their most pressing pain point. 

Fix #4: Focus On Reviews and Create an Impact Loop

A lot of people think good marketing is expensive. You know what’s even more expensive? Bad marketing

To get the best ROI on your marketing efforts, you need to create a marketing machine that pays for itself. When you create this machine, you need to think about two loops: the growth loop and the impact loop.

1716755163 789 Why The Sales Team Hates Your Leads And How To1716755163 789 Why The Sales Team Hates Your Leads And How To
  • Growth loop — Awareness ➡ Acquisition ➡ Activation ➡ Revenue ➡ Awareness: This is where most marketers start. 
  • Impact loop — Results ➡ Reviews ➡ Retention ➡ Referrals ➡ Results: This is where great marketers start. 

Most marketers start with their growth loop and then hope that traction feeds into their impact loop. However, the reality is that starting with your impact loop is going to be far more likely to set your marketing engine up for success

Let me share a client story to show you what this looks like in real life.

Client Story: 4X Website Leads In A Single Quarter

We partnered with a health tech startup looking to grow their website leads. One way to grow website leads is to boost organic traffic, of course, but any organic play is going to take time. If you’re playing the SEO game alone, quadrupling conversions can take up to a year or longer.

But we did it in a single quarter. Here’s how.

We realized that the startup’s demos were converting lower than industry standards. A little more digging showed us why: our client was new enough to the market that the average person didn’t trust them enough yet to want to invest in checking out a demo. So, what did we do?

We prioritized the last part of the funnel: reputation.

We ran a 5-star reputation campaign to collect reviews. Once we had the reviews we needed, we showcased them at critical parts of the website and then made sure those same reviews were posted and shown on other third-party review platforms. 

Remember that reputation plays are vital, and they’re one of the plays startups often neglect at best and ignore at worst. What others say about your business is ten times more important than what you say about yourself

By providing customer validation at critical points in the buyer journey, we were able to 4X the website leads in a single quarter!

1716755164 910 Why The Sales Team Hates Your Leads And How To1716755164 910 Why The Sales Team Hates Your Leads And How To

So, when you talk to customers, always look for opportunities to drive review/referral conversations and use them in marketing collateral throughout the buyer journey. 

Fix #5: Launch Phantom Offers for Higher Quality Leads 

You may be reading this post thinking, okay, my lead magnets and offers might be way off the mark, but how will I get the budget to create a new one that might not even work?

It’s an age-old issue: marketing teams invest way too much time and resources into creating lead magnets that fail to generate quality leads

One way to improve your chances of success, remain nimble, and stay aligned with your audience without breaking the bank is to create phantom offers, i.e., gauge the audience interest in your lead magnet before you create them.

For example, if you want to create a “World Security Report” for Chief Security Officers, don’t do all the research and complete the report as Step One. Instead, tease the offer to your audience before you spend time making it. Put an offer on your site asking visitors to join the waitlist for this report. Then wait and see how that phantom offer converts. 

This is precisely what we did for a report by Allied Universal that ended up generating 80 conversions before its release.

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The best thing about a phantom offer is that it’s a win/win scenario: 

  • Best case: You get conversions even before you create your lead magnet.
  • Worst case: You save resources by not creating a lead magnet no one wants.  

Remember, You’re On The Same Team 

We’ve talked a lot about the reasons your marketing leads might suck. However, remember that it’s not all on marketers, either. At the end of the day, marketing and sales professionals are on the same team. They are not in competition with each other. They are allies working together toward a common goal. 

Smaller companies — or anyone under $10M in net new revenue — shouldn’t even separate sales and marketing into different departments. These teams need to be so in sync with one another that your best bet is to align them into a single growth team, one cohesive front with a single goal: profitable customer acquisition.

Interested in learning more about the growth marketing mindset? Check out the Lean Labs Growth Playbook that’s helped 25+ B2B SaaS marketing teams plan, budget, and accelerate growth.


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