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Creative Teams Need a Reliable Protector

Creative Teams Need a Reliable Protector

June 26, 2018/in Blog Posts /by Trevor Gilbert
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It’s not just newly-promoted, doe-eyed marketing managers who make serious management mistakes. Seasoned enterprise executives aren’t immune to expensive screw ups either. On the latest episode of the B2B Revealed Podcast, Herding Tigers author Todd Henry explained that mismanagement of creative teams leads to talent loss and companies that underperform compared to their peers. Henry shared some tips for conscientious creative leadership.

Creative Goals Need Business Results

Managers need to make sure their teams understand how their work affects the larger business goals of the company. This helps avoid an ego-driven company culture. Creative success should be measured in terms of business results.

“The reality is, for most of us, we engage in work that we don’t always love, we don’t always agree with necessarily, but it’s our job to get it done,” Henry said.

In a business setting, creatives need to be able to produce great work even when they don’t control the larger vision for the project.

Your Job Description Now Includes “Threading Needles”

Leaders need to understand how to build an environment where creativity thrives. According to Henry, that requires providing stability without getting near the border of Boredom Land. Without stability, the team will find itself working on the same problem over-and-over again, without every finishing the project. With too much stability, the team won’t feel creatively challenged. It’s the leader’s job to walk that fine line between stability and boredom.

To key elements of a great creative environment are:

  • Clear expectations.
  • An even playing field.
  • Protected time for creative cycles.
  • Stakeholders throughout the company who are invested in the creative team’s work.
  • A steady flow of exciting projects.

Is This Meeting Over?

 

Todd Henry teaches leaders and organizations how to establish practices that lead to everyday brilliance. He is the author of Herding Tigers.

Like it or not, meetings are a fact of life — especially on creative teams that depend on collaboration. Yet, even though we all wish we’d only have to sit in on useful meetings, the opposite is often true. That’s why at some point in all of our careers, we’ve all walked away from meetings scratching our heads and wondering, “Wait, what did we decide again?” Great creative leadership is about making this as uncommon as an enterprise company with no marketing vendors.

 

According to Henry, good leadership means being able to say, “Okay, this is the decision and now this meeting is over.” That’s true even if there are still 20 minutes left on the scheduled event. That kind of clear action is uncomfortable for people who don’t want to put their neck on the line for controversial or risky decisions, but is critical if your creatives are going to do effective work. Decisiveness eliminates confusion. Don’t less unnecessary meeting time detract from needed periods of creative focus.   

Chekhov vs. Chesterton

Focus on building a culture that fosters creativity, but in a way that doesn’t just seek to flip over tables and start from scratch every time. To illustrate this, Henry referenced two quotes.

“There exists in such a case a certain institution or law; let us say, for the sake of simplicity, a fence or gate erected across a road” Henry quoted G. K. Chesterton, the notable English writer. “The more modern type of reformer goes gaily up to it and says, ‘I don’t see the use of this; let us clear it away.’ To which the more intelligent type of reformer will do well to answer: ‘If you don’t see the use of it, I certainly won’t let you clear it away. Go away and think. Then, when you can come back and tell me that you do see the use of it, I may allow you to destroy it.’”

Then, in contrast, Henry pointed to a quote from Anton Chekhov, the famed Russian poet, who advises, “Remove everything that has no relevance to the story. If you say in the first chapter that there is a rifle hanging on the wall, in the second or third chapter it absolutely must go off. If it’s not going to be fired, it shouldn’t be hanging there.”  

A great creative leader knows how to balance these two extremes. They know that they shouldn’t just throw everything out because it doesn’t make sense, but they also know that they need to remove unnecessary distractions for their team. Finding that balance creates an environment that allows creatives to reach new heights.

Push Play to Expand Your View of Great Management

This interview with Henry was packed so full of valuable insights we couldn’t fit them all in one article. Listen to the episode for more on constructing a creative environment, best practices for managing a creative team, how to (smartly) give up control over decisions, the secret benefits of having a pet project, and some great book recommendations.

The B2B Revealed Podcast is brought to you by Cascade Insights, a market research firm specializing in B2B technology. Need more B2B expertise in your life? There are many ways to follow us.

Ready to Book It? Probably Not

Ready to Book It? Probably Not

June 6, 2018/in B2B New Product Launch Research, Blog Posts /by Trevor Gilbert
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Mistaking a fancy title for thought leadership is a common mistake in the book publishing business. After all, a fancy title does not a good author make.

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Boardroom Diplomacy: Marketing Needs Allies

Boardroom Diplomacy: Marketing Needs Allies

May 16, 2018/in Blog Posts /by Trevor Gilbert
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Myopic marketing executives focus solely on messaging to external audiences. Lack of attention to internal communications costs marketers influence on business decisions … and allies.

Savvy marketing leaders have an internal messaging strategy at the ready. This helps them achieve their creative goals while balancing business benefits.

In our latest episode of the B2B Revealed Podcast, Sean Campbell interviewed Darcy Kurtz, drawing on her experience leading global product marketing at Sage.

Partnership vs. Solo Artist

Darcy Kurtz

According to Kurtz, marketing teams often communicate poorly with other departments in their own companies. This inevitably leads to problems. Kurtz pointed out that sales and marketing executives at many companies fail to be “100 percent aligned”, and many fail, “to have the same goals.”

The tension begins when marketing teams act alone. They come up with great plans, messaging strategies, and value propositions without input from the sales team. Then, marketing qualified leads (MQLs) are thrown over the fence, with the sales team is left holding the bag.

Aligning the funnel requires better cross-department communication. Sales needs to be involved in the goal-setting process so that marketing can bring in higher-quality leads.

“[Ideally,] marketing is being held accountable for more than just, ‘Did you bring in a certain quantity of leads or certain quantities of MQLs?’” said Kurtz. “I really look at quality as much as quantity, so how many of those are converting into true sales qualified leads and closed deals?”

Boardroom Fluency

Stunted collaboration between marketing and sales is only the beginning. Kurtz also urged marketers to rethink their approach to boardroom meetings.

“I’m a big believer that marketing needs a seat at the table when it comes to business discussions,” Kurtz said. “When I’m mentoring marketing folks about this, I tell them, ‘You need to learn as much about business management as you do about marketing management,’ to be successful long-term.”

Kurtz explained that marketers often expect to sell ideas to the boardroom based on creativity alone. Marketers should take more care in explaining how their creative work furthers the company’s business goals.

Get Diplomatic

For Kurtz, marketing leaders can only expect success when they change their behavior. That means collaborating with sales, learning how to speak at the leadership table, and reevaluating how to present work internally. As a result, when those changes start to happen, everything runs more smoothly.

Messaging For The Masses

Finally, listen to the full episode for more insight into effective marketing, with topics such as:

  • 02:31 – Non-traditional techniques that work with small and medium businesses (SMB)
  • 04:50 – Overcoming resistance to closer collaboration between sales and marketing
  • 09:36 – Launching a SaaS product and developing a Go-to-Market strategy
  • 16:46 – Linking integrated marketing with business strategy and goals
  • 21:20 – Customer-led marketing vs. product benefits marketing

The B2B Revealed Podcast is brought to you by Cascade Insights, a market research firm specializing in B2B technology. Need more B2B brilliance? There are many ways to follow us.

Narcissism: Marketing’s Nemesis

April 20, 2018/in B2B Buyer Persona Research, Blog Posts /by Isabel Gautschi
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B2B marketing has a vanity problem.

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Spend Wisely: LinkedIn Marketing Tips

April 12, 2018/in Blog Posts /by Isabel Gautschi
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The lure of LinkedIn’s vast amount of business data makes it an attractive advertising asset… if you know what you’re doing. Ill-informed LinkedIn marketing campaigns can cost you big-time.

AJ Wilcox is the founder of B2Linked, a LinkedIn ad agency.

On this episode of the B2B Revealed Podcast, Cascade Insights CEO Sean Campbell interviewed B2Linked Founder AJ Wilcox on how best to leverage LinkedIn to reach B2B audiences. B2Linked is an advertising agency that specializes in LinkedIn ads.

The key benefit of advertising on LinkedIn is its business targeting capabilities. “Here’s the dirty secret of LinkedIn: they absolutely have a monopoly on business data,” Wilcox said. “You can target people by their job title, by what department they sit in, their level of seniority in the organization, individual skills they have listed in their profile, groups they are members of, their education level, what degree they got, what school they went to, their company size, their company name, company industry. It just goes on and on.”

When Should You Spend On LinkedIn?

LinkedIn advertising is rather pricey though. For this reason, it’s not always a great fit for companies’ advertising goals. LinkedIn advertising is worth it, Wilcox said, if the target audience is shaped by some professional criteria and the transaction or relationship the ad is designed to prompt is worth thousands.

“You’ve got to make a lot of money off of the deal to make LinkedIn worth it. The reason why is because clicks on LinkedIn usually cost somewhere between about $6-9 on average whereas similar clicks on Facebook might cost $.80-1.50,” said Wilcox. “The line in the sand that I draw is if you’re going to make $15,000 or more from either the lifetime of the deal or that initial deal size, then LinkedIn’s an absolute no-brainer.”

Which Type of Ad Is Right For My Campaign?

Sponsored Content

LinkedIn offers a variety of advertising options. Wilcox favors sponsored content, the ads that run in the LinkedIn newsfeed. “These work really well because they are the highest interaction ad that LinkedIn has,” he said. “By “highest interaction” I mean on average, about a third of a percent of every time it’s shown it’s going to get clicked on.”

Text Ads

Text ads, Wilcox explained, show up far less frequently and are only visible from desktop. The latter may be an asset if the landing page your ad directs to doesn’t look great on mobile. But, think carefully before investing in text ads when sponsored content boasts much higher engagement.

“[Text ads] have a much lower, like 12 times lower, engagement rate,” Wilcox warned. “In order to drive enough traffic and leads from that ad unit to even make it worth running, you have to have a really big audience you’re going after.

InMail

Whereas sponsored content and text ads charge a cost-per-click, sponsored InMail has a fee-per-send. “There’s no guarantee that someone’s going to open it, let alone click on it, let alone convert. You’re going to pay just for having it in their box,” Wilcox cautioned.

But sponsored InMail does have its benefits. “A really cool factor here to keep in mind is that once you send someone an InMail, that LinkedIn member is ineligible to receive another one for 60 days, a 2-month period,” Wilcox said. “You know that none of your competitors can steal that inventory from you for a whole two months.”

The key to a successful InMail campaign, Wilcox explained, is an enticing offer. Beware, whitepapers and e-books won’t cut it.

Tailor the offer specifically, and keep it interesting. You don’t want to be mistaken for spam.

“The offers that we’ve found work really well are things like employment. “We want to reach out to you and ask you to apply for this position because you look like a good fit,” Wilcox said. “Or, “There’s an in-person event that we want to personally invite you to,” or, “Because of your standing in the industry, we’re really curious about your thoughts around this new platform. We want to give you free access to it.” Those types of offers are really, really attractive, and are probably going to get someone to engage.”

Become A LinkedIn Legend

  • Listen to the full-episode for how to get the audience, message, & offer right, gauging the success of the ad, and best practices for images and links.
  • Download the free 8-point checklist that B2Linked uses for LinkedIn advertising campaigns.

The B2B Revealed Podcast is brought to you by Cascade Insights, a market research firm specializing in B2B technology. Need more B2B brilliance? There are many ways to follow us.

Message Testing: Because Intent ≠ Interpretation

Message Testing: Because Intent ≠ Interpretation

February 8, 2018/in B2B Marketing Blog, B2B Messaging, Blog Posts, Message Testing Research /by Colleen Clancy
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Somewhere between intent and interpretation, a lot can get lost in translation.

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B2B Breakups: 200+ Interviews With The Ones That Got Away

B2B Breakups: 200+ Interviews With The Ones That Got Away

January 24, 2018/in B2B Buyer Persona Research, B2B Competitive Landscape Analysis, B2B Customer Journey Mapping, B2B Go-To-Market Research, B2B Market Research Blog, B2B New Product Launch Research, Blog Posts, Key Buying Criteria, Win/Loss Analysis /by Isabel Gautschi
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Never waste an opportunity to learn from a lost deal.

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B2B SEO

SEO: The Balancing Act of Visibility and Utility

January 15, 2018/in B2B Channel Market Research, B2B Customer Journey Mapping, Blog Posts /by Sean Campbell
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How should marketers balance the need to be visible with the need to be relevant and useful?

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marketing data

Left Brain + Right Brain = Marketing Success

January 3, 2018/in B2B Marketing Blog /by Sean Campbell
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The best marketers love data and the creative process in equal measure.

On this episode of B2B Revealed, “Analytical Marketer: How to Transform Your Marketing Organization” author Adele Sweetwood is our guest.

Sweetwood is the senior vice president of global marketing & shared services at SAS.

Cascade Insights CEO Sean Campbell and Sweetwood explore why an analytical mindset is necessary for a properly targeted marketing success strategy.


Master The Art of Analytical Marketing. Listen To Learn:

  • How to use data to shape your company’s marketing strategy.
  • Why having a Ph.D. isn’t necessary for becoming a data scientist.
  • How SAS transformed their marketing strategy.
  • Tips for navigating the challenges of large collaborative projects.
  • The dangers of over-communicating to customers.
  • Why being customer-oriented is even more strategic than being goal-oriented.
  • How to enforce team collaboration & dependency.
  • The importance of using metrics to gauge channel performance.
  • Why “orchestrators” and “analytical marketers” make great company leaders.
  • What to do when it’s hard to get the data.
  • How to apply analytical marketing techniques to a small business.

Notable Quotes From Adele Sweetwood:

“The days of marketing as simply an artistic endeavor are gone. That’s not to say that creative skills are not in demand, it’s just that [creative skill] alone [is] insufficient.”

“We’re killing our customers with messages.”

“Once you start the engine moving, you don’t want the pieces missing.”

“The sales relationship needs constant care and feeding.”- Sweetwood on communication between marketing and sales.

“Investment in technology and … [capturing] data and analytics in your company is better than an ad you might buy or an event you might go to.” – Sweetwood on marketing for small businesses.

Mentioned In This Episode:

  • Seth Godin’s Books
  • Competing on Analytics: The New Science of Winning

Market Research Insights For Marketers:

  • Don’t confuse popularity with profitability. Make sure your method of evaluating marketing success measures the right thing. Learn more.
  • Is your marketing resonating with your customers? Is it even reaching them? Check out how we market researched ourselves to answer these questions.
  • Is your marketing strategy based on outdated assumptions? Find out.

Subscribe to B2B Revealed on iTunes, Soundcloud, Google Play, or Stitcher.

Want more B2B brilliance? There are lots of ways to follow us.

Your Favorite B2B Posts of 2017

December 20, 2017/in Blog Posts /by Sean Campbell
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It was a good year for B2B content. As we reflect on 2017, we bring you a countdown of our most read articles of the year.

Read more

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