1. Customer Interviews for Marketing and Selling Content

    At our recent sales and marketing breakfast we had an excellent conversation on customer — and video — interviews. As a result, I suspected that most B2B marketing professionals don’t have a successful framework for thinking about, much less acquiring, effective customer interviews for marketing and selling content. Follow on conversations with organizations large and small confirmed my suspicions. What’s the ‘Job’ of Recorded Customer Interviews? What do you call them? Success stories? Testimonials? Case studies?  What is the “come from” behind your approach? What is your primary intent? To have your customer tell your prospects things about you that you can’t (or shouldn’t) tell yourself? Or are you “coming from” a perspective of “helping buyers make effective buying decisions” by getting your customers to share insights that address specific buying questions — by role, issue, buying stage, solution alternative? What is the “job” recorded customer interviews are expected to do? How do these expectations differ...

B2B Marketing Zone