Posted August 18, 2017 by Rashmi D @ 5:04 am
In order to convert prospects and manage accounts that matter, marketing and sales must work in sync to clinically achieve results
Is the ‘cold call’ as we know it, burning itself out? Many marketers seem to think so especially with the way sales callers tend to go berserk at anyone and everyone almost in the manner of unrelenting zombies. In the pre-online days it made sense to carpet-fire across a wide perimeter and score a hit or two by sheer chance rather than shoot and scoot specific targets because that meant making efforts with both brain and brawn. The cold call is typically a sales terminology because it still has the same SOP (standard operating procedure) of picking up data from open and public sources like telephone directories among others.
This is not the end of direct sales though, but there needs to be some strategy about how to engage more customers. Every business exists for financial performance and the key to successfully nurturing and converting leads is effective coordination between marketing and sales teams at every level – from the concept of strategy to the details of execution.
If marketing and sales do not sync, the company’s strategy will be inconsistent and weak and execution will be flawed and inefficient. As per the latest approach, selling is going to be a more social and relationship-based effort as a follow up of sound marketing strategies. You need to nurture, meet and care for prospective customers and sell your brand to people who are not ready to buy from you. Here are some well-devised strategies that can help craft the right approach to marketing and sales.
Predictive targeting is one of the strategies to analyze the audience, especially to know which users are likely to buy based on in-market signals and possibly what particular products they are likely to buy. Content relevance and timing can also affect the prospects. Content is meaningless unless it serves the purpose of conveying the benefit of your brand and product to the customer.
A Customer centric approach should cover excellent user experience on the site, transparent transactions, scope for customer reviews, helpful and proactive customer support, fair and balanced returns policy, competitive pricing, and above all, quality products.
Posted July 26, 2017 by Rashmi D @ 3:29 am
Partners Facebook to develop an innovative social creative and reach out to retailers all across the country in quick time
Hershey’s the traditional candy maker introduced its Cookie Layer Crunch, which it projected as one of its greatest “innovations” in over sixteen years. Hershey’s says that the pre-launch test-marketing of the new candy earned it the highest ratings for any of its products till date. The brand created three different types of communication and partnered with social site, Facebook to reach consumers across the country all at once. Thereafter, it used the communication in other social posts. With the help of this quick and smart distribution strategy, Hershey’s managed to deliver Cookie Layer Crunch to retailers and stores all across the country in quick time.
Ari Ben-Canaan, senior manager of global advertising services at Hershey’s, said, “Given digital’s ability to be very quick, we decided to leverage Facebook as a platform because it’s a platform where you get that reach that you’re seeking but you can also be hyper targeted at the same time. TV production lead times are typically very long and involved whereas digital can be a little bit more agile and you don’t have to be so precious about all the editing schedules and the effects. Digital is an ephemeral environment where people are consuming content and moving on so we’re able to produce something that was really quick, high quality [and] built for an environment where we knew viewers were going to consume it and then probably go on to their social feeds.”
Hershey’s created a 20-second teaser video just a week before the launch of Cookie Layer Crunch on December 4, 2016 which also happens to be the National Cookie Day. The video showed a 3D image of Cookie Layer Crunch coming out of the screen in the manner of a tech product launch. Says Mary-Ann Somers, general manager and vice president, at Hershey’s, “We recognize eating habits are evolving and that consumers are moving away from traditional meals and into multiple snacking occasions that include various tastes and textures throughout the day.”
Posted July 12, 2017 by Rashmi D @ 4:16 am
The app is the outcome of breakthrough innovation that was able to Produce a Blend of Lens Tech and Color Science for Web Use
A new app from VSCO is making waves with the way it helps enhancement of picture and color quality of images that are uploaded on the web every day. The breakthrough innovation plays out via a new set of filters that replicate the revolutionary Prizm lens technology featured in the brand Oakley’s eyewear. How did VSCO do it? Call it fusion or call it a blend, most great things are the result of two established principles coming together to create something new and useful. Oakley engineers worked together with VSCO color scientists in developing the new technology that replicates the contrast benefits and enhanced visual clarity of Prizm for online imagery. VSCO thereafter integrated the new technology to filters, which calls it calls ‘presets.’
Along with the launch of the VSCO app, it was also decided to promote Oakley’s One Obsession #CantStop campaign aimed at motivating individuals to continually strive for the extra mile. As part of the campaign, VSCO community photographers were enlisted to share their views of #CantStop. The work included Oakley Prizm filters to represent the value of #CantStop in each individual’s life. Gene Paek, VSCO’s VP of marketing, says “We were able to match Oakley with authentic creators from the VSCO community based on the attributes they desired from a creative concept point of view, while also ensuring these creators felt empowered to capture their outdoor obsessions with our custom presets.”
Details typically missed by the naked eye are revealed by Prizm lenses that fine-tune individual wavelengths of color and optimize contrast. Based on the new technology developed by the joint efforts of Oakley and VSCO, three presets were designed by VSCO for specific environments, to represent three specific Prizm lenses – Prizm Sport, Prizm Snow and Prizm Tungsten. Each filter also has a slider that allows users to adjust color balance in the same way eyes color-adjust to Prizm lenses. “It is exciting to see our technology applied to another creative medium, allowing athletes and creators around the world to see the road, mountain and everyday life more clearly,” says Brock McCabe of Oakley.
Posted June 19, 2017 by Rashmi D @ 10:11 am
It took Coca Cola, Fanta’s parent company, five years to give shape to the idea and formulate the bottle
Fanta bottles in Britain, Italy, Poland, Finland, Romania, Serbia and Malta have a new look which make the bottles appear as if they have been freshly squeezed. The design element that gives the Fanta bottles this new look is a neatly executed spiral in the lower part of the bottle. At first glance it appears like a simple twirl on the bottle but PET (polyethelene terephthalate) bottle packaging professionals will tell you that it is far from simple. The idea was first bounced by London-based Ad agency, DrinkWorks to Coke UK who liked it and took it up. Little did Coke UK know that this cute and simple-looking design innovation would take over five years to materialize. They didn’t back out and pursued the idea to its logical end, and finally came up with the cute-looking squeezed and twirled shape on the Fanta bottle.
“How people interact with a product is where we start a project. We got young people in a room, gave them fruit, carving kits, plasticine, play-do, pens, paper, told them to just play—make a mess! Observing people do what comes naturally when they’re thinking of a drink and oranges like this was incredibly insightful,” says Leyton Hardwick, creative director at DrinkWorks. The only problem was, the youngsters aren’t expected to know that there is more pressure in a bottle that holds a carbonated beverage than there is in a car tire. Chances of the bottle deforming with certain sections popping out are high if the shape goes even slightly off kilter; that will render the bottle useless. Symmetry in design is critical here.
The kids had done their job; it was upto Coke UK’s packaging innovator, Gregory Bentley and his team to figure out a way to do it. He says, “The process of designing a bottle like this is very, very restrictive. We have multimillion-pound bottling production lines to think about. You’re working within a pre-agreed tube shape—if you pull capacity from one point, you need to add it in to another. You can’t take it out, without adding it in elsewhere. And of course, with a carbonated drink, the bottle has to be symmetrical, or it’ll bend.” Greg and his team deserves all the appreciation for achieving something incredible.
Posted June 16, 2017 by Rashmi D @ 10:31 am
This digital advertising marketplace and programmatic platform is gradually attracting advertisers and media buyers
The major internet platforms Google and Facebook have not been able to offer a lot of things that users of these platforms would have liked. For instance, Google’s video platform, YouTube, hasn’t really been able to provide brand safety while Facebook is still in damage control mode after it made a mess of its measurement methods last year. This is where TrustX, a digital advertising marketplace or programmatic platform, steps in with a promise of total viewability and transparency on what’s being bought and sold, complete with proper reporting and billing. However, TrustX is yet to take off or ride a wave of customer confidence for what it is offering.
Digital Content Next (DCN), the only trade association dedicated to trusted, high-quality digital content brands, created TrustX as a cooperative digital advertising marketplace, designed to address the industry’s trust, transparency and accountability challenges. This unique marketplace will function as a public benefit corporation (B Corp) whose main objective is to create a sustainable environment for trustworthy advertising. Companies that founded TrustX include DCN members like CBS Interactive, Condé Nast, ESPN, Hearst and News Corp among 33 other publishers.
Billions of marketer dollars are lost to unethical publishing practices and digital ad fraud each year. As a result, ad blocking among a growing number of consumers have increased even as lack of transparency in the advertising supply chain along with poor user experience motivated DCN to launch TrustX with the stated goal of winning the trust marketers, consumers and publishers with a high level of transparency. Troy Young, president, Hearst Magazines Digital Media, said there “is huge demand for this type of programmatic experience.” Hearst Digital is one of the five TrustX founders, which also include Conde Nast, CBSi, News Corp and ESPN.
Posted June 12, 2017 by Rashmi D @ 3:42 am
They Should Personalize Messages by Learning from Consumers’ Lifestyle, Interests and Purchase Intent
In order to optimize personalized marketing efforts, marketers ought to consider use of context; there are three key elements here that they will need when utilizing context for marketing. Marketers know that to engage consumers they must personalize their messages for better impact, but most of the time, they fall short of ideas to design and execute their messages effectively. Identifying data patterns is not the only way to figure out ways to personalize marketing communication; rather, it’s just one of the clues that define how to get a closer look at the customer’s behavior. Therefore, it boils down to putting the context at the center of the stage and begins working on other aspects of the message.
It’s critical for a marketer to balance contextual data on consumer interests, lifestyle and purchase intent to effectively design his marketing message. A successful personalized marketing campaign has to go beyond standard advertising messages and include the key context elements such as consumer interests, lifestyle and purchase intent. When marketers begin their customer engagement campaign one key objective is to know the customer across every screen that he may use and then weigh these elements together to narrow down and personalize the communication.
Mobile being the preferred device today, most consumers have undergone a major change in the way they absorb content. The attention spans today are much shorter since most of the content is consumed on the go and marketers will find that these consumers actually do not have appetite for long running descriptive messaging; rather they like short, precise, informative and actionable content. Therefore it is in the interest of marketers to focus on bite-sized content that will allow them to magnify customer priorities and fire in personalized messages at their customers with mobile-first ads.
With more context on consumer behavior at home and at work, use of the right technology can get marketers amazing results. Today, consumers’ browsing habits at home and at work can be quite different – the same person may be looking up ecommerce sites at home and business and industry news at work. Marketers can precisely target their audience with personalized and accurate messaging when they make use of such critical data.
Posted June 2, 2017 by Rashmi D @ 5:33 am
Yinan Wang, a recent graduate of the Maryland Institute College of Arts, produced a brilliant design
Pizza boxes are not exactly the first thing that springs to mind when you think of creative packaging design. Graphics aside, all pizza boxes look the same – plain corrugated cardboard boxes that don’t particularly spark your appetite. Additionally, research has shown that today’s pizza boxes fail to meet the average pizza lover’s needs and expectations. It’s about time the pizza box got a stylish makeover and it finally came from Yinan Wang, a student of the Maryland Institute College of Arts, who produced a brilliant design which is worth the wait.
For a recent project, Wang set out to find a solution for leftover pizza problems and was soon able to create a clever new pizza packaging design called ‘Toss.’ This innovative concept ditches the old-school square design for a pizza box and individually packages the slices into their own triangular-shaped boxes, much like the ‘slices’ of a pie chart. Each box is armed with a detachable holder at the bottom covering the outer diameter of the pizza which also happens to be the portion that comprises most of the left-over bits of pizzas.
This awesome pie-chart shaped box is probably the best thing to have happened in the history of pizza packaging. It will not just take the convenience factor, while eating pizza to new level but also open up a range of new opportunities in marketing and logistics. In terms of spicing up the deal, the pizza seller may offer different toppings in all the slices that together stack up to the conventional disc-shaped full size pizza. In fact, it spices up the scope of marketing pizzas since this slice-wise detachable packaging has further widened the scope of more competitive pricing.
Contrary to popular perception, more than half of the pizza lovers in the United States are women, most of whom are young, health-conscious individuals, who exercise at least twice a week. According to the Center for Generational Kinetics, these women value natural ingredients, appreciate creative design and have a preference for sustainable packaging. Young Yinan Wang’s brilliant design will most likely impress this hard-to-please demography and most others as it will meet a major part of their specific preferences in pizzas.
Posted June 1, 2017 by Rashmi D @ 2:55 am
Machine learning is what propels AI and is engaging consumers in real time with predictive marketing like never before
A factor that’s critical to marketers today is the sheer volume of advertisements that struggle for the eyeballs and mind-space of audiences. One of the commonly talked about realism that is spoken about quite often is that four-five decades ago, audiences were exposed to around 300-500 ads a day, or thereabouts. These figures supposedly sounded like a lot then, although when compared with the figures today, which is around 10 times more, those figures appear small.Digital advertising has been promising to cut through this clutter but because of exponential growth, it has ended up adding to it.
At present we are in the era of predictive marketing, driven by the rise of artificial intelligence (AI) and machine learning, which is expected to cut through the increasing clutter in advertising today. AI and machine learning, involves use of precise and predictive intelligence that enables consumer engagement and personalization at scale. This is what has come to be known as predictive marketing where customized digital content automatically reaches individual consumers in real-time for more effective and precise impression. AI is the technology that helps marketers creates real-time predictive insights that anticipate and exceed customer expectations.
Till recently, the use of the term ‘predictive’ to describe a process that revolved around what can be called ‘adaptive’ capability. Such capability uses static rules framed by the marketer in advance, that can make instant content decisions but does not provide continuous machine learning. On the other hand, predictive intelligence is automatically processed by technology enabling machine learning in real-time. How does it do this? Its ability to observe subtle trends in customer engagement and deliver precise and personal communication is possible because it bypasses the need for A/B testing and trying to re-learn the subtle trends every time a consumer engaged.
Posted May 9, 2017 by Rashmi D @ 12:38 am
Wieden + Kennedy, the agency handling KFC’s creative communications, weaves a passionate love story around its founder, Colonel Sanders
With Mother’s Day 2017 in mind, KFC is offering a new twist to its fried chicken – a passionate romance novella, “Tender Wings of Desire,” in which the company’s white bearded, black-bow-tied founder is cast as a handsome sailor who sweeps a bored high society wife off her feet. Wieden + Kennedy Portland, the agency which is responsible for the KFC’s recent series of celebrity Colonels, came up with the idea. The writing of the book is credited to Catherine Kovach, a former Bustle.com feature writer who had also written a historical fantasy called Evangeline.
KFC announced the publication of its first novel with another passionate video in which a bearded long haired guy reads from its pages observing that dads ought to let “Colonel Sanders take care of dinner and mom’s fantasies.” The shirtless bearded man read out aloud from the book, “It was electric. It was everything, and whatever sickness Madeline believed she had from her infatuation with him melted away at the touch of his lips. Her entire body felt as though it were on fire, her heart beating wildly in her chest. He felt so warm, and his arms circled around her wait to pull her closer.”
The bearded man continued reading, “To call their affair passionate was an understatement. Sometimes it seemed as though Madeline and Colonel Sanders had been made to love each other and they tried to do so at every given opportunity.” The guy then licks his thumb in an obvious way and goes on to ask, “Don’t you wish you were a mom?” KFC’s George Felix said in a statement, “The only thing better than being swept away by the deliciousness of our Extra Crispy Chicken is being swept away by Harland Sanders himself. He promised that he’s getting his wife a bucket of chicken and the crispy fried love story so that “Dinner is taken care of and she’ll have the time to escape her busy schedule.”
Posted May 3, 2017 by Rashmi D @ 5:08 am
The ‘ludicrous’ innovation is designed to help you scoop up every last bit of McDonalds’ new premium burgers and chicken sandwiches
McDonald’s got pitchman Anthony Sullivan to work on the narrative behind its new ‘ludicrous’ innovation – Frork. Created to promote its Signature Crafted Recipes sandwich line, the Frork is introduced in an infomercial by Sullivan. It’s basically a hybrid fry fork which has a socket-like opening at the end where you can push in three French fires to make it look like a functional fork although it would be ludicrous to try and dig into your food with it. This is just to improve your eating experience of sandwiches of the new Signature Crafted Recipes line-up from McDonald’s, which it says, are so packed with toppings that you’ll need a special utensil to scoop up every last bit of the irresistible stuff falling on your plate with every bite.
“Will the Frork change your life? Probably not,” Sullivan says. “Will the Frork improve your Signature Crafted Recipes eating experience? I mean, sure … maybe.” That’s as far as one can get with honesty. Michael Haracz, McDonald’s chef, explained, “We started with All Day Breakfast, updated our Chicken McNuggets, offered new Mac sandwich sizes for every occasion and now we’re introducing Signature Crafted Recipes because they are inspired by our customers. And while the Frork is supremely superfluous, it shows that McDonald’s is willing to do whatever it takes to help them enjoy every last bite.”
McDonalds will make available at participating restaurants on May 5, a limited supply of Frorks with the purchase of a Signature Crafted Recipes sandwich. This isn’t the first time that the company has tried to add upscale offerings. Earlier in 2009, McDonald’s had some success for a period of four years with its Angus burger. Mark Kalinowski, a Nomura-Instinet analyst, says, “Not everything McDonald’s is trying will work, but some of it will. You don’t want a McDonald’s that sits back and is complacent and happy with all the successes it’s achieved in the past. You want a McDonald’s that continues to evolve for the better and that’s what McDonald’s is doing under [CEO Steve Easterbrook’s] leadership.”