E-Books and Reports

Tune Up Your Customer Focus

In my book, eMarketing Strategies for the Complex Sale, I talk about how B2B marketers need to really get to know their customers in order to improve their marketing effectiveness. One of the exercises presented in the book is The Customer Focus Tune-up. This eBook expands upon that exercise.

In the eBook, I present:

• A breakdown of the steps in the complex buying process.
• 4 Steps to improving your customer intelligence.
• How to apply those insights to content development.
• Applications for putting your customer focus to work.

A Storied Career: 40+ Story Practitioners Talk About Applied Storytelling

Kathy Hansen of A Storied Career has compiled her interviews with 40 storytelling practitioners (me included) into a topical eBook that's a must read for businesses trying to raise their level of personalization and develop relevant dialogues with customers, prospects and employees.

The contributors share examples, experiences and insights about what stories are, why they work and how they work in best in a variety of situations—including marketing, sales and branding.

The ONE Piece of Advice You Need to Earn Client Loyalty

What does it take to build the type of relationships with your clients that keep them loyal and coming back to your firm year after year? To find out, Rain Today asked 9 experts to answer this one question:

If you could only give one piece of advice regarding how to develop client loyalty: what would that be?

Make sure you check out Ardath's article,
Your Clients Need Cultivation - Now, More Than Ever!

Keep Your Sales Up in a Down Economy

Sales SheBang ShEO Jill Konrath asked us to answer one question: What's the ONE thing sellers should focus on in today's uncertain economy?

[psst...my article, Screaming Louder Won't Help is on page 7]

Find out how 19 sales experts answered...Download the eBook now.

Oh, and while you're there, sign up for the Sales SheBang Newsletter. It comes out twice a month with expert insights sellers can put to use immediately.

Amplify Buyer Attention

eBook: Design relevant content that invites prospect interactions.

In this eBook, you'll learn how to tackle the challenge of relevance by applying 7 Amplifiers to your content development process. By connecting more closely with your prospect's perspective on problems, challenges and opportunities, you'll find yourself engaging your prospects in active dialog, instead of being easily ignored.

Amplifiers help you define content strategically to ensure the focus is kept squarely on creating prospect engagement.

Why Marketing Stories Have Catch

eBook: Use stories with Catch Factors to transform buyer attention into engagement and consistently tip purchase decisions in your favor.

Learn what a marketing "story" is, why stories have more impact than other marketing content, how they escalate buyer momentum and why stories build trust that speeds customer conversions.

Catch Me, If You Can

eBook: Appeal to the 5 Catch Factors to command your lead's attention, increase mindshare, and accelerate buying behaviors.

Catch your lead's attention—and keep it—from their early buying stages through sales readiness. By appealing to these natural attention triggers, your marketing will ultimately have a higher, quantifiable impact on downstream revenues.

 The ONE Piece of Advice You Can't Generate Leads Without

Featuring 10 Marketing Experts, including Ardath. You've read a lot of advice about B2B lead generation, and there are a lot of people who claim to know it all. But when you boil it all down — what's really important? What do you need to know? What is the one piece of advice you simply cannot generate leads without? Get your copy today!

See my article Tales that Keep Them Talking. Lead generation is all about the story you're telling.