tag:blogger.com,1999:blog-7794386793170803972.post5658130221810339668..comments2024-01-22T07:31:42.008-05:00Comments on Digital Body Language: Flying Cars, Wall Flowers, and Red-headed Stepchildren; 3 Types of Marketing ChallengesSteven Woodshttp://www.blogger.com/profile/06376596253100522418noreply@blogger.comBlogger4125tag:blogger.com,1999:blog-7794386793170803972.post-19337123207526963012009-03-05T08:25:00.000-05:002009-03-05T08:25:00.000-05:00Nice one. I like the metaphors. Might be a few m...Nice one. I like the metaphors. Might be a few more types -- like when you're trying to displace an existing solution.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-7794386793170803972.post-60230997098140233892009-03-04T14:13:00.000-05:002009-03-04T14:13:00.000-05:00John, it's a great point on search. It is interes...John, it's a great point on search. It is interesting though, how search terms can differ, and can indicate buyers in different phases of their buying process. For example, searching for general, pain-related terms "sales coaching", "sales efficiency", might indicate a person doing general educatio, whereas searching for "sales enablement platform" might indicate someone looking for a specific solution to a pain, and "Kadient CRM Integration" is someone who is validating a specific vendor option. Each of these maps very well to one of the marketing challenges. Thanks for bringing up the search side of the discussion.Steven Woodshttps://www.blogger.com/profile/06376596253100522418noreply@blogger.comtag:blogger.com,1999:blog-7794386793170803972.post-61848741427366475262009-03-04T12:58:00.000-05:002009-03-04T12:58:00.000-05:00I think this is a useful analysis for management. ...I think this is a useful analysis for management. However, building awareness is a very expensive way of getting people into the funnel. SEO targets suspects, the people who are trying to solve a problem but don't know how, and their universe of search terms defines the client's Total Available Search Market. For B2B, understanding the difference between suspect behavior and prospect behavior is key. Finding more suspects at a low cost is (IMHO)the most effective marketing spending you can do.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-7794386793170803972.post-24485490735545284552009-03-04T11:16:00.000-05:002009-03-04T11:16:00.000-05:00This is a very cool analogy Steve. Puts all the ma...This is a very cool analogy Steve. Puts all the main challenges into perspective quite simply. Loved it!Anonymousnoreply@blogger.com