Sales and Content Marketing: A #CMWorld Chat with Carla Johnson

Carla JohnsonOne of the biggest challenges enterprise companies have is getting sales and marketing to work together. This relationship is essential, but it can be tough to forge. To help, Carla Johnson joined our recent – and lively – CMWorld Twitter chat to discuss ways that sales and marketing can work together better.

If you want to see even more from Carla, you can meet her at Content Marketing World in Cleveland from September 8 – 11, 2014 in Cleveland, Ohio. Carla is also an instructor for CMI’s online training.

Let’s get started! Q1: Sales and marketing have been trying to work together for years. Are things improving? #CMWorld

 

A1 the fact that we’re more willing to talk about Sales and Marketing’s dysfunctional relationship is a good sign IMHO #cmworld

@SFerika

 

A1 The awareness continues to rise and sales and marketing alignment is THE topic for 2014. But there’s still a LONG road ahead #CMWorld

@CarlaJohnson

 

A1. My mgr heads up sales & marketing for our product line, so we work together VERY closely! Takes effort from both teams. #cmworld

@dwheeler

 

A1 It drives me nuts that marketing and sales softwares don’t use the same terminology for simple things like leads. #cmworld

@mainwilk

 

A1 I think we’re seeing more marketing teams w/dedicated sales enablement pros as well #cmworld

@SFerika

 

A1: As marketers, its incumbent on us to show sales we’re not just isolated creatives. I’ve established good relationship w/ sales #CMWorld

@PatrickHayslett

 

@mainwilk Good point – that keeps things separated between the two groups. #cmworld

@lindadessau

 

@CMIContent Probably depends on particular company/agency/situation. Hopefully more data showing how marketing helps sales helps #CMWorld

@atxcopywriter

 

A1: But there was much skepticism and I had to earn the trust and cooperation gradually over time #CMWorld

@PatrickHayslett

 

A1: Yes! Because of integrated tools like @HubSpot we can pull our audience through the decision funnel & capitalize on lead gen. #CMWorld

@PMItv

 

@SFerika Agreed. It’s a love-hate things. When things are good, they’re REALLY good. When things are bad, they’re REALLY bad. #cmworld

@vegecomgirl

 

A1: I think there’s a new appreciation for #marketing by sales, especially with new tools. I have an appreciation for #sales, too. #cmworld

@mikemyers614

 

Seems like everyone needs to align and work with everyone to be as successful as we can be in 2014. Sales, marketing, IT, etc. #cmworld

@CTrappe

 

@CTrappe Yes! IT more and more. #CMWorld

@CMIContent

 

Hi all…trying to catch up… #cmworld

@tracibrowne

 

A1. I think the sales-marketing relationship is improving…slowly. The challenge has been finding common ground & open to learn #cmworld

@vegecomgirl

 

I actually sit in on the weekly sales mtgs now and am considered a welcomed part of it. Had to lobby for that but it was worth it #CMWorld

@PatrickHayslett

 

A1: Room more improvement in sales & marketing co-creating content. Co-education on content options, use & sales process. #cmworld

@pisarose

 

@CarlaJohnson it makes the sales & marketing alignment much tighter, mainly due to better lines of communication/expectations #cmworld

@dwheeler11

 

A1 Some companies do this very well- HP has created a sales enablement team that works between sales, product mkts& marcom. #CMworld

@CarlaJohnson

 

Yes @SFerika! Sales Development is starting to become part of marketing. It’s not sales until the opp has been flushed out. #cmworld

@mainwilk

 

@tracibrowne /wave good morning! #cmworld

@SFerika

 

A1: Goals for Sales & MKTG need to be aligned. That would help. #cmworld

@billcush

 

@PatrickHayslett Yes! Marketing needs to step up and insist on integrating with sales conversations to better understand needs #CMWorld

@CarlaJohnson

 

As *the* marketing team at a small company, I work v. closely with small-but-awesome sales team. #salesenablement = priority 1 #cmworld

@carmenhill

 

Having a shared goal helps relationships and encourages teamwork. #cmworld

@CTrappe

 

@SFerika Exactly and the complaints of one being more siloed than the other. #cmworld

@vegecomgirl

Q2: Why is it so challenging for sales and marketing to work together?

 

I’ve also found that things improve very quickly when marketing shows sales we’re willing and capable of listening to them #CMWorld

@PatrickHayslett

 

@custom_publish Yes! Be sure to use the #CMWorld hashtag so our chatters can see your brilliance. 🙂

@CMIContent

 

A1 What’s disappointing is the pace of progress. We’ve been talking about this problem for 10 years. #CMWorld

@CarlaJohnson

 

@lindadessau Yup! Makes it hard to align! #cmworld

@mainwilk

 

@CMIContent A2. It is always challenging for people with different objectives to work together. (Umm, so start there!) #cmworld

@wittlake

 

@PatrickHayslett It’s important to have someone from marketing sitting in on the sales meeting & vice versa for 2-way comm flow #cmworld

@SFerika

 

A2: Sales are held accountable to short term immediate #s. Nose to the grindstone. Hard to stop at all to work w/ mktg for future #CMWorld

@PatrickHayslett

 

A2 Because we haven’t changed our mindsets about how we need to work together. #CMWorld

@CarlaJohnson

 

@wittlake Great point – setting a strong foundation and a strategy is key. #CMWorld

@CMIContent

 

A1: Still improving – But the companies which pay attention to sales and marketing team strategy alignment will win out #CMWorld

@caitgossert

 

A2. Lack of communication/alignment from the top is a big blocker #cmworld

@dwheeler11

 

A2: Because they have two totally different agendas, with the same goal. One is thinking about the product, one the customer. #CMWorld

@jasondominy

 

A2: Often the departments don’t know what the other does so offerings aren’t clearly communicated. @CMIContent #CMWorld

@garlicmedia

 

A2 Everyone knows they NEED to work together but each side thinks they are better/right/more important etc. #cmworld

@tracibrowne

 

@wittlake Exactly. Different objectives, multiple interpretations of the same terminology (e.g., “lead”). @CMIContent #cmworld

@pisarose

 

A2: For Sales and Marketing working together – differing views of lead quality vs. quantity balance #cmworld

@RtMixMktg

 

A2 Great post by @_ANNUITAS today on this topic http://bit.ly/1h4nYG1 #CMWorld

@CarlaJohnson

 

With sales they never want anything until they do, and then they want it yesterday. If you get over that & help, they see value #CMWorld

@PatrickHayslett

 

Do we have anyone in sales on the chat today? #CMWorld

@CMIContent

 

@wittlake @CMIContent But ultimately don’t sales & marketing share same objectives (or at least goals) > more revenue, biz growth? #cmworld

@carmenhill

 

A2 if sales is compensated just for closed deals, and marketing on bringing in leads, for instance, that sets up misalignment #cmworld

@SFerika

 

A2: 1. Align objectives (revenue). 2. Compensate similarly 3. Agree on terminology. 4. Respect each other’s strengths. #cmworld

@mainwilk

 

@wittlake I agree…seems like there is still an us vs. them mentality buried deep #cmworld

@tracibrowne

 

Check out the amazing #cmworld agenda this year! Wow! This one’s gonna be good! http://ow.ly/xzsCf

@goldasich

 

A2 Also because marketing tends to leave the room when conversations get into the nitty gritty of sales needs and accountability. #CMWorld

@CarlaJohnson

 

A2. Lack of communication. They don’t realize their goals are the same – they just say it differently. #cmworld

@JoshStAubin

 

@goldasich Can’t wait! Thanks so much, Deana! #CMWorld

@CMIContent

 

@carmenhill Long-term, but with a long sales-cycle, marketing is often directly judged on a “lead” or other activity. @CMIContent #cmworld

@wittlake

 

A2: For me, with sales team spread out across the country, communication is harder. Email isn’t the same as face 2 face #cmworld

@katebayard

 

@RtMixMktg Hi Tom! Nice to see you here on this chat 🙂 #cmworld

@lindadessau

 

@carmenhill My sense is that it’s probably easier at smaller businesses, if everyone knows each other easier to all work together #CMWorld

@atxcopywriter

 

A2. Some haven’t realized that BOTH can be equally important to a business and its growth. #cmworld

@vegecomgirl

 

A2 I think there is a lot of resentment on how both sides get paid and budgets #cmworld

@tracibrowne

 

I sit in on as many sales calls as possible to get insight into questions, barriers, what’s resonating. Helps w/ messaging! #cmworld

@carmenhill

 

Bingo! MT @SFerika A2 if sales is compensated just for closed deals, and marketing on bringing in leads, that sets up misalignment #cmworld

@mikemyers614

 

A2. Marketing ultimately is a service organization designed to help sales, but many marketers don’t see it that way. #cmworld

@dwheeler11

 

Communication can be as easy as one side adjusting the words they use to make their message easier to understand by others. #cmworld

@CTrappe

 

@carmenhill That’s ideal, Carmen. Is the sales team welcoming? #CMWorld

@CMIContent

 

A2. There are qualities we marketers take from sales and that sales take from us to do ALL of our jobs and hopefully do them well #cmworld

@vegecomgirl

 

@vegecomgirl Both are, but we have to change how we thing and understand that sales and marketing need significant overlap now #CMWorld

@CarlaJohnson

 

@katebayard agreed– and often Marketing isn’t invited to in-person Sales meetings like Sales Kick Off. #cmworld

@SFerika

 

@CMIContent A2: A misguided idea that there’s a competition around who’s more valuable? #cmworld

@atxcopywriter

 

@carmenhill Exactly, you have a different perspective on the work that you do because of this, don’t you? #CMWorld

@CarlaJohnson

 

@PatrickHayslett Totally agree–makes a huge difference when marketing shows sales they are willing listen #CMWorld @CMIContent

@custom_publish

 

Q3: What are some practical, tactical ways for sales and marketing to work together for better results? #CMWorld

 

@dwheeler11 Why do so many marketers hate when you say that??? That they are support for sales…thus the cont. arguement #cmworld

@tracibrowne

 

@CTrappe It’s a different kind of cross-cultural communication 🙂 #CMWorld

@CarlaJohnson

 

@custom_publish @PatrickHayslett I love to listen. 😉 #CMWorld

@cmcphillips

 

A2 In B2B, sales cycles can be so long that marketing’s contribution to sale can be long forgotten when deal comes in #CMWorld

@webber_karen

 

A2: They each feel responsible for leading a customer to the beginning of the sales funnel, and have different tactics for doing so #cmworld

@caitgossert

 

A2: Sales time frame can be short (want email blast with instant results) – Time frame needs to be longer/strategic #cmworld

@RtMixMktg

 

@atxcopywriter I wonder if that is a marketing-centric point of view. Marketing is fighting for equality. Sales isn’t noticing. #cmworld

@wittlake

 

@CarlaJohnson Totally agreed. We have to be open to learn from one another &recognize that overlap, specially in the digital space #cmworld

@vegecomgirl

 

A3 People are going to hate when I say this…but report in to one person…choosing that person is the hard part #cmworld

@tracibrowne

 

A3 First and foremost, talk to sales people. Too many marketers say they aren’t allowed to. Haven’t you had friends in sales? #CMWorld

@CarlaJohnson

 

A3 having shared quarterly objectives & goals is a good start for getting sales + marketing on the same page. #cmworld

@SFerika

 

@CarlaJohnson Oh sure. But, we use different words for different audiences all the time. Why not try it? 🙂 #cmworld

@CTrappe

 

@tracibrowne some people equate “support” with “admin” – both very important roles but can be *perceived* as lower level #cmworld

@dwheeler11

 

A3: We created a team that serves as the liaison between sales and marketing, helps with communication, squashes he said/she said. #cmworld

@mikemyers614

 

A2: think because marketing is often seen as the fun ‘creative’ while sales are busting a gut trying to close the deal #cmworld

@SoutherlyComms

 

@CMIContent @atxcopywriter Yes, small size makes it easier, and yes! The sales team is v. welcoming! We’re all in this together. #cmworld

@carmenhill

 

A3 Come together without preconceived ideas of what to do, listen, then respond thoughtfully. Show sales that you’re trying #CMWorld

@CarlaJohnson

 

A3: Incorporate content marketing into sales training meetings. #cmworld

@pisarose

 

A3: Sales are so caught in the moment I flat out ask them periodically what objections they run across, what would give more ammo #CMWorld

@PatrickHayslett

 

@mikemyers614 Great idea to bring in a third party! #cmworld

@katelynahern02

 

@dwheeler11 I think that’s where a lot of the problem is…both sides competing to be the favorite child…get credit for the win #cmworld

@tracibrowne

 

A3. Each side needs to check their ego at the door and focus on overall success. Collaboration is extremely powerful. #cmworld

@JoshStAubin

 

A3 Marketing rep in sales meeting to ID opportunity to collaborate on specific deals. Work together on case studies #cmworld

@webber_karen

 

@carmenhill Yes! Your message becomes much more powerful if you use the same words that prospects use. #cmworld

@KyleAkerman

 

A3 Help sales understands what’s working/not working with analytics so they see the marketing picture. Sales gets stuck too #CMWorld

@CarlaJohnson

 

Yes & attribution is often broken MT @CMIContent MT @webber_karen: A2 In B2B, sales cycles long that mktg’s contribution forgotten #cmworld

@RtMixMktg

 

@CarlaJohnson Definitely! The best marketing insights come from being on front lines. #cmworld

@carmenhill

 

So true. MT @webber_karen In B2B sales cycles so long that marketing’s contribution to sale sometimes forgotten when deal comes in #CMWorld

@joecardillo

 

A3: The modern sales tool is content marketing. Both sides need to work together on a strategy that will support each other. #CMWorld

@PMItv

 

To really work w/ them effectively you have to be able to let go of your ego and spoon feed them sometimes #CMWorld

@PatrickHayslett

 

A3 Teams specifically created to support sales that collaborate with marcom and product can help. It requires commitment #CMWorld

@CarlaJohnson

 

@KyleAkerman @carmenhill and get those words into your personas so everyone internalizes them! #cmworld

@SFerika

 

A3: If Mktg goal to produce qualified opportunities and Sales to close them, the secret is in the hand-off. #cmworld

@billcush

 

A3 Maybe creating a battle buddy structure…start the relationships one at a time #cmworld

@tracibrowne

 

@tracibrowne @dwheeler11 Makes it sound like there’s a hierarchy marketing is lower on #cmworld

@atxcopywriter

 

@carmenhill @CarlaJohnson The people answering the phones know your customers best but are often overlooked. #cmworld

@JoshStAubin

 

A3: Get that right…and miracles can happen. #cmworld

@billcush

 

A3 think of sales people as customers. Create personas of them to understand how they engage with your content #CMWorld

@CarlaJohnson

 

A3. Create groups & cross-functional support teams. Ex. Group A clients: Team A w/ 1 sales mgr. 1 sales agent. 1 mkt mgr. 1 mkt pm #cmworld

@vegecomgirl

 

@JoshStAubin @carmenhill @CarlaJohnson It’s a good reason to train everyone to think about cust development as a key responsibility #cmworld

@joecardillo

 

@atxcopywriter @dwheeler11Who gets to go on the president’s club trips and gets the big bonus when sales go thru? not marketing #cmworld

@tracibrowne

 

@JoshStAubin @carmenhill Exactly. They know the questions that customers ask most, many hidden pain points #CMWorld

@CarlaJohnson

 

A3 (con’t). Just sharing something we do here at my company 🙂 #cmworld

@vegecomgirl

 

Q4: Stats show that the majority of content marketing created is not used by sales. How can both sides improve this? #CMWorld

 

@atxcopywriter @dwheeler11On the flip side…who loses their job when they don’t make their numbers…not marketing #cmworld

@tracibrowne

 

A3 Help them understand the content you produce, teach them how to use it or they won’t engage. #CMWorld

@CarlaJohnson

 

@CMIContent How about monthly happy hours? So you can get to know each other in a context that makes it easy to be friendly #cmworld

@atxcopywriter

 

Hi @atxcopywriter. There’s hierarchy but sales also self absorbed out of necessity. We don’t exist to them unless helping them now #CMWorld

@PatrickHayslett

 

@SFerika @carmenhill Totally! #cmworld

@KyleAkerman

 

A3 We need to be trainers and mentors to sales on how to use content differently & effectively. The change is new to them them. #CMWorld

@CarlaJohnson

 

Q4 Have sales involved from the start in designing the content pieces they most want/need. #cmworld

@lindadessau

 

@CMIContent @CarlaJohnson I’d add to that, make it “our” content. Give them ownership. Interview them for blog etc. #cmworld

@webber_karen

 

This. MT @PatrickHayslett: A3: I ask sales what objections they run across, what would give more ammo #cmworld

@katebayard

 

A4: Sales needs to understand the why of #contentmarketing, not just the what. #cmworld

@mikemyers614

 

A4 Use Sales tools like Chatter to notify them of new content & create a resource library within Salesforce. Make it easy! #cmworld

@SFerika

 

Q4 PERSONAS! Too much content is created for generic audiences. In trying to reach everyone engages no one. #CMWorld

@CarlaJohnson

 

A4 put aside your fancy data tools for a minute and have a conversation with sales…the people that actually talk to customers #cmworld

@tracibrowne

 

A3: Each team needs to have faith that the other will do their best work to achieve a mutual end goal #CMworld

@caitgossert

 

@atxcopywriter I think I see the start of a joke here, “A marketing person and a sales person walk into a bar…” 🙂 #CMWorld

@CarlaJohnson

 

@katebayard @PatrickHayslett Yes, find the problems and solve them! #cmworld

@mikemyers614

 

A4 Use 1-click tools like @clicktotweet or platforms like @HearsaySocial to make social sharing of content effortless. #cmworld

@SFerika

 

Communicate regularly, align on objectives. We use the Sales+Marketing Alignment Couch to foster comm. http://ow.ly/i/5MtIh #cmworld

@MattyChilds

 

@lindadessau Huge. I suspect most orgs aren’t doing it, and it costs them. #cmworld

@joecardillo

 

A4 If you don’t know your audience, their process and who influences, you’re creating bad content and wasting time. #CMWorld

@CarlaJohnson

 

A4 Focus creates epic content, just ask @JoePulizzi #CMWorld

@CarlaJohnson

 

To get your content used, you have to train sales in how to use it. Tell them exactly what to do with it, why, and how #CMWorld

@PatrickHayslett

 

A4: Marketing shouldn’t automatically decide the content type. Would an emailed “daily digest” of convo starters be useful? #cmworld

@pisarose

 

Q4. Get sales involved with content topics/focus – find out what they/customers NEED, not what we think they need #cmworld

@dwheeler11

 

@joecardillo @carmenhill @CarlaJohnson Exactly. Empowering employees to engage customers should always be a priority. #cmworld

@JoshStAubin

 

@joecardillo Everyone likes to be asked their opinion, and have input into things that affect them #cmworld

@lindadessau

 

When objectives are aligned at the top that helps departments. #cmworld

@CTrappe

 

@CarlaJohnson @atxcopywriter The marketing person orders a drink. The sales person expenses it 🙂 #cmworld

@mikemyers614

 

@CMIContent Yeah but it’s used by prospects, especially in B2B. So when they talk to sales rep they’re way down funnel. #cmworld

@KyleAkerman

 

@PatrickHayslett Yes, marketing also needs to train and mentor sales in how to use content effectively. #CMWorld

@CarlaJohnson

 

@MattyChilds Is my Sales Hero! #cmworld

@mainwilk

 

@caitgossert That’s definitely a better plan than being defensive. Great point! #CMWorld

@CMIContent

 

Q4: Sales needs a list of content and where it goes in the sales cycle. Sales then knows what to show prospects and when #cmworld

@billcush

 

A3:Transparency! Keep everything on a google doc or wiki, so people are always connected. #CMWorld

@SimpleReach

 

A4: Plan the content calendar together! Give the sales team content they need, but make sure it fits in the marketing plan too! #CMWorld

@PMItv

 

A4 – One word. Alignment. #cmworld

@SusynEliseDuris

 

A4: Quality Content Over Quantity! #CMWorld

@SimpleReach

 

e.g. teach them to build personal brand, then show potential clients. Here’s who I am and what it would be like working w/ me #CMWorld

@PatrickHayslett

 

@MattyChilds Better communication between sales and marketing would help tremendously. Too many things created without purpose. #CMWorld

@CarlaJohnson

 

A4 I started emailing sales weekly updates about new content, blog posts, email templates released that week. #cmworld

@katebayard

 

A4. Another communication break-down: Is it the content sales needs? Do they know it exists, where to find it & how to use it? #cmworld

@carmenhill

 

Q5: More than ever, customers are more educated on your business before they reach sales. How can content marketing help? #CMWorld

 

A4. It’s about education. Marketing needs to educate the sales team on how to use content marketing to drive sales. #cmworld

@LisaDMacSween

 

@mikemyers614 @CarlaJohnson Ooh! Maybe I should be going to more happy hours with salespeople #CMWorld

@atxcopywriter

 

Many marketing depts forget Sales is their internal customer. Help them do their jobs better thru education, collaboration, etc. #cmworld

@SusynEliseDuris

 

A4: Sales: “Yesterday, U [prospect] told me about this problem you are having. Here’s a piece we wrote that can help.” #cmworld

@billcush

 

@CarlaJohnson @carmenhill So much insight right there to get to know your customers better. A treasure chest of info. #cmworld

@JoshStAubin

 

@becksp18 @caitgossert – but what is that mutual end goal? Do they agree what it is? #CMworld

@TSNN_Rachel

 

Great #twitterchat abt #marketing & #sales team collaboration at #CMWorld! Get all the updates w/ @tagboard: https://tagboard.com/cmworld

@caitgossert

 

@katebayard That’s an absolutely great idea. We started something company-wide, but not necessarily sales/mktg. #CMWorld

@CMIContent

 

@katebayard You have to know if your sales team prefers email. Just like customers, sales teams need multiple touch points. #CMWorld

@CarlaJohnson

 

Q5 Customers are better informed, but who’s informing them? It better be YOU! #CMWorld

@CarlaJohnson

 

@caitgossert @tagboard Thanks, Cait! #CMWorld

@CMIContent

 

A5. Content marketing can help nurture prospects by providing information that’s more targeted towards their specific needs #cmworld

@dwheeler11

 

A5: Cut through generic prattle your competitors preach by showing, not telling. They’ve heard that song & dance #CMWorld

@PatrickHayslett

 

Q5 Find out what sales wishes customers already knew when they made contact. Help educate for the first interaction #CMWorld

@CarlaJohnson

 

A5 #contentmarketing tells the story that gets the prospect’s attention, warms them up to be receptive for eventual sales convo #cmworld

@SFerika

 

@CMIContent A5: Doesn’t the question answer itself? If content answers questions and objections, saves the salespeople the trouble #cmworld

@atxcopywriter

 

A5: I think a big part of it is culture over process. If prospects dig the culture your content builds, they’ll do your process. #cmworld

@joecardillo

 

A5: Help them anticipate the questions they will receive, create answers. #cmworld

@mikemyers614

 

@CarlaJohnson good point…so many times sales asks for something quick for customer/end up with 30 page brochure 6 mos later #cmworld

@tracibrowne

 

Q5: Content marketing can bring prospects closer to the buying stage…removing friction from sales cycle. #cmworld

@billcush

 

Q5 You have to know your customers’ questions and answer them as a starting point. #CMWorld

@CarlaJohnson

 

Often Sales is the Pez Dispenser to marketings content candy #cmworld

@Brewbom

 

A5 your content marketing helps make the business case for your product/service, helps make informed decision to buy #cmworld

@SFerika

 

A huge part of the content marketing game is risk mitigation. Fail to show that, they default to lowest price or biggest brand #CMWorld

@PatrickHayslett

 

A5 It is about forming relationship w/ person in that first 60% of buying journey. Key = personas #cmworld

@webber_karen

 

A5 -that’s where socl listen’g, engagemt, helping come into play. Know them intimately-likes, dislikes, pains, hot buttons, needs. #cmworld

@SusynEliseDuris

 

A5: Target quality content and it could be the thing that educates in the first place. Content needs to inform customers research #cmworld

@SoutherlyComms

 

We focus on providing quality content to our audience and industry & that organically leads to sales opportunities #CMworld

@TSNN_Rachel

 

@TSNN_Rachel Agreed! Not many campaigns are successful w/o strategy. Behind every sales/marketing effort, there needs to be a goal #cmworld

@caitgossert

 

. @CMIContent they are more educated Because of content marketing. #cmworld

@Brewbom

 

A5. #contentmarketing becomes the connector between the consumer and the product. Why should they buy what you’re doing it? #cmworld

@vegecomgirl

 

@SusynEliseDuris Yes, listen to your customers where they talk. #CMWorld

@CarlaJohnson

 

@Brewbom ah there you are! Good morning 🙂 #cmworld

@SFerika

 

A5. It breathes life into the product/service sales is pushing. It promotes, it educates. It gives context and a story #cmworld

@vegecomgirl

 

@lindadessau @Brewbom Disagree with that. I’ve never seen a sales person use content just because marketing created it. #CMWorld

@CarlaJohnson

 

@caitgossert Exactly, a lot of time, goal is different. Mktg wants proof of engagement, sales wants to drive more revenue. #CMworld

@TSNN_Rachel

 

@CMIContent I guess my previous comment was foreshadowing this question 🙂 #cmworld

@KyleAkerman

 

@caitgossert @TSNN_Rachel And that goal better have a clear, behavior changing metric! Need in order to adjust over time. #cmworld

@joecardillo

 

@SFerika What I need to do better…provide content to help my customers make a business case for choosing my product. #cmworld

@billcush

 

@lindadessau @Brewbom Sales people spend 40%+ of their time creating content because marketing can’t hit the mark. #CMWorld

@CarlaJohnson

 

A5 I think w/content spray & pray is not bad…if that one post only reaches one person but it’s right time/place, it’s successful #cmworld

@tracibrowne

 

I agree @CarlaJohnson, they prefer their content to be what’s coming out of their own mouth #CMWorld

@PatrickHayslett

 

@CarlaJohnson Just loved his creative imagery 😉 @Brewbom #cmworld

@lindadessau

 

Q6: What is the role of CRM and lead scoring in your business? Are these used by both sales and marketing? #CMWorld

 

A5 to me the Main purpose of pre contact marketing is improving Slide not reducing friction. They must want on the slide first #cmworld

@Brewbom

 

@KyleAkerman You’re always one step ahead! #CMWorld

@CMIContent

 

A5 – I think some of these co’s new to #content see other co’s – say I can do that – but not instant grat, it takes investment. #cmworld

@SusynEliseDuris

 

Ouch MT @CarlaJohnson @lindadessau @Brewbom Sales pros spend 40%+ of their time creating content b/c marketing can’t hit the mark. #cmworld

@pisarose

 

@TSNN_Rachel @caitgossert Mutual faith won’t work. They need to have common, agreed upon performance measurement #CMWorld

@CarlaJohnson

 

@tracibrowne “spray and pray” makes me think of a skunk, at best, and of a bad bedroom scene at worst. Thanks for that. #cmworld

@dwheeler11

 

@CarlaJohnson @lindadessau @Brewbom And that’s not good for either group. #cmworld

@mikemyers614

 

A5: Your company should hands down be the loudest voice for your brand, content marketing is the best way to establish your voice. #cmworld

@caitgossert

 

You want sales to buy into marketing? Ask to go on a sales call or to a conference w/ them. #CMWorld

@PatrickHayslett

 

@tracibrowne spray & pray is a terrible waste of your customers’ time and your reputation. We get 30,000 marketing messages/day #CMWorld

@CarlaJohnson

 

@CarlaJohnson @Brewbom Ouch, I guess that’s why we need conversations like the one we’re having today #cmworld

@lindadessau

 

A5: #Contentmktg is like a good first impression — content is the first step in establishing trust and building a partnership. #CMWorld

@PMItv

 

@dwheeler11 @carlajohnson perhaps “spray and pray” not the right term, but you get what I mean…don’t shoot for viral all the time #cmworld

@tracibrowne

 

A5. Content mktg should align to buyer’s journey: what r triggers? What do they need to progress? Then create content pathway. #cmworld

@carmenhill

 

A6: Yes. And I’d argue CRM + leadscore needs sales & mkting, 2 way street. Head of sales asks tough Qs, and it makes us better. #cmworld

@joecardillo

 

Q6 CRM and lead scoring SHOULD be used by both sales and marketing. But there’s huge disagreement on how that actually works #CMWorld

@CarlaJohnson

 

@CarlaJohnson @lindadessau that means they are either the wrong marketing people or more likely the boss is wrong #cmworld

@Brewbom

 

@CarlaJohnson @tracibrowne. Agree 1000%. Many co’s think that if they put content out there, people will buy. WRONG. #cmworld

@SusynEliseDuris

 

A6 This is why common, agreed upon goals are important, otherwise there’s not consensus on scoring. #CMWorld

@CarlaJohnson

 

@caitgossert Wouldn’t it be even better if others were touting your brand for you? People don’t always want us talking about us. #cmworld

@mikemyers614

 

A6 Marketing needs to take greater responsibility for owning the lead through the process into a customer. #CMWorld

@CarlaJohnson

 

@billcush If you can give them something they can pop into a PPT or an email to make that biz case, you’re golden! #cmworld

@SFerika

 

A6 if your CRM and lead systems are not mutually owned by sales & marketing you are doomed #cmworld

@Brewbom

 

A6: I think Marketing should go beyond lead scoring….to accountable to qualified opportunities, not generating leads. #cmworld

@billcush

 

A6. We still do everything manually – no marketing automation (long story). Marketing & sales work together on the processes. #cmworld

@dwheeler11

 

Marketing needs to stop focusing on the “hand off” to sales and commit to supporting the entire customer journey. #cmworld

@pisarose

 

@CarlaJohnson Agree. Unfortunately, in many orgs, Sales feels #CRM, #LeadScoring is Mktg’s job. Should be both + collab process. #cmworld

@SusynEliseDuris

 

@SusynEliseDuris @CarlaJohnson clarification…U put good piece out there but Im only person who needs it/& I buy its still success #cmworld

@tracibrowne

 

@caitgossert Disagree! Brands shouting about themselves is why customer’s ignore them. That’s NOT what content marketing is about. #CMWorld

@CarlaJohnson

 

Do we share the same brain @CarlaJohnson? #CMWorld

@PatrickHayslett

 

MT @carmenhill: A5. Content mktg should align to buyer’s journey: what r triggers? How to progress? #cmworld ||Agreed http://www.mediaplant.net/report/details/content

@MediaPlant_US

 

A6 many large orgs don’t give marketing access to the CRM– it’s a HUGE missed opportunity and problem-causer #cmworld

@SFerika

 

@CarlaJohnson marketing needs to own the customers period. 1st contact to forever. Sales and product are just tools #cmworld

@Brewbom

 

Q7: What format – print, video, presentations, etc – work best for your sales team? #CMWorld

 

A6: Unfortunately, we have too many CRM systems that don’t talk to each other. Bigger problem than sales and marketing. #cmworld

@mikemyers614

 

@tracibrowne @CarlaJohnson There should be as much methodology in distrib as there is in creation. #content #cmworld

@SusynEliseDuris

 

@tracibrowne Still disagree, unless you’re in a high-price market and you have long sales cycles with significant price tags. #CMWorld

@CarlaJohnson

 

Yes, ‘mirror, mirror’ test MT @PatrickHayslett agree @CarlaJohnson they prefer content to be what’s coming out of their own mouth #CMWorld

@Greencognito

 

@CarlaJohnson well yes, I’m assuming an enterprise type of sale…not a pair of sneakers #cmworld

@tracibrowne

 

Q7 This goes back to knowing your sales team and your customers. You have to know how they engage to know what works best #CMWorld

@CarlaJohnson

 

A7: Sales is rarely provided w/ good content to begin w/. Best to start there & let format decide itself from what arises #CMWorld

@PatrickHayslett

 

A7 I’ve seen videos and PDFs, plus email templates, creative DM get good traction w/sales teams. Differs by rep/company. #cmworld

@SFerika

 

Really, @Brewbom? When the customer calls with a problem, where is marketing then? They need to monitor forever, but not own. #cmworld

@BobWest2

 

@SFerika Haven’t had issue of not having access to #CRM – A lot of this has to do with culture created, sales/mktg alignment, etc. #cmworld

@SusynEliseDuris

 

@SusynEliseDuris @CarlaJohnson I think this is part of problem…sales asks for something and marketing says not enough interest #cmworld

@tracibrowne

 

@CMIContent Print catalog w/ team presentations.. #Ecommerce also becomes a reference point for offline mktg & sales teams. #cmworld

@vegecomgirl

 

A7 there’s really 2 questions here, what format works with customers and what works with sales. #cmworld

@CarlaJohnson

 

The idea that sales knows what good content is and that they are not getting it smacks of non teamwork #cmworld

@Brewbom

 

A7: Prob some folks will disagree, but we’ve found incl. sales input on content strategy helps answer format Q. 1/2 #cmworld

@joecardillo

 

A7. Print catalog w/ team presentations.. #Ecommerce becomes a reference point for offline mktg & sales teams. #cmworld

@vegecomgirl

 

As the head so the body. It is always the top managements fault #cmworld

@Brewbom

 

A7 you need to consider the formats of engaging and training the sales team to get them to use your content with customers #cmworld

@CarlaJohnson

 

@SusynEliseDuris I’ve seen it consistently w/big Co’s. I think often tech barriers, fear of marketing “messing up” CRM. #cmworld

@SFerika

 

Q7: According to @SFerika … anything sales can “pop” into a presentation or other communication to a prospect. #cmworld

@billcush

 

A7. For us, PPTs, short datasheets, web seem to work best for sales, whitepapers for market education. Best to have everything! #cmworld

@dwheeler11

 

A7: We’re all about video, relevant case studies, shareable white papers — our goal is to start a conversation. #CMWorld

@PMItv

 

A7. We also find that formal monthly cross-functional meetings help set standards/expectations for all #cmworld

@vegecomgirl

 

@joecardillo That’s a great plan because your content strategy has to include demand gen, and you need sales’ insights for that #CMWorld

@CarlaJohnson

 

@BobWest2 if HR, #custserv and sales were all understood to be marketing companies would win big. customers too. #cmworld

@Brewbom

 

@Brewbom Agree– if Sales isn’t talking to Marketing about what kind of content they need, that’s a failure to collaborate by both #cmworld

@SFerika

 

Q7: Format of resources should be linkable assets. Easy to send to prospects…excuses for just offering something useful. #cmworld

@billcush

 

@tracibrowne @CarlaJohnson That’s where treating Sales as customer, helping, collaborating, educating, etc. will solve issues. #cmworld

@SusynEliseDuris

 

A7: Hopefully, sales will tell us which format works best for the customer/prospect (that’s what matters most). #cmworld

@mikemyers614

 

@billcush Definitely easier than attachments, and can be shared via social as well #cmworld

@lindadessau

 

A7 Format also has to consider attention span. Goldfish attention span=9 seconds. Human=8 seconds. #CMWorld

@CarlaJohnson

 

@SFerika Why not provide read-only access? Sounds to me it is a culture/silo issue. #cmworld

@SusynEliseDuris

 

Q8: Do you need different content marketing pieces for different stages of the sales funnel? Can one piece be all-encompassing? #CMWorld

 

@SusynEliseDuris @tracibrowne Exactly! #cmworld

@CarlaJohnson

 

@CMIContent it can be, but that’s VERY hard to do. Better to make sure you have pieces for each than to fail with one. #CMworld

@MelissaBreau

 

@SusynEliseDuris sometimes, other times has to do w/how the desktop images and permissions are set up, legacy sys issue. #cmworld

@SFerika

 

A8. You ABSOLUTELY need different pieces for different stages. You can’t answer what & how if they don’t know why & don’t care. #cmworld

@carmenhill

 

Yes @CarlaJohnson! – you and I speak the same sales enablement language!! #cmworld

@SusynEliseDuris

 

Q8 No piece of content can be all encompassing #cmworld

@CarlaJohnson

 

Q7: Sales: “I thought about you the other day….here’s a _______ that might help you solve that problem you mentioned” #cmworld

@billcush

 

A8: Sales favors all-encompassing (want the quick hit), but it’s extremely ineffective. Have to get them to see incrementally. #CMWorld

@PatrickHayslett

 

At my last gig the CEO was adamant that product marketing did not need to know the product. Just be perfect and get leads #cmworld

@Brewbom

 

A8 To be truly effective, you have to know who’s involved at every stage, and also who influences them. #cmworld

@CarlaJohnson

 

@SusynEliseDuris @SFerika That reminds me of the days I would PDF marketing plans before sending off to clients. #CMWorld

@cmcphillips

 

A7: Good idea to scale content up & down for sales & mkting formats. Good post from @leeoden on that.. http://bit.ly/1mOjH7B 2/2 #cmworld

@joecardillo

 

A8 You may have a showcase brochure that gets trotted out at various points, but, need specific content for each cycle point. #cmworld

@SFerika

 

@lindadessau Yes. Let’s ban attachments. #cmworld

@billcush

 

A8: It should be the same message, but told a different way for different stages or you risk losing them. #CMWorld

@mikemyers614

 

A8 good content is sliced and sized and mixed and blended and made into ten new pieces and formats #cmworld

@Brewbom

 

@cmcphillips @SusynEliseDuris hehe I remember having to get an exception to standard apps + VP approval for Acrobat use… 😉 #cmworld

@SFerika

 

@SFerika Perhaps. But it still becomes a sales/mktg align issue. There are work arounds, not productive. Sales/Mktg Align is key. #cmworld

@SusynEliseDuris

 

@CarlaJohnson Absolutely. And it beats guessing, too. #cmworld

@joecardillo

 

A8 to generate demand you have to generate attention. Customers want you to talk about their pain. #CMWorld

@CarlaJohnson

 

@Brewbom Ah, yes, the magic unicorn strategy #CMWorld

@Greencognito

 

A8 @BrennerMichael says to tell your customers about a problem they didn’t know they had. To do that, you have to know them well. #CMWorld

@CarlaJohnson

 

@SusynEliseDuris I agree it causes a sales/mktg issue, but often there are legacy system issues at the root of the symptom 🙂 #cmworld

@SFerika

 

There should be no separation between sales and marketing and customer service #cmworld

@Brewbom

 

Yes. No. MT @CMIContent: Q8: Do u need diff content mktg pieces for diff stages of sales funnel? Can 1 piece be all-encompassing? #CMWorld

@SusynEliseDuris

 

@SFerika @SusynEliseDuris But I still think that’s odd that people think marketing will “mess up” CRM. Aren’t many mktrs managing? #cmworld

@cmcphillips

 

@CMIContent A8: Probably in most cases, but depends on how complicated and long-term the sales process is for your product. #CMWorld

@atxcopywriter

 

A8: You wouldn’t blurt out a marriage proposal on a first date. Multiple content pieces needed to grow customer relationships. #cmworld

@pisarose

 

@SusynEliseDuris See also explaining why you get stuck using IE7 and 10 year-old-Outlook email… #notfun #cmworld

@SFerika

 

@Brewbom There shouldn’t be, but egos often get in the way of rational thought. #cmworld

@JoshStAubin

 

@SFerika @SusynEliseDuris This makes me miss Lotus Notes 😉 #cmworld

@joecardillo

 

@Brewbom Wow, perfect example of an out-of-touch CEO #cmworld

@atxcopywriter

 

Any executive who is saying that marketing will screw up the CRM should be fired #cmworld

@Brewbom

 

Sales doesn’t think in terms of the word “content” like we do. They think in terms of persuasion. Same things so bridge that gap. #CMWorld

@PatrickHayslett

 

Q9: How can sales provide marketing with content to be used in marketing materials? #CMWorld

 

@cmcphillips @SusynEliseDuris In my start-ups, yes, some are. In my big co’s, marketing didn’t manage CRM. #cmworld

@SFerika

 

@pisarose Well, you might…but it wouldn’t be very effective. 🙂 #CMWorld

@mikemyers614

 

A8 Bigger problem than creating all the content is making it easy to find when you need it #cmworld

@tracibrowne

 

@cmcphillips @SFerika @SusynEliseDuris It’s territorial and controlling because that’s how people behave in times of change. #cmworld

@CarlaJohnson

 

A9: Ask sales to complain about their job until they run out of things to say. Plenty of content need will become apparent. #CMWorld

@PatrickHayslett

 

@atxcopywriter actually he was very in touch! The startup world is very focused on leads and growth at any cost #cmworld

@Brewbom

 

@SFerika @SusynEliseDuris I couldn’t fathom not being knee-deep in CRM. #CMWorld

@cmcphillips

 

@joecardillo @SusynEliseDuris lol I had LotusNotes in my 1st journalism job, and at a big co in the 00s… not nostalgic for it! #cmworld

@SFerika

 

A9: Marketing needs to ask questions and learn from sales. Conversation helps break down barriers. #CMWorld

@JoshStAubin

 

@Greencognito Snackable Derivatives, love that! #cmworld

@CarlaJohnson

 

@mikemyers614 Yup. That proposal wouldn’t likely match your date’s intention. Marketers need insight into buyer intentions. #cmworld

@pisarose

 

@SFerika Yes that happens. But enterprises are really working to fix that. At least the enterprises I am working with. #cmworld

@SusynEliseDuris

 

@tracibrowne That’s big. Content hub is good, but having easy to find/use internal elements, illustrations, icons, helps also. #cmworld

@joecardillo

 

@CMIContent What Qs do prospects have? What objections do they get during a sale? How good are the leads they’re getting? #CMworld

@MelissaBreau

 

A9: Sales needs to tell marketing what problems their customers/prospects are facing. Where’s the pain? #CMWorld

@mikemyers614

 

@cmcphillips @SusynEliseDuris You create much better content when you can, on-demand, dive into the CRM data yourself. #cmworld

@SFerika

 

@joecardillo @SFerika Ha! Ha! Ah, the ‘good ole days! #cmworld

@SusynEliseDuris

 

A9 Let sales become one of the conduits for customer insights. #cmworld

@CarlaJohnson

 

A9: Sales are much closer to the customer and can provide Marketing with a better understanding of their needs. #cmworld

@ScottLum

 

@SFerika @SusynEliseDuris May it never happen to you again! #cmworld

@joecardillo

 

Sales can pass on customer questions to marketing that could then be answered in materials as well. @CMIContent #cmworld

@CTrappe

 

A9 Marketing needs to hear from sales to understand their world. The demand gen world HAS to become more collaborative and aligned #CMworld

@CarlaJohnson

 

A9 Contacts for case studies, pictures and videos of products in use…and an intro helps. #cmworld

@tracibrowne

 

@SusynEliseDuris Maybe it’s mostly my highly regulated folks who are stuck in this rut? 🙂 #cmworld

@SFerika

 

@ScottLum Hi Scott! Great to see you. #CMWorld

@CMIContent

 

A9: Sales can pass along client questions to help marketing create more helpful content. #CMWorld #contentmktg

@PMItv

 

@CarlaJohnson & make ’em searchable & shareable, too (alteration bonus) #CMWorld

@Greencognito

 

A9 best thing marketing can do is spend hours talking to customers selling and listening then go argue with engineering #cmworld

@Brewbom

 

A9. Regularly ask sales for input on topics/use cases that resonate – and formats. Also encourage sales to ask customers for refs. #cmworld

@dwheeler11

 

A9: Sales needs to share the problems that customers describe….so mktg can develop assets to address them specifically. #cmworld

@billcush

 

A9 Sales needs to be involved in the strategy and creation of demand gen #cmworld

@CarlaJohnson

 

@CarlaJohnson @cmcphillips @SFerika Absolutely. A lot of fear going around in some orgs, either from Sales or Mktg -created silos. #cmworld

@SusynEliseDuris

 

@PatrickHayslett Funny! #cmworld

@CarlaJohnson

 

@dwheeler11 That reference and intro is so important…otherwise customer will never call marketing back…no relationship #cmworld

@tracibrowne

 

@CarlaJohnson @PatrickHayslett But true! Great way to determine pain points. #CMWorld

@CMIContent

 

@cmcphillips @SFerika @SusynEliseDuris Try working at a small company where the CRM was primarily in the owner’s head. #CMWorld

@KyleAkerman

 

A9 Sales should also be involved in the creation of personas #cmworld

@CarlaJohnson

 

A9: Is sales encountering a gap in customer understanding? Prime content material. #cmworld

@pisarose

 

I’ve had good success with that @CarlaJohnson. The stream of consciousness brings up what deliberate thought forgets. #CMWorld

@PatrickHayslett

 

@Brewbom Now that would be fun. #cmworld related: one of my favorite cartoons. http://ow.ly/i/5Mvx3

@billcush

 

@Brewbom yes, deals close b/c “I’m a great sales person.” Deals are lost b/c “marketing sucks.” #CMWorld

@Greencognito

 

@KyleAkerman @cmcphillips @SusynEliseDuris Yikes! That’s super scary esp from a business continuity standpoint.. #cmworld

@SFerika

 

If your B2B company has 2 distinct departments called Sales. And. Marketing. You must change that #cmworld

@Brewbom

 

Q10: If you’re in marketing, what is one thing you wish sales would do differently to help you? #CMWorld

 

@SFerika Not sure who you are working with. Things are changing on tech side. What worries me is silos are still alive and well. #cmworld

@SusynEliseDuris

 

A9: Marketers should spend a year as a sales person. It provides incredible insights into what drives customers #cmworld

@ScottLum

 

@KyleAkerman @cmcphillips @SFerika @SusynEliseDuris Been there! It’s tough when he/she is on vacation #cmworld

@CarlaJohnson

 

I find many sales people don’t want 2 use CRM because see the data as their own @KyleAkerman @cmcphillips @SFerika @SusynEliseDuris #cmworld

@tracibrowne

 

@Brewbom Hhmmm…smarketing? #cmworld

@CarlaJohnson

 

@KyleAkerman @cmcphillips @SFerika LOL! #cmworld

@SusynEliseDuris

 

@CMIContent A9 Sales has to pay attention to what resonates w/ customers — what made someone pickup the phone? #cmworld

@BobWest2

 

A10: Become less absorbed with the quick fix to the point of cutting corners and simply “do it right.” #CMWorld

@PatrickHayslett

 

@KyleAkerman @cmcphillips @SusynEliseDuris My 1st hands-on CRM access was at a small non profit. It rocked! #cmworld

@SFerika

 

@tracibrowne Agree. If they are the only ones who have the data, then they remain valuable and own that relationship #cmworld

@CarlaJohnson

 

@ScottLum The opposite is also true. #cmworld

@mikemyers614

 

A10: Super helpful when sales shares cust. story/words/ideas verbatim. Gives us ability to be in their shoes. #cmworld

@joecardillo

 

Agree-at the very least shadow sales @ScottLum A9 Marketers should spend a year as a sales person. It provides incredible insights #cmworld

@ElizabethEats

 

@tracibrowne @KyleAkerman @cmcphillips @SFerika Yep. Terretorial. Very. fear. based. #CMWorld

@SusynEliseDuris

 

@tracibrowne @KyleAkerman @cmcphillips @SusynEliseDuris I think that’s a key reason for incomplete/outdated data, nod #cmworld

@SFerika

 

A10 Understand that marketers need education and guidance too. Invite marketing into your world #cmworld

@CarlaJohnson

 

can’t really blame them much is on the line to keep job @SusynEliseDuris @KyleAkerman @cmcphillips @SFerika #cmworld

@tracibrowne

 

A10: Be patient. #CMWorld

@mikemyers614

 

Or at least 1 month embedded > MT @ScottLum A9 Marketers should spend a year as a sales person: incredible insights into customers #cmworld

@Greencognito

 

A10 sales should stop thinking of themselves solely as closers. They are farmers and hunters and gatherers. It’s a team #cmworld

@Brewbom

 

A10 Take time to talk to us and learn marketing’s world. We can deliver huge value but need to know what matters most. Prioritize. #cmworld

@CarlaJohnson

 

A 10 – I wish Sales would be open to collab, educ, and above all me helping them either w cust or prov them tools to help cust. #cmworld

@SusynEliseDuris

 

@SFerika @cmcphillips @SusynEliseDuris It made it SO HARD to give any marketing help. I was always guessing 🙁 #CMWorld

@KyleAkerman

 

A10. Be more responsive when I reach out – help me help you. #cmworld

@dwheeler11

 

@Brewbom I think a lot of the closer mentality comes from the top #cmworld

@tracibrowne

 

@tracibrowne @KyleAkerman @cmcphillips @SusynEliseDuris OTOH have seen co’s lockdown USB & cloud to keep sales from taking data #cmworld

@SFerika

 

Did we miss your question in today’s chat? Email cathy[at]http://contentinstitute.com and we’ll be in touch. #CMWorld

@CMIContent

 

@KyleAkerman @cmcphillips @SusynEliseDuris marketing by gut feeling/guestimation is frustrating for sure. #cmworld

@SFerika

 

A10 For sales to be more open. They deal with big customer challenges that marketing often never hears about. #cmworld

@CarlaJohnson

 

@tracibrowne @Brewbom Agree, and if you don’t take time to get head of sales to buy into mkting strategy, it’s an uphill battle. #cmworld

@joecardillo

 

A10 let marketing within ten feet of your customer…trust us more…you can stay in the room 😉 #cmworld

@tracibrowne

 

Gotta go. Ciao all. Enjoyed it. #cmworld

@billcush

 

@tracibrowne @KyleAkerman @cmcphillips @SFerika to keep their job, they have to be effective in Sales. they should be open to help. #cmworld

@SusynEliseDuris

 

@tracibrowne it is always the fault of the leaders. Always. #CMWorld

@Brewbom

 

TYVM for great chat, hot topic. Been away for a while but what a chat to return to! Enjoy your day 🙂 #CMWorld

@PatrickHayslett

 

Thanks to @carlajohnson for joining us on our #CMWorld chat today! A great topic with great advice and thoughts to help us.

@CMIContent

 

Awesome to see @cmcphillips recognized as a rising star by @markwschaefer & friends http://www.businessesgrow.com/2014/06/02/rising-social-media-stars/ #cmworld

@lindadessau

 

@tracibrowne @Brewbom Yes, focus on quarterly numbers rather than building long-term conversations & relationships #cmworld

@CarlaJohnson

 

Hello all 🙂 #cmworld

@ankit1989

 

A10 give marketing more access to customers & prospects so we can create better messaging, compelling content! #cmworld

@SFerika

 

@SusynEliseDuris Jerry “Help Me Help You” Maguire style #cmworld

@Greencognito

 

Thanks for another great chat! #cmworld

@lindadessau

 

@CMIContent @CarlaJohnson Yes, thank you very much! #CMWorld

@mikemyers614

 

@SFerika @KyleAkerman @cmcphillips and was actually how it was done in 80’s, 90’s, up to 2010. #CMWorld

@SusynEliseDuris

 

See our complete #CMWorld twitter chat schedule here. Next wk: Tone/personality of content w/@annhandley: http://contentmarketingworld.com/cmworld-twitter-chats/

@CMIContent

 

@CMIContent Thank you for having me! A great conversation today, always enjoy #CMIcontent weekly Twitter Chats #cmworld

@CarlaJohnson

 

@Greencognito Oh, I must forward you one of my posts that I used that video in it. @JerryMaguire #CMWorld

@SusynEliseDuris

 

@mikemyers614 Glad you joined us Mike! #cmworld

@CarlaJohnson

 

@CarlaJohnson @lindadessau @markwschaefer Thank you so much! It was definitely a nice way to start my day yesterday. 🙂 #CMWorld

@cmcphillips

 

I think we can offer all the help in the world but when someone’s job depends on the sale he makes today only…it won’t matter #cmworld

@tracibrowne

 

Find more info on @carlajohnson & Type A Communications at http://www.goTypeA.com #CMWorld

@CMIContent

 

@SusynEliseDuris @JerryMaguire yes please! #CMWorld

@Greencognito

 

Excellent insight @CarlaJohnson! You rock!! #cmworld

@SusynEliseDuris

 

Carla was awesome! @CarlaJohnson @CMIContent great insight! Fun topic #CMWorld

@Brewbom

 

See @carlajohnson + 100 other speakers at #CMWorld in Sept! Join us in #CLE: http://t.co/g3NJdAbCQ6. #contentmarketing

@CMIContent

 

@Brewbom @CarlaJohnson Indeed! Thanks for bringing in some added excitement to the chat, Andy! #CMWorld

@CMIContent

 

@Greencognito @JerryMaguire Oops. I meant #JerryMaguire. #CMWorld

@SusynEliseDuris

 

@SusynEliseDuris Thanks Susyn, loved your insights today! #cmworld

@CarlaJohnson

 

@SusynEliseDuris @CarlaJohnson Agree – thank you for making it, Susyn! #CMWorld

@CMIContent

 

@Greencognito Great to see you, Rich! Thanks for joining. #CMWorld

@CMIContent

 

@Brewbom Thanks Andy! And I’ll be in your beautiful city in just a few weeks. #cmworld #sandiego

@CarlaJohnson

 

Carla = #Content Rock Star. Holding up my lighter for an encore… @Brewbom @CarlaJohnson @CMIContent #CMWorld

@Greencognito

 

@SusynEliseDuris @SFerika @cmcphillips 50% of my marketing is working… #CMWorld

@KyleAkerman

 

Thanks for your insight @carlajohnson…boy am I going to regret saving 140 characters by using “spray&pray” term 😉 #cmworld

@tracibrowne

 

@Greencognito You made my day! #cmworld

@CarlaJohnson

 

@tracibrowne I’m sorry! Obviously you now know my trigger. 🙂 Thanks for being such a great part of the conversation today. #cmworld

@CarlaJohnson

 

Thanks for a great #cmworld chat @CMIContent @CarlaJohnson — lots of interesting side convo’s today.

@SFerika

 

@CarlaJohnson Thanks for the all the great knowledge in today’s @CMIContent #CMWorld chat. See you in Cleveland!

@KyleAkerman

 

@SFerika Great to have you here! Really appreciate all of your input #cmworld

@CarlaJohnson

 

@KyleAkerman Looking forward to it Kyle! #cmworld #cmicontent

@CarlaJohnson

 

Great resource here for those looking to understand content marketing better. #CMWorld twitter chat schedule. http://contentmarketingworld.com/cmworld-twitter-chats/

@BobWest2

 

@CarlaJohnson ditto TYVM for the #CMWorld chat

@Greencognito