Story Selling in A Winning B2B Integrated Marketing Campaign

See on Scoop.itB2B Sales & Marketing

The year is 2008 and you are in the Financial Services Business.


“How do you turn a quiet, sales-driven organization into a B2B marketing powerhouse?”


“Consider the story of Lincoln Financial Group, a traditionally sales-centric organization… The 106-year-old financial services, insurance, and annuities company…”


“Lincoln Financial had previously conducted research showing that the more people take charge of their lives, including their finances, the better they feel about the direction of their lives.”


“We sometimes think that because we’re talking to the business or consumer community, our advertising doesn’t need to be emotionally driven,” said DePeau. “You need to do that plus help educate the consumer, as opposed to just talking to them.”


“While others in the category seemed to be drawn to using fear in their advertising, we felt the time was right to try a new, more optimistic approach.”


“…the campaign showcased a video of women of all ages showing how they take charge of their lives and provided educational content to help women do just that. The PR focused on the research results. The Chief Life Officer ads continued the “take charge, optimistic theme,” which was reinforced in social media.


“And how has the integrated campaign done?”


Read the success story here:

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