Want more sales? Give sales something to talk about. A podcast with Lois Kelly of Foghound

Go to Portland, Oregon, and you’ll find everyone there talking about Voodoo Doughnut. They talk about the caffeinated doughnut. The chocolate-glazed chocolate doughnut rolled in Cocoa Puffs cereal. Or the voodoo-doll-shaped doughnut that bleeds raspberry filling when impaled with a pretzel pin.

Then there’s Innocent. The UK company launched a campaign called “Supergran,” in which English grannies knit little woolly hats for its seasonal winter smoothies (so the bottles don’t catch a cold).

I’m not talking a couple of grannies, either. Because of the demand for the hats (and the smoothies), Innocent lined up enough grannies to knit 230,000 of them in 2006. Even better, it donated a portion of sales revenues, 50 pence per hat-wearing smoothie, £115,000 ($225,000) total, to Age Concern, a charity dedicated to keeping older people warm in the winter.

And you never thought a bottle of juice could be a conversation piece.

The point is that people talk about the exceptions or the unexpected. In B2B technology, either services or products, it’s a little hard to wrap your technologists in woolly hats or roll them in Cocoa Puffs. So we asked the expert, Lois Kelly, for her opinion on how to give your sales team more tools to create conversations. So for some tips, check out our podcast …

Want more sales? Give sales something to talk about. A podcast with Lois Kelly of Foghound

About Lois

Lois Kelly is the founder of Foghound, a communications consulting firm that helps companies more easily talk about their business or products in interesting ways. Clients have included Sun Microsystems, FedEx, and others. Previously, Lois was senior vice president of The Weber Group, one of the largest PR firms in the world. Her articles have appeared in USA Today, The Wall Street Journal, Brand Week, Advertising Age and other publications. Don’t miss Lois’s new book: Beyond Buzz: The Next Generation of Word of Mouth Marketing

Written by Paul Dunay
Paul Dunay is an award-winning B2B marketing expert with more than 20 years’ success in generating demand and creating awareness for leading technology, consumer products, financial services and professional services organizations. Paul is the global vice president of marketing for Maxymiser a leading web optimization firm, and author of four “Dummies” books: Facebook Marketing for Dummies (Wiley 2009), Social Media and the Contact Center for Dummies (Wiley Custom Publishing 2010), Facebook Advertising for Dummies (Wiley 2010) and Facebook Marketing for Dummies 2nd Edition (Wiley 2011). His unique approach to marketing has led to recognition of Paul as a BtoB Magazine Top 25 B2B Marketer of the Year for 2010 and 2009 and winner of the DemandGen Award for Utilizing Marketing Automation to Fuel Corporate Growth in 2008. He is also a finalist for the last six years in a row in the Marketing Excellence Awards competition of the Information Technology Services Marketing Association (ITSMA), and is a 2010 and 2005 gold award winner in Driving Demand. Buzz Marketing for Technology, Paul’s blog, has been recognized as a Top 20 Marketing Blog for 2009 and 2008, a Top Blog to Watch for 2009 and 2008, and an Advertising Age Power 150 blog in the “Daily Ranking of Marketing Blogs.” Paul has shared his marketing thought leadership as a featured speaker for the American Marketing Association, BtoB Magazine, CMO Club, MarketingProfs, Marketing Sherpa, Marketing Executives Networking Group (MENG), and ITSMA. He has appeared on Fox News, and his articles have been featured in BusinessWeek, The New York Times, BtoB Magazine, MarketingProfs and MarketingSherpa. Paul holds an Executive Certificate in Strategy and Innovation from MIT’s Sloan School of Management and a bachelor’s degree in Marketing and Computer Science from Ithaca College.