“The best or nothing”—that was Mercedes-Benz’s tagline for years. But marketers were noticing a concerning trend. “What that actually did was it made people feel like, ‘I’m not ready to graduate to the brand yet. Maybe I’m not ready. I’m not the best in my career yet. So maybe I shouldn’t reward myself with that Mercedes-Benz,” Monique Harrison, head of brand marketing, Mercedes-Benz, shared during an executive panel discussion at From Day One’s Atlanta marketing conference. 

Instead, the company has made a concerted effort to become more relatable to different segments of the population through targeted advertising and brand ambassadors for audiences interested in $40,000 vehicles, million-dollar sports cars, and everything in between. “It’s about finding opportunities to be that human connection in varying places with a diversity of perspectives,” Harrison said. 

In the age of information overload, compelling storytelling can set a brand apart from the barrage of mediocre content. How can marketing teams craft content that truly engages when audience attention is scattered and fickle? What strategies ensure that brand storytelling is consistent across channels yet tailored to each platform and audience? Panelists shared their insights in this session moderated by Kelly Yamanouchi, business team lead at the Atlanta Journal-Constitution.

The Evolution of Brand Storytelling 

Past iterations of brand storytelling, says Sarah Stansberry, SVP of marketing at Fiserv, were extremely direct, emphasizing the quick definition of what the product or service offers. There is now a greater focus on creating compelling, results-driven narratives. “How do we take the complex, make it simple, and make that simple [message] compelling?” she said. 

Understanding your audience is central to effective brand storytelling. “Storytelling is actually story living,” said Anise Mastin, VP & general manager of global marketing at SAP. “Research substantiates that when we can step into the shoes of our targets, our storytelling gets better. Be the type of marketer that can understand their top three needs, the daily things that they need to do, and the obstacles or pains that stop them from doing that.” 

But it’s not always easy to reach your audience. “As we look at how to tell a story, grab the attention, and cut through the clutter, it’s so much harder now because of the lack of attention and the fragmentation that we’re dealing with,” Harrison said. 

Fragmentation is a relatively new and increasingly pressing challenge, as audiences are spread across multiple screens and services. “Ten to 15 years ago, I sat on a panel that [tackled], ‘Is it about driving brand love, or is it about driving performance?’” said Dani Cushion, chief marketing officer at Teads. This is where the number of channels across the customer journey is an advantage rather than a challenge. “The data actually allows us to help engage with the consumer in a way that adds value, and the storytelling then becomes more about how you actually engage folks throughout the whole customer journey, instead of a binary choice.” 

A Major Marketing Shift: Access to AI

The introduction of AI is also disrupting how marketers traditionally approached brand storytelling. “It’s so much harder today, because you’re not only storytelling for the consumer, you’re storytelling for AI, and what AI will actually bring to market on your behalf,” Harrison said. Social media, which is also ever-evolving, is an important part of the marketing process, but should be used intentionally, with careful research, A/B testing, and an understanding of which platforms your intended audience prefers. “Don’t think of it as a megaphone. Think of it as a targeting tool,” Stanberry said. 

AI can be deployed on the marketing side, not just by audiences, but exercise caution. Like social media, it is also just a tool, not a replacement for human intuition. AI can expedite support research and speed up responses to customer inquiries, says Mastin. “But it’s not coming for your judgment. It needs a human to be able to take the action,” she said. “It cannot build brand loyalty, customer loyalty.” She warns that AI is the tool, not the solution; even when it provides important insights, it’s up to the human staff to create action plans based on those insights and continue to measure KPIs and business impact. “You can build something actionable, measurable, and repeatable.”  

In terms of content creation, AI can be useful and often faster than human production, but its capacities are limited, so save it for quick, lower-stakes projects. “AI plays a role when we want to tell the story [a certain] way, where it can be a little bit faster and not perfect,” Stansberry said. 

Cushion’s team deploys AI “not to replace creatives, but to inform,” using it to pre-test narratives through predictive analytics to understand how consumers engage with specific ads. “It does allow us to make sure that we are packing a whole lot of powerful intelligence into every single impression so that we’re not wasting money up front, and then optimizing later,” she said. AI also helps her team identify the best channels for specific ads. 

Carving Out Your Niche 

Differentiating your brand is all about connection, says Mastin. This spans from building a relationship with the customer through driving awareness as they learn about the product, to maintaining their favor even as they compare you with others. “Recognize what your competitors are doing but know your product so well and why it’s differentiated, that value proposition, and how you can say it, by stepping into your target’s shoes so that they’re going to say, ‘I want more,’” Mastin said. 

Engagement and attention are among the highest-value metrics marketers need to prioritize today, says Stansberry. And customers are craving authenticity. Stansberry’s organization humanizes its marketing by highlighting corporate community engagement and client success stories. This is why Harrison’s team at Mercedes-Benz has begun using celebrity brand ambassadors who are not only influential but also relatable, rather than those who might read as authoritative. “Put yourself in the shoes of the customer. How are you going to feel when you hear? How are you going to feel when you see? Those things play a major role in how we choose those that represent the brand,” Harrison said. 

Marketing and communications professionals, Cushion says, are naturally empathetic and often mission-driven. And they must be nimble. When leaders task them with changing direction, Stansberry said, “Being clear is kind. The more transparent you can be and say why it matters, [how] what you’re doing is going to impact the end result,” the more effective you will be.  

Mastin’s top advice for marketers in a climate of constant change: “Don’t be tied or married to content. Be tied or married to success. Be always willing to change and be agile.”

Katie Chambers is a freelance writer and award-winning communications executive with a lifelong commitment to supporting artists and advocating for inclusion. Her work has been seen in HuffPost, Top Think, and several printed essay collections, and she has appeared on Cheddar News, iWomanTV, On New Jersey, and CBS New York.

(Photos by Josh Larson for From Day One)