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6 steps to writing a better Request for Proposals, a primer

Confluent Forms

We believe strongly in Requests for Proposals (RFPs) as a tool for companies to find the best products and services at competitive prices, but also as an evaluation method for finding that elusive "best fit". Step 6: determine your evaluation criteria Is pricing your only evaluation criteria or are you looking for the best fit and the best project for your budget?

B2B Websites: To Publish Prices, Or Not To Publish…That Is The.

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website B2B Websites: To Publish Prices, Or Not To Publish…That Is The Question by Achinta Mitra on June 12, 2010 in Industrial Marketing Strategies , Sales Strategies , Website Design & Development Do you show prices on your B2B website? Why do we need prices on B2B websites? There is no secrecy.

5 quick tips to writing better proposals (RFP responses)

Confluent Forms

articulate what makes you the best choice (and not the price!) Too often companies fall back on pricing as the greatest differentiators between them and their competition. By focusing on price you end up with two problems: there will always be someone that underbids you and you're not bidding the project but instead what you think the competition will bid on the project. which greatly skews your pricing and sets you up for later failure. So instead of focusing on the price, focus on YOU. The best way to show a client you're a good listener? Doubtful!

7 Reasons Why Marketing Automation Projects Fail


If you sell low-priced widgets with a very short sales cycle, Marketing Automation won’t help you. Needless to say, Marketing Automation software is very popular today. It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee. Okay, I made up the part about brewing coffee. Unclear Prospect Profile(s).

Sacramento marketing consulting company | B2B marketing consulting specialists | Business Communications Group

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Lori Thielen , Marketing Director, Sutter Health Sacramento Sierra Region More client comments >> Case Studies Featured e-Book Six marketing gotchas CEOs can avoid Featured Blog Post B2B marketing ROI of a blog - with traffic and leads chart (6/19) More blog posts >> Featured News Business Communications Group introduces fixed price marketing services packages More news >> Copyright ©2009 Business Communications Group, LLC. Gia McNutt , CEO, SOS "Business Communications Group came strongly recommended by those in its industry. All Rights Reserved.

How To Price Software Without Just Rolling The Dice

Everything Technology Marketing

Pricing of new software products is one of those things that poses quite a challenge to even the most sophisticated product managers and marketers. Too often pricing is guesswork or based only on comparable products in the market, which inevitably leads to a price that doesn't optimize profits overall. How To Price Software Without Just Rolling The Dice " compiles some critical lessons most of us have learned the hard way over the years. What are your thoughts and advice on software pricing Check it out.

My List of Demand Generation Vendors, and Who They Sell To

Customer Experience Matrix

The systems have very low starting prices tailored to low volumes. Most offer a CRM option (typically priced at $10 to $20 per seat per month) for companies who don't want to pay for Note: I've put Genoo and NurtureHQ into this category based on their price and what I can tell from the Web sites. Prices are a little lower than for products in the Small/Mid Size category, but the difference isn't usually that large. Pricing tends to be higher and more complicated, allowing buyers to pay for specific components as needed. Here it is.

Infusionsoft: Impressive Marketing Power for a Very Low Price

Customer Experience Matrix

But most of us still assume there is a reasonable relationship between price and value. This is why it’s hard to imagine that low-priced software can deliver similar performance to mainstream products. Infusionsoft pricing starts at $199 per month for a system limited to 10,000 leads and 25,000 emails per month. Note: in July 2009, Infusionsoft dropped its implementation fees. Other prices were unchanged.] Two economists are walking on the street. One looks down and sees a $100 bill. He points it out to the other, who says, “It must be counterfeit.

Marketing Shoelaces

Junta 42

This is partly because of what our personal preferences are and partly because of what is available (and at the right price). No one seems exactly sure when, but shoelaces became popular sometime in the 20th century to better tighten shoes, replacing buckles and buttons (which were slow and cumbersome). Shoelaces are odd to me. The technology exists today that we can manufacture any type of shoe, dress, casual or sport, without the need for shoelaces. There is no need to tighten shoes, because the shoe itself can loosen or tighten, depending upon the need. And no shoelaces.

RFP Etiquette: Dos and Don’ts for Business Matchmaking

Confluent Forms

The original article was posted here on July 21, 2009. Online business, and RFPs, enable a vendor in western Massachusetts (like my company) to win projects from organizations located in Manhattan, beating out local companies because we can offer superior value and competitive pricing. The following interview/article was conducted by Vince Giorgi, Vince President of Hanley Wood Marketing for his blog, Touch Point City. In case you haven’t heard, online marketing and media conversation has been buzzing in recent days over an incident involving a request for proposal (RFP).

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Pricing B2B Solutions with Customer ROI

Tom Pisello

Monday, April 19, 2010 Pricing B2B Solutions with Customer ROI A recent article "How to price IT products in 7 steps" by Arpon Kar caught my eye about how vendors should use ROI to properly price solutions. 7.Discount that sum by the operating profit margin of your client, and quote the calculated price. 6.Sum up the discounted benefits. Good article. Powered by Blogge

Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies

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So click here to find out whether they changed my mind… Read more… Stan Woods | June 16th, 2009 | one comment The Content Marketing Workbook It’s here. Read more… Doug Kessler | June 11th, 2009 | 3 comments Choose your patients carefully The most respected surgeons in the world have the best survival rates. Here’s why B2B marketers should do the same thing… Read more… Doug Kessler | June 8th, 2009 | no comments Featured post The Content Marketing Workbook It’s here. Come and get it! Come and get it! World&#. See it here.

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7 Critical Steps to Getting Effective Survey Results

Savvy B2B Marketing

Tackling price, take rate, messaging and usage in one survey can be too much in one study especially if you have a complicated product. We are very pleased to have Wendy S. Cobrda, President and Founder of Earthsense as a guest blogger this week. So, you’ve been tasked with finding facts on product usage by your customers. Focus – Brevity and clarity counts. Budget for it.

The Fun Theory: How to Change Behavior

The Effective Marketer

This entry was posted on Monday, November 30th, 2009 at 8:00 am and is filed under Communication , Marketing Strategy , Social Media. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking The Fun Theory: How to Change Behavior How do you change people’s behavior? Some food for thought. United States License.

The 24 Best Visual Content Creation Tools


Pricing: free, $12.95/month, or enterprise pricing by quote. Pricing: free to $75 per month. Pricing: free. Pricing: free, $20 per month, $125/month, and enterprise pricing by quote. Pricing: $460 to $2,100 per month. Pricing: free. Pricing: $10 per month. Pricing: free. Pricing: free or $5 per month. 1) Canva.

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Webinar Presentations That Suck « The Effective Marketer

The Effective Marketer

This entry was posted on Monday, May 25th, 2009 at 7:43 pm and is filed under Communication , Webinars. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Webinar Presentations That Suck You are not even 3 minutes into the webinar and you know it: The presentation will suck. Practice. United States License.

Marketo Sales Insight Expands Salesforce Access to Marketing Data

Customer Experience Matrix

At Marketo’s price of $49 per seat, a 20-user license would bring in another $1,000 per month.'s Genius Pro, a somewhat similar tool that helps sales people track prospect activities, is also priced at $49 per seat.)Compare They also explain why some vendors have been willing to sell to new clients at very low prices. Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. It lets Marketo sell seats to sales departments, which could be more lucrative than selling its core demand generation system.

Smashmouth Review - LeadLander - Who's Really Visiting Your Site?

Smashmouth Marketing

Pricing starts at $160 per month for small companies and goes up from there depending on your company size, website usage, etc. We thought it might be interesting to augment our thought leader interviews with some demand gen product reviews. We are keeping the reviews independent--actually using the products/services, and then critiquing them. I had heard about LeadLander from a competitor (surprisingly, not all competitors are enemies.that's another blog post). They meet their promise. The following took place in the last 3 days. Day 1. Day 2. Day 3. Presto.Leads!

Comparing B2B Online Data Sources - New Research

Acquiring Minds

Watch out for list hustlers - If the price sounds too good to be true, then it probably is. At last year's MarketingProfs B2B Forum , I met Ruth Stevens , consultant, author, columnist, educator and B2B guru. Ruth was planning an analysis of online data providers and was considering some options for structuring the approach. Just this past week, Ruth and co-author Bernice Grossman , president of DMRS Group , a marketing consultancy, released an interesting study of major online sources of B-to-B data (Thanks to Ruth for acknowledging in the appendix my modest contribution). branches).

B2B Search Marketing: 5 Must-Read Tips - Online Marketing Blog

delicious b2bmarketing

Home About Resources Archives Subscribe Consulting Contact 5 Must-Read Tips for B2B Search Marketing Comments | Posted by Michelle Bowles on Dec 4th, 2009 in B2B , SEO , SEO Tips [Note from Lee: A few weeks ago, Michelle wrote a great post on Retail SEO tips and this week, Ive asked her to tackle B2B SEO and general search marketing tips, since one-size SEO does not fit all programs. Enjoy!]

P2P 7

Genoo Aims to Shake Up Marketing Automation Market


Pricing starts at $199 per month for a single user and microsite, with no limit on the number of leads in the account, plus $8.50 With a boatload of advanced features and an affordable price point, Genoo hopes to earn a spot on the shortlist for any marketing automation / lead gen purchase. Note: this post was originally published on the WebMarketCentral blog in September 2009. Marketing automation / demand generation software enables marketers to build microsites and use content marketing to capture leads and nurture them through the buying process. per 1,000 emails sent.

Six Steps to a Successful Small Business Content Marketing Strategy

Content Marketing Today

In 2009, most small businesses do have websites and the term, ‘content marketing,’ has gone from obscure to fashionable. I think it’s much more powerful than its 19-year-old predecessor, "Always low prices." How to go from clueless to compelling to transform prospects into buyers. In fact, they build on what have long been best marketing practices.

Smart Marketing: Small Business Marketing Lessons: Learning something from Gas Prices

Smart Marketing

A Tip for Your Small Business Marketing Plan Archives January 2009 December 2008 November 2008 October 2008 September 2008 August 2008 July 2008 June 2008 May 2008 March 2008 Other cool marketing blogs B.L. Its the "immediate price increase" capability that gas stations now have. But now, a price advance is just a mouse click away. And the price fluctuated constantly?

6 Reasons Why Your Blog Is Your Most Important Social Media Tool

Content Marketing Today

That’s three for the price of one. It’s much more powerful than those young whippersnappers–Twitter and Facebook. We often talk about the need to develop a content marketing mindset. This requires companies to think like publishers. At its most basic sense, social media is a shift in how people discover, read and share news, information and content. Not bad.

Best of 2009 (So Far): Cool Web Tools, Part 1


Find them all and others here in the first set of the best cool web tools for 2009. Pricing ranges widely from $19 per month for the individual option to $299 per month for the professional version, but there's a 30-day trial for the curious to try this out. Looking for a slick tool to easily build branded widgets? Maybe a cool application for online project management? And it's free.


Content Shock: Why content marketing is not a sustainable strategy

grow - Practical Marketing Solutions

When supply exceeds demand, prices fall. But in the world of content marketing, the prices cannot fall because the “price” of the content is already zero — we give it away for free. Fast forward to 2009, the year I became a serious content creator. When supply exceeds demand, prices fall. Paying people to read our content? Does that sound crazy?

Smart Marketing: Small business pricing; The metrics behind Radioheads marketing move

Smart Marketing

A Tip for Your Small Business Marketing Plan Archives January 2009 December 2008 November 2008 October 2008 September 2008 August 2008 July 2008 June 2008 May 2008 March 2008 Other cool marketing blogs B.L. Clearly, given the chance to pay what theyd like, consumers will take this opportunity to pay less than the stated price. marketing ave. Paste into your feed reader of choice.

According To CMOs This Is Priority One For Consumers

It's All About Revenue

Low Price. Low price? Look at the undeniable parallel between price and service from 2009 to 2015? As the attention to price has decreased as the economy has recovered, the focus on service as increased. Naturally price will always play some role - that's a given. But it appears, as least in the eyes of CMOs that price is not the driving force it once was and now CX is front and center. Earlier this year, Duke University’s Fuqua School of Business released its latest iteration of its CMO Survey. Excellent Service. Trusting Relationship.

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Projects defy “iffy” economy


The Business Journal recently posted Changing home prices in the Top 100 metros. Paul the peak year for housing prices was 2007 (1st quarter only) with a change in housing prices since the peak of -7.14%. But there’s good news too — the 10-year change in housing prices was 74.63%. In Minneapolis-St. are still taking the plunge.

Business Value of Social Networking

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Business Value of Social Networking by Achinta Mitra on July 29, 2009 in Social Media Marketing , Social Networking Saw a very interesting video where Seth Godin talks about how useful social media is to businesses. But like many b-to-b marketers, I’m not sure how it has impacted my business. All Rights Reserved.

Cost per Advocate - the new CPA Model!

Buzz Marketing for Technology

Those unwilling marketers like me who were not willing to pay the Internet bubble prices for CPM (cost per thousand) impression based model demanded a more accountable model from our media partners and CPA (cost per acquisition) was born. The stronger the profile of an individual the higher the price it will be to reach them.


Citrix Email Campaign Crashes on Takeoff

The Point

First, there’s the leading candidate for Most Frequently Used Email Opening of 2009: “In these challenging economic times …”. Scratch that: it’s actually a price quote. Granted, I’m already sold on the value of Web conferencing, but even then, the email below from Citrix (makers of GoToMeeting ) leaves me thoroughly underwhelmed. I can do that today. Why do I need GoToMeeting?

You can’t Restructure your Way to Transformation

Buzz Marketing for Technology

Right now strategy is about projects going on in 2009 to stay relevant! But in 2009, 100% of your projects can’t simply be incremental Box 1’s, because the world is changing. Did the price come down - yes but what they learned was a US Box 1 business model adapted for India won’t work! Takeaways on a speech by Dr Vijay Govindarajan speaker at the World Innovation Forum.

A List of B2B Lead Qualification Criteria by Category

Sales Lead Insights

Action taken (Attended webinar, downloaded whitepaper, requested pricing, spent time on certain Web pages). I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and started listing them by category. Here’s what I came up with so far: Firmographics (Industry, company size, location). Contactability (Phone number, email address).

Relationships Salespeople's Biggest Competitor

Digital Body Language

Whether it is insights into their business, unique perspectives of industry trends, anecdotes of what others in the industry are doing, or access to negotiation options on pricing, service, or terms. Truly great sales skills are both rare, and genuinely valuable in the overall revenue creation process. Google. The reason is not economics, as this trend was here in good times and in bad.

If you are better, you should look better.


The goal of branding is to delight customers so that more people by more things for more years at a higher price,” he said. Today I found this really excellent example of a roofing contractor website. It was mentioned in a Roofing Contractor column, The Power of Branding , by Chris King. Chan Kim and Renee Mauborgne. One key is to stand out from competitors in a crowded marketplace.

Google, branding, and the beauty of zero

grow - Practical Marketing Solutions

Nike has spent millions to groom and nurture their brand and cutting the price only diminishes their premium image. So what would you think of the brand image of a product that has a price of ZERO? That started a round-robin of tweets (yes, pun was intentional) regarding why it had to be free and the impact that price would have on brand equity.