EMagine B2B Blog

MAY 19, 2015

Unwillingness to take a call to discuss the RFP, answer our questions and get to know us outside of “a vendor”. Making a decision based on nit-picky items such as the perfect font and size of the font (Your website, understandable… an RFP, really?). Making a decision without speaking with any references.

RFP 40

RFP Work Management Marketing Websites Marketing Management 40

BOP Design

JANUARY 13, 2021

For businesses seeking to increase leads and boost sales, building a professional B2B website is important – but it’s not enough. In this blog, we discuss essential website features that will maximize conversion rates on a B2B website. Read more: What high converting B2B websites have in common. Clear CTA.

Marketing Websites 119

Marketing Websites B2B Top of Funnel Case Studies 119

Walker Sands

OCTOBER 12, 2020

We sat down with our B2B aficionado Juliana Allen, SVP of PR at Walker Sands , to ask her views on how B2B companies in AI, security and beyond can be most successful in finding their perfect agency match. If I take the RFP route, what should be included in that? Where should I start?

Advertising Agencies 52

Advertising Agencies PR Paid Search Agency Ad Agencies 52

Marketing Insider Group

NOVEMBER 8, 2016

We used to say, “sell ahead of the RFP.” As a result of recent client work, I’ve re-examined CEB’s Challenger Customer for clues on how to improve B2B sales […]. Then, for more than a decade we’ve been telling clients, “sell ahead of your competitive herd.” Now we’re telling them, “sell into the ‘hidden opportunity market’.”

RFP 213

RFP B2B Sales Marketing B2B Marketing 213

PathFactory

MARCH 4, 2021

While ABM is not a new concept, recent studies from eMarketer showed only 17% of B2B marketers worldwide said their ABM program was mature and driving strategic growth. If you create a buying vision with this market, you will get significantly higher deal sizes and you will not have to worry about an RFP. You will be a party of 1.

Top of Funnel 111

Top of Funnel Account Based Marketing Paid Search Agency ABM 111

Vidyard

JULY 29, 2014

While writing one of these babies is a time-consuming process, a request for proposal (RFP) gives you the opportunity to outline your requirements for implementing a new piece of software or service, and ensure you get the best value for your investment. They also have a helpful Slideshare. 3 Questions You Gotta ask!

RFP 50

RFP Marketing Automation Services Marketing Automation Automation 50

Zoominfo

APRIL 21, 2020

If your foot in the door to a target client starts with an RFP/RFI , spend some serious time on the content of your answers. And you can make it show through your RFP/RFI responses. Once you have an answer you’re proud of and passionate about, you have to be able to communicate it and prove it. Messaging is important.

Work Management 221

Work Management Marketing Management Vendors RFI 221

Heinz Marketing

MARCH 2, 2019

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. Never Respond To An RFP That You Didn’t Write! Maybe you shouldn’t be spending your time chasing RFPs. 4 Ways to Build Transparency as a Leader. Thanks, Tammy Perkins.

Transparency 62

Transparency RFP Account Based Marketing B2B Thought Leadership 62

Heinz Marketing

MARCH 31, 2018

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. In the meantime, here are some B2B Reads we love: What coaching an eight-year-old girls’ basketball team taught me about marketing. Why Your RFP Response Rarely Wins.

Demand 51

Demand RFP B2B Thought Leadership B2B 51

thePoint

JULY 21, 2020

This third blog post of the “7 things a CEO needs to know about marketing” series focuses on the B2B buyer journey. B2B Buyer Journey. Figure 1 – The B2B buyer journey. By the time someone is creating an RFP/RFQ, they have formed a fairly solid view on what products or solutions might fit.

Buyer's Journey 52

Buyer's Journey B2B Marketing RFP B2B 52

Biznology

OCTOBER 29, 2019

If you’re a B2B marketer, especially a services provider, your environment is about to be upended. Use of ratings and reviews sites in B2B. Comparison sites in the mold of TripAdvisor and Yelp have entered the B2B buying process, especially in crowded categories like software and services. We know this, but are we stepping up?

Enterprise Management 135

Enterprise Management Work Management Buy Marketing Management 135

KoMarketing Associates

NOVEMBER 19, 2015

Business relationships rely on some of the same data points but are often distanced from targets and customers by geography, station (status in the food chain of the individual with final say-so) and decision-making protocols like RFP docs, requisition requests, and other confounding red tape. Keep Hunting.

B2B Marketing 180

B2B Marketing Planning Eye-Tracking RFP 180

chiefmartech

FEBRUARY 8, 2021

This past weekend, I read McKinsey & Company’s latest report, A shift to digital: how COVID-19 has changed selling models for B2B companies. In McKinsey’s study, 74% of B2B decision makers say these new selling models are as effective as or more effective than pre-COVID-19 models.

Enterprise Management 141

Enterprise Management Marketing Management RFP Forecasting 141

Sana Commerce

AUGUST 27, 2022

Discover everything you need to know and do to start your B2B e-commerce project. Whether you are a small business or a large company, every successful B2B e-commerce implementation starts with the following 10 steps. Discover more B2B e-commerce KPIs for online sales. “E-commerce Focus on your B2B customers’ needs.

Enterprise Management 95

Enterprise Management Work Management Marketing Management Marketing Budget 95

Martech

JANUARY 21, 2022

Account-based marketing is having its moment as B2B marketers are jumping on the idea of orchestrating outreach to their most valued accounts. Decide whether or not you need to engage in a formal RFI/RFP process. But how do you make sure you are choosing the right platform for your organization?

Account Based Marketing 116

Account Based Marketing Marketing Automation Services Marketing Management Vendors 116

Martech

JULY 29, 2022

Most B2B marketing organizations today practice some kind of account-based marketing (ABM) strategy. Decide whether or not you need to engage in a formal RFI/RFP process. The most effective RFPs only request relevant information and provide ample information about your brand and its ABM needs. Questions to ask at the demo.

Enterprise Management 105

Enterprise Management Marketing Automation Services Marketing Management Account Based Marketing 105

Sana Commerce

MAY 31, 2022

You want to ensure that your company welcomes a B2B portal and embraces it as part of its regular day-to-day business. Educate yourself about the benefits of B2B integrated e-commerce. Convince all stakeholders in your organization of the value of B2B integrated e-commerce. How will this PPT template help you?

Template 52

Template RFP Vendors Education 52

DiscoverOrg

MARCH 22, 2017

The problem with the second way (RFP method) is it assumes data is a commodity. Go ahead and do the RFP style analysis – get counts on companies and contacts in your TAM and meeting your ICP – but don’t stop there. The fact is data is not a commodity, and we can’t treat it as such. Do you need bed count data for hospitals?

Ideal Customer Profiles 176

Ideal Customer Profiles Video Marketing RFP Marketing Management 176

ViewPoint

AUGUST 16, 2018

It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. So much so that many reps often ignore every lead they don’t consider hot. Long-term leads often prove to be more valuable than those slated for a short-term decision.

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

Avitage

OCTOBER 22, 2016

We used to say, “sell ahead of the RFP.” ” Now we’re telling them, “sell into the ‘hidden opportunity market’ ” As a result of recent client work, I’ve re-examined CEB’s Challenger Customer for clues on how to improve B2B sales practices, especially for sales content.

RFP 120

RFP B2B Sales Marketing & Strategy Marketing 120

ViewPoint

SEPTEMBER 13, 2016

It’s like responding to the RFP that you haven’t written. In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. Your only way to win is by price and even that is low odds. High performers don’t care about this.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

Biznology

OCTOBER 3, 2014

Despite the success this tactic has had in the B2C space, B2B marketers have been slow to adopt it. After all, there’s not much space for storytelling in your average RFP. However, this is a shortsighted view—after all, good storytelling helps get you those RFPs to fill out in the first place. Show, don’t tell.

B2B Marketing 80

B2B Marketing RFP B2B Storytelling 80

Rev

MAY 21, 2018

What Google, Facebook, and B2B Media Companies Don’t Want You to Know. Companies like Bombora and The Big Willow have arrangements with numerous B2B publisher sites to license this same behavioral data on those sites. Acquisition costs in B2B can easily be $3k to $5k and more per closed-won deal. There are several problems.

Intent Data 122

Intent Data Intent Lead Ranking Lead Scoring 122

Engagio

OCTOBER 16, 2017

In part 3, you’ll learn how to evaluate the myriad of ABM vendors in the B2B space so you end up with the best solution that meets your needs. The best place to start is with a Request for Proposal (RFP). View the ABM RFP template. Now, let’s dive into the components of an RFP. Services & Support.

Work Management 54

Work Management Marketing Management Marketing Automation Services Account Based Marketing 54

KoMarketing Associates

APRIL 23, 2013

Despite this reality, there are still several benefits to advertising for your own brand, especially for B2B marketers, including: The High CTR% associated with branded search can have a positive impact on account wide quality scores. In B2B leads generally need to be nurtured much more than in the B2C space. What About B2B?

Paid Search Agency 120

Paid Search Agency Search Marketing Lead Scoring Lead Ranking 120

Hubspot

DECEMBER 9, 2020

That point seems to be consistent with a 2018 study from Miller Heiman Group which revealed that roughly 70% of B2B buyers fully define their needs before engaging with a sales representative. They give an example of a top business services salesperson who walked into an hour-long RFP presentation with several executives.

Work Management 94

Work Management RFP Phishing Bundling 94

Hubspot

MARCH 10, 2021

Plus, for both B2B and B2C businesses, How to Guides are often necessary components of a healthy lead generation strategy. There's a world of difference between readers who search "what is an RFP", and those who search "How to write an RFP". The B2B How to Guide. and "What should be included in a 90 day plan?"

Examples 101

Examples RFP Lead Scoring Lead Ranking 101

Marketing Craftmanship

JANUARY 5, 2020

Before reaching out to you or sending an RFP, prospects will determine whether your firm is a “safe choice” based on the same method they use to select a restaurant, a movie or golf course. They’ll form an opinion based on publicly available information they find online.

RFP 165

RFP Thought Leadership Opinions Validation 165

ViewPoint

AUGUST 9, 2016

It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. So much so that many reps often ignore every lead they don’t consider hot. In reality, long-term leads often prove to be more valuable than those slated for a short-term decision.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Demand 120

Golden Spiral

NOVEMBER 15, 2018

Selecting an agency is difficult decision for a B2B tech company — and the Chief Marketing Officer — to make. Make sure the agencies you’re considering have B2B experience. Many companies opt for an RFP as a way to easily weigh the pros and cons for each agency. Making the right choice can make you feel like you won the lottery.

Paid Search Agency 54

Paid Search Agency Advertising Agencies Work Management Marketing Management 54

Launch Marketing

JANUARY 24, 2018

Too many B2B organizations believe they can get by without having a marketing strategy. These assumptions are moving farther and farther away from being true as B2B buyers, individuals or organizations, require much more information and product education before making a purchase. Furthermore, the demographics of B2B buyers is shifting.

Organization 50

Organization B2B Marketing Planning B2B 50

ViewPoint

JUNE 24, 2016

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

Webbiquity

JULY 6, 2010

How to Write an Ad Agency RFP. Small companies don’t bother with agency RFPs (nor should they) and even mid-sized companies use them less today than in the past. The One Effective Use of Facebook for B2B Marketing. What percentage of consumers and b2b buyers read blogs? This one surprised me. Share this on LinkedIn.

RFP 100

RFP Paid Search Agency Advertising Agencies Digg 100

ANNUITAS

AUGUST 28, 2012

Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. Not long ago DemandGen Report ran a research report focused on the B2B buyer. of B2B buyers answered “no” to this question, a signal that indeed the traditional ways of buying are a thing of the past.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Leads 100

ANNUITAS

AUGUST 28, 2012

Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. Not long ago DemandGen Report ran a research report focused on the B2B buyer. of B2B buyers answered “no” to this question, a signal that indeed the traditional ways of buying are a thing of the past.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Leads 100

Aberdeen

MARCH 19, 2020

It’s amazing how so many B2B marketing and sales organizations rely solely on the MQL as the start of their process. The goal of the B2B buyer/researcher is to remain anonymous for as long as possible and do as much research as they can outside of a vendor website or even vendor branded content. The End of the Beginning. The bad news?

Lead Ranking 69

Lead Ranking Marketing Qualified Leads Top of Funnel MQL 69

Strategic-IC

FEBRUARY 16, 2021

With an audience of B2B Marketers eager to ask Jo Robson and Alex Embling questions about the ABM programme and its implementation in their own businesses, these are the Q&A highlights. Jo: We recently had this question from our New Logo team who were actually answering an RFP, so already in that process.

Account Based Marketing 71

Account Based Marketing ABM Ideal Customer Profiles Demand Generation Agencies 71