Pam Didner

AUGUST 12, 2019

A messaging framework is a logical and structured representation of your products’ and services’ unique promises and differentiation. . Sales knows what to highlight as key differentiators. In B2B marketing and technology sales, you many use benchmark and performance data to support your claims. Value Proposition .

Template 72

Template B2B Thought Leadership Demand Generation Agencies B2B Marketing 72

The ROI Guy

JULY 11, 2017

In particular, you should be spending more on interactive, prescriptive content such as diagnostic assessments, benchmarking tools, product advisors and ROI / TCO calculators. The Bottom Line Whether you agree with the 1 million rep disintermediation predictions or not, there is certainly a huge shift in buyer preferences.

Forrester 66

Forrester B2B Sales Disintermediation B2B 66

The ROI Guy

JULY 9, 2018

When solutions are commoditizing, and differentiation of the buying experience becomes essential to standing out in the crowd, this result is perhaps the most troubling of all. What if you could have the differentiating value messaging you need to better communicate and quantify your unique value to prospects?

Business 53

Business Peer-to-peer Differentiation Case Studies 53

The ROI Guy

AUGUST 27, 2018

Some common ways to leverage the customer intelligence includes: 1) As dynamic benchmarks – integrated into the Value Selling and Marketing Tools, for peer comparisons of each prospect and customer versus industry leaders, laggards and averages, aggregated and anonymized from each vetted engagement.

Marketing Automation Services 55

Marketing Automation Services Ideal Customer Profiles Tools Peer-to-peer 55

KoMarketing Associates

DECEMBER 8, 2015

Hopefully, the performance metrics associated with your organization’s marketing programs have yielded success and validation for tactics proposed at the beginning of the year. For the proposing new tactics and ideas, it is critical to have resources on hand in the investigative process and to provide support in development.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

Valasys

MARCH 5, 2019

Other reasons are: The software company pipeline has a long buying cycle that requires an extended time to propose, close, and fulfill new sales Their focus shifts from lead generation to supervision of new product development or implementation of services The interest to build a second lead generation channel wanes as the effort increases.

Enterprise Management 49

Enterprise Management Work Management Marketing Management Budget Programs 49

Hinge Marketing

JUNE 19, 2017

All too often in the professional services field, you see lots of competition with very little differentiation. In fact, most firms rely on “me too” differentiators, so they all sound pretty much the same. What once differentiated you no longer embodies the value that you provide to clients.

Research 75

Research Work Management Marketing Management Brand Identity 75

Capstone Insights

OCTOBER 4, 2017

Marketing automation vendors could pull together usage data across all of their instances to provide companies benchmarks, insights and indexes to better understand how they compare to other like organizations. This makes the benchmarks more meaningful, but at the end of the day it really doesn’t provide information that informs strategy.

Marketing Automation Services 49

Marketing Automation Services Marketing Automation Work Management Marketing Management 49

Hinge Marketing

JANUARY 31, 2022

This strategy is called differentiated marketing. Differentiated Marketing Defined. In Differentiated Marketing a firm pursues multiple target markets using different marketing strategies for each. Here they use a differentiated marketing strategy. That is the essence of a differentiated marketing strategy.

Differentiation 154

Differentiation Marketing Budget Work Management Marketing Automation Services 154

The ROI Guy

OCTOBER 21, 2015

A Traditional Business Case typically tallies the costs, benefits and risks of a proposed solution. Without it, your proposal will not get approved, however, 2 out of 3 buyers indicate they don’t have the knowledge, metrics and models to produce the business case on their own, so they rely on you to stand up and deliver.

Lead Ranking 40

Lead Ranking Business Marketing Proposals Lead Scoring 40

The ROI Guy

SEPTEMBER 22, 2014

Many times, when organizations try to articulate the differentiating value of their solutions, they start with a “solutions first approach”, communicating each feature they perceive as a differentiator and the value these features might deliver. Engage too late and price may be the only differentiator there is.

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Peer-to-peer 40

Capstone Insights

OCTOBER 4, 2017

Marketing automation vendors could pull together usage data across all of their instances to provide companies benchmarks, insights and indexes to better understand how they compare to other like organizations. This makes the benchmarks more meaningful, but at the end of the day it really doesn’t provide information that informs strategy.

Marketing Automation Services 40

Marketing Automation Services Marketing Automation Work Management Marketing Management 40

markempa

JUNE 17, 2012

Tweet CSO Insights , which interviews thousands of chief sales officers to benchmark B2B sales best practices, has tracked an alarming trend. If a sales professional says, ‘I submitted a proposal,’ and your customer says, ‘I got a price quote,’ that’s a sign of misaligned perceptions and selling-buying cycles,” says Dickie.

Sales Cycle 120

Sales Cycle Sales Management B2B Sales Top of Funnel 120

The ROI Guy

MAY 11, 2017

3) Persuasive – Leveraging the right content and conversations to recommend and align your specific solution and differentiators to the specific challenges the buyer has, communicating and quantifying the business, functional and personal value you can deliver.

Account Based Marketing 45

Account Based Marketing ABM Interactive Marketing Budget Programs 45

The ROI Guy

MARCH 20, 2013

Prove Your Not the Same Quantify the Pain Too often, your sales professionals dive into the value of your proposed solution before the Prospect even understands that they have an issue worth addressing. Quantify the Pain Why Now? Justify the Gain Why You?

ROI 40

ROI Process Peer-to-peer Best Practices 40

The ROI Guy

APRIL 18, 2013

As a result, a whopping 58% of deals are now stalled in the typical pipeline (Sales Benchmark Index). Justify the gain , proving that your proposed solution can deliver a good return on investment (ROI) Why You?

Sales Cycle 40

Sales Cycle Marketing Proposals Budget Programs B2B Sales 40

The ROI Guy

FEBRUARY 15, 2013

A recent article by Drew Zarges from Sales Benchmark Index opines, "Are ROI Calculators Dead?". These ROI Calculators are often simplified so much that the unique differentiators of the Solution are not reflected, making the ROI solution agnostic. Solution Agnostic? Are ROI Calculators Dead? and “Are Personas Dead?”.

ROI 40

ROI Peer-to-peer Marketing Proposals Case Studies 40

SocialPilot

FEBRUARY 11, 2024

Here’s something interesting: Per Influencer Marketing Hub’s 2023 Benchmark Report , 63% of marketers plan to incorporate AI or Machine Learning into their influencer campaigns, with an additional 25% considering its use. Propose tweaks to [influencer’s name]’s strategy for consistent messaging.

Sales Management 90

Sales Management ROI Planning Work Management 90

The ROI Guy

APRIL 15, 2014

Almost 60% of a typical pipeline is being indicated as stalled – no longer moving forward in the decision making process, this according to the Sales Benchmark Index. In this “do more with less economy”, buyers have less resources and budget than ever to apply to new proposals. First you need to ignite the buying journey.

Storytelling 40

Storytelling Enterprise Management Peer-to-peer Work Management 40

QuanticMind

NOVEMBER 1, 2018

Device: Am I targeting specific devices or bidding differentially based on Device? Industry Benchmarks. Once you’ve considered a benchmark for your program, you’re ready to start the analysis process: Determine Accounts and Conversion Fields. Please see the industry benchmarks for your specific vertical.

Paid Search Agency 41

Paid Search Agency ROAS Long Tail Marketing Ads 41

Hinge Marketing

NOVEMBER 12, 2015

Differentiation is one of the toughest challenges for a CPA firm. But our research has shown that firms with a strong differentiator are more likely to grow and thrive. In accounting, true differentiation comes from specializing in a particular type of client or problem area. This is well below the average 5.1 Now get started!

CPA 48

CPA Cost per Acquisition Work Management Marketing Management 48

The ROI Guy

AUGUST 17, 2012

The tools can be used to fuel social media campaigns, with blog articles, tweets, LinkedIn group notices and other posts pointing users to the value added analytics and benchmarks they can receive. The Bottom Line Hope is not a strategy. You can’t just build a value marketing tool and expect automatic success.

Ad Building 40

Ad Building Lead Scoring Lead Ranking Paper 40

The ROI Guy

JULY 19, 2012

However, using a logical sales and marketing approach, you can Fight Frugalnomics and drive success: 1) First, to break through the noise, you need to be provocative - presenting hard facts and logic that spur the “do nothing” buyer into action, and help prioritize your proposal over everything else the buyer has on their plate.

Personalization 40

Personalization Peer-to-peer Marketing Proposals Differentiation 40

Hinge Marketing

JULY 18, 2019

This strategy is called differentiated marketing. Differentiated Marketing Defined. In Differentiated Marketing a firm pursues multiple target markets using different marketing strategies for each. Here they use a differentiated marketing strategy. That is the essence of a differentiated marketing strategy.

Differentiation 91

Differentiation Marketing Budget Work Management Marketing Automation Services 91

The ROI Guy

MARCH 9, 2011

To reach today’s more frugal / skeptical buyer, communicating the value of proposed solutions is critical. Buyers seeking solutions in established categories usually know the problem that needs to be solved, but might not be clear on how important it is to solve the problem, or what differentiates the different solutions and providers.

Work Management 40

Work Management Marketing Management Demand Comparison 40

The ROI Guy

JANUARY 5, 2011

Advice> Diagnostic tools such as assessments and benchmarks can provide the driver for more executive engagements earlier in the sales cycles, when key budget and solution decisions are made. Advice> Differentiating your competitive value is key with economic-focused buyers.

Allocation 40

Allocation Forrester Buying Cycle Sales Cycle 40

Hinge Marketing

AUGUST 17, 2015

Benchmarking research. SEE ALSO: Why Brand Differentiation is Essential for Professional Services Firms to Succeed. We’ve seen firms lose business because of typos in their proposal — while attributing the loss to their fees. There are a number of types of research that your firm can use, including: Brand research.

Research 48

Research Marketing Budget Business Pricing 48

The ROI Guy

JANUARY 17, 2011

These buyers need a reason to engage – and delivering personalized, proprietary and consultative benchmarks, insight and advice is essential. Differentiate Example: ShoreTel TCO Tool The Unified Communications market is extremely competitive, and an emerging leader, ShoreTel, needed to demonstrate head-to-head cost advantages.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

SEPTEMBER 29, 2010

These include: Smart Papers(tm) - interactive white papers that make traditional white papers more effective, more relevant and more One to One via interactive profiling and dynamic generation / delivery Executive Assessment Tools - quick surveys to help customers diagnose and understand issues, benchmark to peers, and obtain intelligent improvement (..)

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

The ROI Guy

MARCH 30, 2011

. • Marketing guru Geoffrey Moore , who’s Crossing the Chasm remains the guidebook for many technology marketers, indicates that buyers are forced to do-more-with-less, leaving less than 15% in discretionary funds to fund new projects, and with less money to go around, subjecting proposals to higher levels of review in buying organizations. •

Enterprise Management 40

Enterprise Management Work Management Marketing Management Practices 40

The ROI Guy

JANUARY 6, 2012

More control is in the hands of finance, requiring more economic justification on each proposal. Deliver Solution Guides and Comparisons – helping customers properly consider various solution considerations, options and competitive differentiators. Serious budget constraints make even high ROI projects hard to get approved.

Work Management 40

Work Management Marketing Management Gartner Forecasting 40

The ROI Guy

FEBRUARY 2, 2011

According to the Wall Street Journal report on the study, Finance Chiefs Expand Role, several CFOs confirm the trend, and highlight how proving the ROI on proposals is more important than ever, for example: Terry Lillis, chief financial officer at Principal Financial Group Inc.

Work Management 40

Work Management Marketing Management Peer-to-peer Effectiveness 40

Marketing Insider Group

JUNE 30, 2020

It’s another form of content that you can house on your website, use in pitches or proposals, and share across a variety of channels. That doesn’t mean writing about how wonderful your products or services are but it does mean defining differentiation, or taking the ‘What do we want to be famous for?’ Case Studies.

Work Management 362

Work Management B2B Marketing Marketing Management Content Marketing 362

Martech

AUGUST 26, 2021

Differential privacy/cohort targeting. Google’s Privacy Sandbox includes a number of proposals, most notably FLoC, which is still evolving under plenty of scrutiny. First, benchmark. It’s a crowded field, very much in flux, and the utility of any one ID will largely hinge on broad adoption. What you should do.

Privacy 124

Privacy Enterprise Management Marketing Management Lead Ranking 124

The ROI Guy

AUGUST 30, 2016

Instead, your prospects want personalized research and analysis, benchmarks, advice, and guidance. In order to better differentiate, engage and motivate, you need to evolve from producing more of the same old static content, to innovative interactive value-focused content instead. For your buyer it’s about quality over quantity.

Lead Scoring 49

Lead Scoring Lead Ranking Practices Advertising Benchmark 49

The ROI Guy

FEBRUARY 4, 2009

However, in environments of 20 servers or more, 20 to 30% licensing and infrastructure cost savings was indeed the normal cost differential between Microsoft and the competition. Advantage Microsoft, but not by much. Advantage Microsoft.

Work Management 40

Work Management Marketing Management ROI Budget Programs 40

Hinge Marketing

JUNE 5, 2017

High-growth firms use their marketing strategy as a differentiator. By giving some thought to what makes your firm unique, you should be able to develop compelling differentiators — one or more clear reasons to select your firm over an apparently similar one. These are called your differentiators, and they must pass three tests.

Work Management 98

Work Management Marketing Budget Planning Marketing Management 98