Hubspot

APRIL 26, 2023

Sales reps are used to hearing “We don’t have the budget,” and “I can’t afford that price.” But that shouldn’t be your cue to give up — many prospects use price as a convenient excuse to get off the phone. You can hash out whether that's the case through a bit more discovery. It’s flat-out not a good fit.

Work Management 81

Work Management Lead Scoring Lead Ranking RFP 81

Hubspot

DECEMBER 9, 2020

In some cases, selling a product for the sake of selling a product can be fairly surface level. This kind of selling is common among certain businesses and suits some specific situations. Consider a cybersecurity consulting firm trying to sell a midsize retail business a cybersecurity risk assessment. Practice Selling Value.

Work Management 95

Work Management RFP Phishing Bundling 95

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. And this isn't necessarily the case for Acxiom. What has been the internal feedback at Acxiom on the success of this ABM programme?

Account Based Marketing 71

Account Based Marketing ABM Ideal Customer Profiles Demand Generation Agencies 71

Circle Studio

DECEMBER 19, 2018

But while proposals do play a crucial role in helping get new business, a firm’s approach to marketing shouldn’t be focused solely on project pursuits and limited to proposals. Keep in mind that the RFP/shortlist/interview process is the final stage in what is often a 2-3+ year chase. Put strategy before execution.

Planning 124

Planning Marketing Proposals B2B Thought Leadership Work Management 124

Metadata

JANUARY 25, 2023

This abundance of choice is what makes B2B so powerful; marketers with any problem, use case, or budget can find a solution right for them. So long are the days when an interested party will take a warp pipe, land on a page, and say, “Hey, let’s do business.” In many cases, that brings thousands of options into their orbit.

Lead Gen 52

Lead Gen Lead Ranking Demand Sales Qualified Leads 52

Industrial Marketing Today

AUGUST 27, 2012

Here are three quotes from well-known sources to validate my claim in case you have doubts about my statement. Source: The End of Solution Sales, Harvard Business Review – HBR blog). One thing is certain; “business as usual” is not working in the industrial sector. The industrial buy cycle has not changed.

RFP 60

RFP Peer-to-peer High Quality Lead Lead Scoring 60

thePoint

SEPTEMBER 10, 2019

Content may be an educational webinar presentation, a trade show booth live presentation or demonstration, a brochure, a white paper, a case study, or even the traditional product sales sheet. They are discovering business needs based on either creating additional value or eliminating problems.

B2B Marketing 40

B2B Marketing Paid Search Agency Personalization Sales Qualified Leads 40

LEADership

FEBRUARY 20, 2015

If you are on the fence about using videos, 82% of marketers said using video had a positive impact on their business. This is the time to offer materials that showcase your product or service sucy as a buying guide, templates, ROI calulators, analyst reports or an RFP.

Sales Qualified Leads 40

Sales Qualified Leads Top of Funnel RFP Leads 40

The ROI Guy

AUGUST 26, 2011

Sales still remains challenged to add value during the sales process, and prove the value of proposed solutions to ever more empowered, skeptical and frugal executives, this according to a significant study by Blue-Sky, a UK sales performance consultancy. Influencing the RFP specification before it is issued 3.

RFP 40

RFP Differentiation Case Studies Comparison 40

Hubspot

FEBRUARY 8, 2023

Business leaders are already catching on. A recent Salesforce study found that AI is one of the top sales tools considered significantly more valuable in 2022 compared to 2019. A study by Mckinsey found that about 30% of sales tasks can be easily automated using existing sales technology, including artificial intelligence.

Marketing AI 83

Marketing AI RFP Work Management Marketing Management 83

Industrial Marketing Today

MAY 5, 2010

Provide him/her with case studies and client testimonials to lower their risks and fears of selecting you. Hand over sales-ready leads to sales – your sales team may provide them with additional content such as data and price sheets, set up an online or a face-to-face demo and ultimately move them to the RFP/RFQ stage.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

Content Standard

DECEMBER 6, 2023

Using the HFMA study, Health System Purchase Plans 2023 , I’m going to walk you through the specific information I would pull from this report and how I would translate it into content strategy. Demonstrate Strong ROI in Your Case Studies This will be the easiest application for most vendors.

Work Management 73

Work Management Marketing Management Top of Funnel RFP 73

Strategic-IC

NOVEMBER 27, 2019

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. And this isn't necessarily the case for Acxiom. What has been the internal feedback at Acxiom on the success of this ABM programme?

Account Based Marketing 15

Account Based Marketing ABM Ideal Customer Profiles Demand Generation Agencies 15

Sana Commerce

MARCH 23, 2023

Is your B2B e-commerce solution not meeting your business goals? Scalability: Is your e-commerce platform struggling to scale with your business? As your business grows and your strategy evolves, you need an e-commerce platform that can keep up with your increasingly complex business needs.

Work Management 98

Work Management Marketing Management B2B Paid Search Agency 98

Sword and the Script | B2B

DECEMBER 28, 2022

And it’s grown to the extent it outweighs other business functions. B2B prospects want published pricing. Buyers of B2B software want published pricing. Buyers of B2B software want published pricing. According to a study by McKinsey, 68% want prices published online without negotiation. He wrote, “So 9.5

PR 76

PR Trust Marketing Stats B2B Marketing 76

Sword and the Script | B2B

JULY 19, 2022

Buyers of B2B software want published pricing: according to a study by McKinsey, 68% want prices published online without negotiation (and other useful B2B marketing statistics). Regular readers know I frequently dive into surveys and studies about B2B marketing, sales and PR. B2B prospects want published pricing.

Statistics 59

Statistics Marketing Report B2B Marketing B2B 59

Heinz Marketing

DECEMBER 31, 2018

Software that had a pretty high average sales price. At some point case studies are interesting, a nice logo on your website is cool, but there is more. .” For very big projects, it could be part of an RFP process. One was, we were selling software. How do you convey all these product features to deliver ROI?

Top of Funnel 66

Top of Funnel Budget Programs Peer-to-peer B2B Sales 66

Ledger Bennett

JULY 24, 2019

With so many choices in the market and your business success weighing on your shoulders, how do you select a B2B digital agency in 2019 that will provide the best ROI? When going through the RFP Process make sure to consider the following: Internal/Resourcing: The agency should have a website with Good Quality Content.

Demand Generation Agencies 40

Demand Generation Agencies Paid Search Agency Advertising Agencies Ad Agencies 40

Ledger Bennett

JULY 24, 2019

With so many choices in the market and your business success weighing on your shoulders, how do you select a B2B digital agency in 2019 that will provide the best ROI? They should have a solid balance of blog posts, articles, resources, and case studies on their site to showcase their work.

Demand Generation Agencies 40

Demand Generation Agencies Paid Search Agency Advertising Agencies Ad Agencies 40

Ledger Bennett

JULY 24, 2019

With so many choices in the market and your business success weighing on your shoulders, how do you select a B2B digital agency in 2019 that will provide the best ROI? They should have a solid balance of blog posts, articles, resources, and case studies on their site to showcase their work.

Demand Generation Agencies 40

Demand Generation Agencies Paid Search Agency Advertising Agencies Ad Agencies 40

Hubspot

JANUARY 30, 2013

A 2011 study by the Fournaise Group estimated that 73% of CEOs think marketers can’t demonstrate their impact on the company’s top line , while Jonathan Salem Baskin estimates that CMOs get fired 25% more often than CIOs, and more than twice as frequently as any other colleague in the C-Suite. It’s a tough world out there for marketers.

Enterprise Management 28

Enterprise Management RFP Work Management Marketing Management 28

Hinge Marketing

JULY 18, 2019

The firm sells this service as packages carefully priced for this niche market. Their third service line is operational business consulting. For one target segment, family-owned restaurants, they use the same strategy as the bookkeeping service, and they sell their consulting services as part of a fixed-price monthly package.

Differentiation 91

Differentiation Marketing Budget Work Management Marketing Automation Services 91

Heinz Marketing

SEPTEMBER 24, 2018

” “The 60 Second Sale is about creating a condition under which, if your best client, the person who trusted you most in the business world, had a need and you called them up, it would only take you 60 seconds to close that deal. You used to just study them and study them and figure out what I was going to do.

Top of Funnel 56

Top of Funnel Terms and Conditions Paid Search Agency Enterprise Management 56

B2B Marketing Zone Posts

JANUARY 4, 2011

9 tips for running a more considerate procurement (RFP) process - Confluent Forms , January 14, 2010. 7 Reasons Every Business Needs to Twitter - WebMarketCentral , January 11, 2010. Price Papers vs. White Papers for B2B Lead Conversion - B2B Conversations Now , January 24, 2010. What’s Up, Blog? Start-Up Briefing Media Ltd.

B2B Marketing 40

B2B Marketing B2B Thought Leadership Work Management Paid Search Agency 40

Albacross

JULY 17, 2018

In a nutshell, a B2B marketing platform is one which allows businesses to automate marketing processes and convert leads to paying customers. You’re ecstatic, but as you pull out your pricing plans, you see your lead frowning…. Many businesses find it hard to accurately measure the success of their marketing campaigns.

Marketing Automation Services 40

Marketing Automation Services Work Management Marketing Management B2B Marketing 40

Martech

SEPTEMBER 27, 2023

In a new report my company just published — “2023 Email Marketing & Research Report: A Look at the Market for the Future of the Channel” — we reveal how marketers at enterprise companies are using AI right now, what they think about it, and how it will affect the business world.

Enterprise Management 130

Enterprise Management Marketing AI Marketing Report Email Marketing 130

Directive Agency

JULY 26, 2016

I tweet about #marketing #seo and #business – Contributor to @Entrepreneur and @GulfBusiness. I often hear business owners say “I’ll go with the cheapest option and if it doesn’t work out , I won’t have lost much. Go with someone that already knows how to market successfully for your business. James Reynolds. Going cheap.

Paid Search Agency 76

Paid Search Agency Advertising Agencies Ad Agencies SEO 76