Martech

FEBRUARY 21, 2022

Vendors love to talk about what their technology can do and will readily discuss case studies. For those that prefer quick reads, here are some of my all-time favorite tips: Be sure to articulate the costs and impact of doing nothing at all in any business case. Tell < show < test.

Vendors 87

Vendors Tips Allocation SWOT 87

Hubspot

DECEMBER 9, 2020

In some cases, selling a product for the sake of selling a product can be fairly surface level. In most cases, it helps to support your description of "what" the product is with an idea of "why" it will be valuable. Then get more narrow — you’re looking for specific facts and figures that will help you build a case for your solution.

Work Management 95

Work Management RFP Phishing Bundling 95

Strategic-IC

FEBRUARY 16, 2021

And this isn't necessarily the case for Acxiom. So they’re nurtured again with the some of the assets and case studies that we have, so we’re nurturing them along the way, and developing that relationship to maybe get to that one-to-many or one-to-few stage. Alex: It’s a target audience. Alex: Absolutely.

Account Based Marketing 71

Account Based Marketing ABM Ideal Customer Profiles Demand Generation Agencies 71

Hubspot

AUGUST 21, 2023

In a solicited business proposal, the other organization asks for a request for proposal (RFP). Make sure it includes three main points: A statement of the organization's problem Proposed solution Pricing information Before writing your business proposal, it's crucial you understand the company. Include pricing options.

Template 69

Template CMS Development Examples Marketing Proposals 69

Circle Studio

DECEMBER 19, 2018

Keep in mind that the RFP/shortlist/interview process is the final stage in what is often a 2-3+ year chase. So in 2019, look for ways that marketing can proactively support your firm’s business development efforts by reaching, engaging and nurturing prospects before the RFP is issued AND after a client is landed.

Planning 124

Planning Marketing Proposals B2B Thought Leadership Work Management 124

DealSignal

NOVEMBER 1, 2022

How to use B2B intent data Operationalizing intent data: Three use cases The importance of quality intent data eBook: The Definitive Guide to Evaluating & Choosing a B2B Data Provider Learn more about Intent Data. Make your RFP process faster and easier with our comprehensive checklist on what to ask vendors. GET THE CHECKLIST.

Intent Data 52

Intent Data Intent Marketing Automation Services Ideal Customer Profiles 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. The industrial buy cycle has not changed. However, the way potential buyers look for information has. Sources: Frost & Sullivan and GlobalSpec ). Source: The End of Solution Sales, Harvard Business Review – HBR blog).

RFP 60

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

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. In many cases, that brings thousands of options into their orbit. Your demo request and pricing pages are the perfect places to start. (Note: Martech is just a fraction of the B2B landscape.)

Lead Gen 52

Lead Gen Lead Ranking Demand Sales Qualified Leads 52

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. Your content should be case studies that show how others trust you and how they have implemented your solutions.

B2B Marketing 40

B2B Marketing Paid Search Agency Personalization Sales Qualified Leads 40

LEADership

FEBRUARY 20, 2015

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. At this point in time, offer materials to support the purchase process such as pricing demos, third-party reviews and case studies.

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

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 The Hinge Research Institute found that high-growth companies are more likely to have mature marketing and sales automation strategies than their peers.

Marketing AI 82

Marketing AI RFP Work Management Marketing Management 82

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

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

Strategic-IC

NOVEMBER 27, 2019

And this isn't necessarily the case for Acxiom. So they’re nurtured again with the some of the assets and case studies that we have, so we’re nurturing them along the way, and developing that relationship to maybe get to that one-to-many or one-to-few stage. Alex: It’s a target audience. Alex: Absolutely.

ABM 15

ABM Account Based Marketing Ideal Customer Profiles Demand Generation Agencies 15

Sana Commerce

MARCH 23, 2023

Based on this research, we concluded that e-commerce platforms must meet the following criteria in order to fulfill B2B customers’ needs: Display real-time information 24/7 , such as pricing, product information, and inventory levels, but also customer-specific payment terms.

Work Management 98

Work Management Marketing Management B2B Paid Search Agency 98

Sword and the Script | B2B

DECEMBER 28, 2022

B2B prospects want published pricing. Buyers of B2B software want published pricing. According to a study by McKinsey, 68% want prices published online without negotiation. Yet, B2B software companies are resistant to publishing pricing online because they feel it removes leverage. Case in point?

PR 80

PR Trust Marketing Stats B2B Marketing 80

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 69

Top of Funnel Budget Programs Peer-to-peer B2B Sales 69

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

Ledger Bennett

JULY 24, 2019

When going through the RFP Process (and all throughout the working relationship with an agency) make sure to consider the following: Internal/Resourcing: The agency should have a website with Good Quality Content. 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

When going through the RFP Process (and all throughout the working relationship with an agency) make sure to consider the following: Internal/Resourcing: The agency should have a website with Good Quality Content. 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

When going through the RFP Process make sure to consider the following: Internal/Resourcing: The agency should have a website with Good Quality Content. They should have a solid balance of blog posts, articles, resources, and case studies on their site to showcase their work. Proof of executing the big ideas they’re presenting.

Demand Generation Agencies 40

Demand Generation Agencies Paid Search Agency Advertising Agencies Ad Agencies 40

Hinge Marketing

JULY 18, 2019

The firm sells this service as packages carefully priced for this niche market. 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. And it can help you evaluate and price your service offerings.

Differentiation 92

Differentiation Marketing Budget Work Management Marketing Automation Services 92

Heinz Marketing

SEPTEMBER 24, 2018

This year I don’t, but I used to study the USA Today … remember when you opened the USA Today and they had all the stats in there, like on Tuesdays? You used to just study them and study them and figure out what I was going to do. CEO’s driven by the stock price, right? From the CEO down.

Top of Funnel 59

Top of Funnel Terms and Conditions Paid Search Agency Enterprise Management 59

B2B Marketing Zone Posts

JANUARY 4, 2011

9 tips for running a more considerate procurement (RFP) process - Confluent Forms , January 14, 2010. Price Papers vs. White Papers for B2B Lead Conversion - B2B Conversations Now , January 24, 2010. Why Companies Need to F-R-E-E Their Case Studies - Stories that Sell , November 11, 2010. What’s Up, Blog?

B2B Marketing 40

B2B Marketing B2B Thought Leadership Work Management Paid Search Agency 40

Albacross

JULY 17, 2018

You’re ecstatic, but as you pull out your pricing plans, you see your lead frowning…. Some companies like to issue a Request For Proposal (RFP) at this stage. Using this RFP, your vendors will tailor proposals for you, and you can compare each of these proposals to determine the best fit. Case studies. Sucks, huh?

Marketing Automation Services 40

Marketing Automation Services Work Management Marketing Management B2B Marketing 40

Martech

SEPTEMBER 27, 2023

Here are five of the key findings in our study ( download a free ungated copy ): 1. This has been possible to achieve by using top-tier programs with price tags to match. Now it’s time for marketers to ask vendors via the RFP process what their roadmaps are for generative AI.

Enterprise Management 125

Enterprise Management Marketing AI Marketing Report Email Marketing 125

Directive Agency

JULY 26, 2016

Social Proof, Testimonials, Reviews and Case Studies. Lastly, do they have case studies you can read to get in the mindset of the agency so that you can get a feel for how they work and if this process is something that you feel would be beneficial to your organization? If they have pre-made pricing, stay away.

Paid Search Agency 76

Paid Search Agency Advertising Agencies Ad Agencies SEO 76