Pam Didner

NOVEMBER 5, 2020

In the B2B world, marketing creates tons of content. And the majority of that content is designed to educate prospects and existing customers on how our products can address their pain points and challenges — ultimately making their lives easier. But all of that content could do so much more. Product pages on the website.

Paid Search Agency 75

Paid Search Agency Account Based Marketing Planning Content 75

Martech

MARCH 22, 2023

Consider this: 17% of companies are planning RFPs this year, according to the 2023 State of the ESP RFP. Rethink that RFP Before you replace or add technology, ask yourself whether you maxed out your current functionality. What should it look like to stimulate more sales? Don’t stop to think about the process.

Enterprise Management 95

Enterprise Management Marketing & Strategy Marketing Strategy RFP 95

BenchmarkONE

FEBRUARY 13, 2019

The moment has come: your dream client has submitted an RFP (request for proposal). Whether this is your first or thousandth RFP, there’s no denying that the proposal process is a little harrowing. Let’s look at seven tips for agency proposal creation that’ll help you nail your next RFP. Easy, right?

RFP 56

RFP Paid Search Agency Marketing Proposals Work Management 56

Lead Forensics

APRIL 2, 2024

This blog equips you with 50 common sales objections, categorized for easy reference, along with effective responses to turn those objections into stepping stones towards closing the deal. Ask clarifying questions to understand their current processes and identify potential areas where your product can improve efficiency or effectiveness.

Effectiveness 40

Effectiveness Work Management RFP Case Studies 40

Martech

FEBRUARY 24, 2022

But since these systems often come with hefty price tags, it’s important to cover all of your bases when navigating the purchase or upgrade process. To start, set up demos with your shortlist of vendors within a relatively short timeframe after receiving the RFP responses to help make relevant comparisons. Learn more here.

Marketing Automation Services 116

Marketing Automation Services Marketing Management Vendors Marketing Automation 116

Martech

DECEMBER 7, 2021

Once you have determined that marketing work management software makes sense for your business and have spent time researching individual vendors, it’s time to schedule demos with your selected vendors. We recommend setting up demos within a relatively short time frame after receiving RFP responses to help make relevant comparisons.

Work Management 96

Work Management Enterprise Management Digital Asset Management Marketing Management 96

The Point

JUNE 18, 2013

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. Or, they’ll waste time looking for content.

Salesforce.com 100

Salesforce.com Work Management Marketing Management Content 100

Zoominfo

APRIL 21, 2020

Get on that list, and then the burden of the research and vetting process will be lifted. Terms and conditions are pre-negotiated, discounted fees and payment terms are already agreed upon, and dedicated account managers are established. And you can make it show through your RFP/RFI responses. Life gets a lot easier.

Work Management 221

Work Management Marketing Management Vendors RFI 221

Vidyard

MARCH 5, 2021

Chances are your organization is creating and sharing more video content than ever before. Contents 1. Video for Sales 1.3 Are you looking to help marketing with video management and data collection? Are you searching for a platform that allows your sales team to create personalized videos or network at virtual events ?

Enterprise Management 155

Enterprise Management Work Management Video Marketing Marketing Management 155

Martech

JULY 26, 2022

Decide whether or not you need to engage in a formal RFI/RFP process. If you run a formal process, be sure to give the same list of capabilities to each vendor to facilitate an apples-to-apples comparison. The most effective RFPs only request relevant information and provide ample information about your brand and its needs.

Enterprise Management 82

Enterprise Management Marketing Management Vendors RFP 82

Strategic-IC

FEBRUARY 16, 2021

ABM in action: How Acxiom built a sales pipeline in 120 days - Your questions answered. Acxiom and strategicabm seminar: “ABM in Action: How Acxiom Built a Sales Pipeline in 120 Days” ended with a lively Q&A session. What was the main sales and marketing alignment you had to overcome? E.g., C-Suite, Sales Director, etc.?

Account Based Marketing 71

Account Based Marketing ABM Ideal Customer Profiles Demand Generation Agencies 71

Heinz Marketing

FEBRUARY 13, 2023

By Matt Heinz , President of Heinz Marketing If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. I’m your host, Matt Heinz.

Top of Funnel 102

Top of Funnel B2B Thought Leadership Thought Leadership Terms and Conditions 102

markempa

NOVEMBER 5, 2012

But, in reality, any marketing process can be optimized. EST – “ Planning for 2013: How to best utilize top lead gen tactics in the New Year ” – David Kirkpatrick, Senior Reporter, MECLABS, and I will review the basics of the lead generation funnel. Step #3: Ask Sales. Including lead generation.

Sales Management 120

Sales Management Lead Generation Sales Qualified Leads Analysis 120

Vision Edge Marketing

NOVEMBER 12, 2013

No wonder marketers everywhere are scrambling to develop content and make use of the myriad of channels to reach and connect with prospects and customers. . Content delivered in the right channel at the wrong time can be a wasted touch point. . ” In our company, we talk about the Six Cs associated with this process: .

Marketing Management 100

Marketing Management Ideal Customer Profiles Paid Search Agency Advertising Agencies 100

Golden Spiral

SEPTEMBER 15, 2021

Before shopping for tactics, you need to define your goals and identify measurable KPIs (Key Performance Indicators) to ensure you meet your goals. What is your process for approval and day-to-day communications? Be honest about who makes the decisions and how your decision process works. What is your budget?

Paid Search Agency 62

Paid Search Agency Advertising Agencies Work Management Marketing Management 62

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

Marketing Insider Group

JULY 22, 2015

Content marketing is the key to open the door to your social selling success. And, to walk through that door, you need slide content through the customer’s ‘mail slot’ to make a connection, build a relationship and help close the deal. However, we do all of that with content. However, we do all of that with content.

Curation 100

Curation Sales Cycle RFP Content 100

BOP Design

MAY 13, 2019

When inbound leads come in through your B2B website , it is important to have a process to qualify and disqualify leads. Devise a process with a diplomatic email qualification communication to better guarantee that any initial phone calls or meetings are worthwhile for you and for your prospect. Qualify Quickly. Take the Lead.

Ideal Customer Profiles 65

Ideal Customer Profiles Lead Scoring Lead Ranking Sales Qualified Leads 65

Sales Engine

AUGUST 24, 2015

Everyone’s talking about content marketing , and companies are investing big dollars to jump on the bandwagon—but most are still thinking about it from yesterday’s marketing perspective where marketing’s primary role is branding and positioning. Sales people wanted “air cover” - just a foot in the door so they could give their presentation.

Demand Generation Agencies 120

Demand Generation Agencies RFP Thought Leadership Paid Search Agency 120

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. ” and you’ll quickly find yourself in an empty room.

RFP 50

RFP Marketing Automation Services Marketing Automation Automation 50

DealSignal

NOVEMBER 1, 2022

Due to the volume of content and online resources in nearly every industry, most people on your buying committees can perform their own research on their own time, and are likely to make a decision before ever talking to your sales team. Table of Contents What is B2B intent data? Evaluating B2B data providers? GET THE CHECKLIST.

Intent Data 52

Intent Data Intent Marketing Automation Services Ideal Customer Profiles 52

Sprout Social

DECEMBER 6, 2023

B2C influencer marketing often gets more attention because of its potential to yield direct sales. If you want to find an ideal influencer partner without scrolling endlessly through your social feeds, try using an influencer management tool to support creator identification. Their credibility is, after all, their currency.

Work Management 118

Work Management B2B Marketing Marketing Management Paid Search Agency 118

ViewPoint

SEPTEMBER 13, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Mike Weinberg, The New Sales Coach , Principal. Today we will take on the second of the three lies: 57 – 90% of the buying process is complete before a sales rep needs to get involved.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

Seismic

NOVEMBER 12, 2020

We’re thrilled to share that Seismic has partnered with Loopio , a Toronto-based top tech start-up who helps customers streamline their response process for RFPs, DDQs, and Security Questionnaires. The integration also improves: Administrative efficiency: Avoid manual transfer and reformatting content across your two solutions.

RFP 52

RFP Efficiency Relevance Process 52

Circle Studio

DECEMBER 19, 2018

Outside of the A/E/C world, proposals are a product of the sales department, not the marketing department. Outside of the A/E/C world, proposals are a product of the sales department, not the marketing department. Keep in mind that the RFP/shortlist/interview process is the final stage in what is often a 2-3+ year chase.

Planning 124

Planning Marketing Proposals B2B Thought Leadership Work Management 124

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. Are white papers just poorly disguised sales collateral?).

RFP 165

RFP Thought Leadership Opinions Validation 165

BenchmarkONE

AUGUST 10, 2022

However, with some creativity and proactive tactics, your agency can expand its business successfully, even in hard times. It’s a win-win – companies get the advice they need for free, and QuickSprout has a new prospect in their conversion funnel. Fill Out RFPs. Consider the fact that the average RFP win rate is 44%.

Advertising Agencies 76

Advertising Agencies Paid Search Agency Ideal Customer Profiles Paid Content 76

Martech Advisor

NOVEMBER 5, 2019

Despite the proven benefits of enabling sales teams with sales enablement, the majority of companies are unable to shake the myths that sales enablement technology is complex, expensive and risky, says, Carson Conant, CEO, Mediafly. Don’t buy into the lies, sales enablement doesn’t have to be difficult.

RFP 55

RFP Sales Cycle ROI Cost 55

Martech

JULY 29, 2022

At its most basic, that means investing marketing and sales resources in guiding high value accounts through the journey to conversion. There are a range of ABM technology solutions available to support this strategy, but selecting and implementing one can be a fraught and expensive process. clicks and content views)?

Enterprise Management 103

Enterprise Management Marketing Automation Services Marketing Management Account Based Marketing 103

Zoominfo

APRIL 21, 2020

Get on that list, and then the burden of the research and vetting process will be lifted. Terms and conditions are pre-negotiated, discounted fees and payment terms are already agreed upon, and dedicated account managers are established. And you can make it show through your RFP/RFI responses. Life gets a lot easier.

Work Management 100

Work Management Marketing Management Vendors RFI 100

Vidyard

MARCH 5, 2021

Chances are your organization is creating and sharing more video content than ever before. Contents 1. Video for Sales 1.3 Are you looking to help marketing with video management and data collection? Are you searching for a platform that allows your sales team to create personalized videos or network at virtual events ?

Enterprise Management 65

Enterprise Management Work Management Video Marketing Marketing Management 65

Aberdeen

MARCH 19, 2020

How can we get traditional market and sales organizations to start recognizing the EV equivalents of the MQL on our way to something better? It’s amazing how so many B2B marketing and sales organizations rely solely on the MQL as the start of their process. Modern MQLs. Right now, the MQL is hurting organizations in many ways.

Lead Ranking 69

Lead Ranking Marketing Qualified Leads Top of Funnel MQL 69

SmartBug Media

APRIL 5, 2021

Instead of pushing these people directly to sales, nurturing with relevant top-of-funnel content is usually the way to go. To nurture these folks, you may also choose to use relevant content, but content that is more specific to a potential solution (e.g., A few days after that, send them an RFP Checklist.

Lead Nurturing 64

Lead Nurturing Top of Funnel Marketing Strategy Marketing & Strategy 64

Industrial Marketing Today

AUGUST 27, 2012

Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. This has worked great in the past but the Internet and digital marketing have changed how that process works today. See Industrial Marketing Content that Helps Buyers ).

RFP 60

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

DemandBase

MAY 28, 2020

Get laser-focused on bottom-of-the-funnel success metrics like marketing- and sales-qualified leads (MQLs and SQLs), opportunities, wins, and revenue. Basically, the data that lives in your customer relationship management (CRM) system. Chasing after leads is a waste of marketing money and sales time. Purchase Intent.

Efficiency 71

Efficiency Account Based Marketing Sales Qualified Leads DemandBase 71

Customer Experience Matrix

OCTOBER 7, 2018

(This comes from vendors who are now receiving many poorly written CDP RFPs.) These questions are intertwined: use cases determine the capabilities users need; requirements are the heart of an RFP, and finding which vendors have which capabilities is the goal of vendor selection. This means the whole process could be made quite easy.

RFP 266

RFP Generation Vendors Ad Building 266

Hinge Marketing

MAY 20, 2019

Content marketing is changing the way professional services are bought and sold. And educational content is the new currency of the professional services marketplace. Content marketing is the strategy that turns that content into profits. An RFP is sent out to a broad swath of prospective service providers.

Planning 92

Planning Marketing Plans Service Content Marketing 92