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  • WORKFACE  |  THURSDAY, JUNE 30, 2011
    [Differentiation] Why Personal Branding Matters to Big Companies
    And big companies will be able to differentiate themselves and win business not through some vague corporate image but rather through the thousands of employee personal brands that truly make up their core value proposition Steve is a very interesting and smart guy, author of a couple of books, Digital Body Language and Revenue Engine.
  • GREAT B2B MARKETING  |  THURSDAY, MARCH 15, 2012
    [Differentiation] B2B Marketing Game Changing Ideas
    Differentiate yourself.   While you may indeed need a new message if you aren’t differentiated from your competition, it is just as likely that what you need is to relentlessly and consistently share your existing message.  Sometimes it is not enough to simply make incremental progress on the small things.  Find a new target audience. 
  • E-QUIP  |  TUESDAY, NOVEMBER 20, 2012
    [Differentiation] Does Quality Really Distinguish Your Firm?
    What differentiates your firm from your competitors? But when I've asked clients to rate individual firms in hundreds of client interviews over the years, quality has rarely been mentioned as a point of differentiation. The fact is that I've not encountered a firm that specifically sought to create differential quality.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JULY 28, 2010
    [Differentiation] B2B Marketing needs to Curate a Vibrant Community
    Those already predisposed to buying our products and create a level of service and differentiation for them that is commensurate with their buying habits? If you ask the members of my leadership team – they will tell you I keep talking about how I think we have B2B Marketing backward. Let me explain …. Tweet This! Share this on Facebook.
  • WORKFACE  |  MONDAY, AUGUST 22, 2011
    [Differentiation] Customer Satisfaction is No Longer Enough – Engagement is Now Key
    Using web technology to expose your people, and encourage engagement, is a true differentiator that can also lead to exceptional business performance What is that sets brands like Apple, Nordstrom and Nike apart from their competitors? It isn’t “customer satisfaction.” We ‘expect’ to be satisfied.”
  • FEARLESS COMPETITOR  |  MONDAY, MARCH 4, 2013
    [Differentiation] Top 10 Reasons NOT to Contact the sales lead generation company Find New Customers
    In fact, with the recent data that 9 out 10 companies are doing content marketing in 2013, you need to differentiate yourself in your sales lead generation programs. 'Buffer Let’s have a bit of fun! This is one of my favorite posts – teasing my own sales lead generation company. ” Business ought to be fun. Check it out here.
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 15, 2010
    [Differentiation] The right way to hire salespeople
    As a result, salespeople do not talk in the customer’s language and the Company loses product differentiation. In writing my new white paper, the Definitive Guide to Making Quota, (It’s ‘in the can’ and almost ready. Just need the graphics.) I had the good fortune to interview five of top sales experts: 1.
  • LOOPFUSE  |  FRIDAY, SEPTEMBER 14, 2012
    [Differentiation] Small Batch Marketing - What Microbreweries Can Teach Us About Marketing Automation
    Turns out plenty in terms of focus, volume, differentiation, and customer engagement.  What can you learn about marketing automation from microbreweries?  We agree. The goal with your lead nurturing program is to send small batches of well-timed and content relevant emails as your prospects move through the buying cycle. 
  • CONTENT MARKETING TODAY  |  FRIDAY, JULY 9, 2010
    [Differentiation] Don’t Bury Your Best Work in the Back Rooms of Your Website
    We differentiate your company from the competition……. genuine irony flows from the website copy that makes the promise: "We differentiate your company from the competition." " Sadly, there is almost nothing in the copy that differentiates this agency from its competition. Let us get to know you inside and out.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 16, 2012
    [Differentiation] How to Go Beyond “Check the Box” RFPs
    Ask open-ended questions so your prospective vendors have a chance to articulate the differentiators with their offering. by Kevin Mcardle | Tweet this Ah, the RFP. We encounter them constantly, either issuing them or filling them out. Fan or not, the RFP process is a reality of doing business, especially in the B2B world. Reverse the Roles.
  • SALES CHALLENGER  |  TUESDAY, MARCH 29, 2011
    [Differentiation] Move Customer Conversations Beyond Price With These 3 Steps
    To build a compelling sales message, you need to understand what truly differentiates you as a supplier—those core competencies that the competition cannot easily imitate and which provide unrecognized value to your customers (at the Council, we refer to this as Commercial Teaching ).  3) Identify Your Differentiators.
  • AVITAGE  |  WEDNESDAY, SEPTEMBER 5, 2012
    [Differentiation] Asking the Right Questions of Your Marketing Scoreboard
    Knowing what questions to ask of your metrics differentiates successful marketing programs from the money pits.  Your marketing metrics, or your scoreboard, should measure both activity and results.  Unfortunately it is the hidden insights into the relationship between the two that creates actionable intelligence. 
  • MARKETING INTERACTIONS  |  SUNDAY, JANUARY 29, 2012
    [Differentiation] The Content Marketing Continuum: Part 1
    How to differentiate your content to get found amidst the vast clutter of online content. Online publishing has changed the game. Yes, the Internet changed everything. You've heard it before. To make this shift, marketers need a framework, not just the ability to publish content. " - How Online Publishing Changes the Game.
  • FEARLESS COMPETITOR  |  THURSDAY, OCTOBER 20, 2011
    [Differentiation] Apples to Apples: How to Stand Out from Your Competition by Dan Paulson – a book review
    This book walks the reader through a process to help them uncover true differentiation. Dan introduces the topic by explaining that price differentiation is inadequate. 4 1/2 stars out of 5. I’m honored that Dan Paulson invited me, as President of the B2B lead generation company Find New Customers to review his new book.
  • DIGITAL B2B MARKETING  |  TUESDAY, OCTOBER 11, 2011
    [Differentiation] Content Will Not Be King
    Following conventional marketing wisdom will not differentiate you. The most interesting question is “ after content, what is the next major differentiator? ” What will differentiate you when everyone embraces content marketing? Successful marketing automation may be the next big differentiator. Social Media.
  • BLOG MY CALLS  |  TUESDAY, NOVEMBER 19, 2013
    [Differentiation] Local Agencies, Pay Attention: Only 14% of SMBs Use an Agency
    So here''s the question: how do you differentiate your agency in this ocean of competitors? Potential Ways to Differentiate Your Agency. If you provide your clients call tracking data, web analytics information, and conversion information, you will differentiate yourself. That''s a differentiator. Pretty incredible.
  • THE B2B RESEARCH BLOG  |  MONDAY, JUNE 30, 2014
    [Differentiation] Finding the brand positioning sweet spot
    The trick here is to choose a positioning which is relevant, differentiated, authentic and flexible: Relevant:   It needs to be based on dimensions which are relevant to customers and prospects.  Differentiated:   It needs to make you stand apart from the competition.  'Managing a B2B brand isn’t easy. 
  • SALES LEAD DYNAMICS  |  THURSDAY, MARCH 22, 2012
    [Differentiation] You Found Your Niche. Now, Craft Your Message.
    You can’t differentiate your firm from others. The three elements of an effective message are: resonate, differentiate, substantiate. Differentiate – Unless you can differentiate yourself from the scores of other, say, communications training consultants, you’re simply a commodity. In my last blog post Find Your Niche!
  • CRIMSON MARKETING  |  MONDAY, DECEMBER 9, 2013
    [Differentiation] Top B2B Social Media Trends for 2014
    Differentiated Content. 'As we finish out 2013 with a bang and prepare for the holiday season, it’s time to start planning for the new year ahead. You have the basics down, so 2014 will be the year of social media refinement for many B2B marketers and companies. Pay close attention to what’s actually working for you! LeadFormix).
  • BUZZ MARKETING FOR TECHNOLOGY  |  FRIDAY, NOVEMBER 1, 2013
    [Differentiation] 3 Secrets To Having A Two-Way Conversation With Your Brand’s Customers Online
    When this same visitor returns to one of the fashion sites, wouldn’t it be more effective to personalize and differentiate the messages and offers she sees? While consumers may have been to your site before, they are not experts in every single product that your brand makes and what differentiates those products/prices from competitors.
  • MARKETING INTERACTIONS  |  TUESDAY, OCTOBER 18, 2011
    [Differentiation] Are B2B Salespeople Thought Leaders?
    scoremoresales: 70% mktg & sales execs rank "inability to differentiate as primary inhibit to growth via @TMcCormick2011 #s20c. Not just for your company's benefit, but to help them prove they differentiate your company from others, and that they're worth speaking with because they have fresh, relevant and valuable ideas.
  • MARKETING INTERACTIONS  |  WEDNESDAY, MAY 16, 2012
    [Differentiation] Robotic Email Campaigns Miss the Point
    Let's face it, perceived value, expertise and credibility are the true differentiators in today's marketplace. Do not differentiate your company. I talk to a lot of our clients and people in the industry, and I know for sure that people are not nurturing well.”. Based on what I've seen, I agree with her. Yet again.
  • GREAT B2B MARKETING  |  THURSDAY, JULY 3, 2014
    [Differentiation] B2B Content Marketing That Drives Results
    From strategy to execution, you need to accomplish this in a consistent and on-target manner that leverages your brand’s core promise while turning your differentiators into compelling content that systematically engages your critical audiences, and causes them to take action. 'There is a lot of buzz in the air about content marketing.
  • SMASHMOUTH MARKETING  |  MONDAY, JULY 19, 2010
    [Differentiation] B2B Demand Gen Week in Review July 12.16
    Are you truly providing anything that will differentiate you from your competitors, over the thousands of other messages out there your customers are possibly engaging with?". The originality of this type of content marketing is refreshing. People like Slash understand that they need to be seen. What did we miss?
  • SALES LEAD INSIGHTS  |  THURSDAY, JULY 14, 2011
    [Differentiation] Bridging the Content Chasm for B-to-B marketing automation and lead generation
    It refers to the ascendance of content marketing (especially in B-to-B), and the differential between the current inventory of quality content that most B-to-B companies have, and the amount they need to have to market effectively. There’s a new marketing term that I’m hearing more and more often - “the Content Chasm”.
  • FATHOM  |  SUNDAY, DECEMBER 1, 2013
    [Differentiation] What Van Damme Teaches Us About Manufacturing Marketing
    It worked because they created an opportunity to focus on a feature that differentiated their product from competitors. Without that product differentiator, the video wouldn’t have been possible in the first place. But the Volvo video didn’t just work so well because they hired an action star to do the splits. Manufacturing Industry
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, DECEMBER 3, 2013
    [Differentiation] Sponsored Content: Edge of integrity or the salvation of advertising?
    Radical honesty as a point of differentiation. Radical honesty as a point of differentiation. 'Sponsored content is probably the hottest — and most controversial — marketing trend around. The fact of the matter is that sponsored content works best when you don’t know it’s an ad. Will the FTC regulate this trend?
  • B2B MARKETING INSIDER  |  THURSDAY, MAY 15, 2014
    [Differentiation] Better Demand Generation Marries Data And Content
    And also earlier this week about how customer insights are becoming the main competitive differentiation between old-school traditionalists and modern marketers. 'I’ve talked before about how big data is driving content marketing. Brilliant! Click here for the complete infographic. For them, data has 5 key aspects: Data-driven strategy.
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 25, 2011
    [Differentiation] Find New Customers – the Unmarketing Company
    No ads are our competitive differentiation. B2B Demand Generation | The Competitive Advantage of No Marketing. We talked about our company policy of zero paid advertising. We rely instead on fans to talk about us via word of mouth. This matches the title of the book by Scott Stratten – Unmarketing “Stop Selling. Start Engaging.”
  • B2B VOICES  |  SUNDAY, JULY 10, 2011
    [Differentiation] B2B Companies Discovering the Value of an Intangible Asset
    It’s what makes the company sustainably distinctive even while it is getting harder and harder to differentiate on product attributes alone. Functional attributes tend to be easier to deliver and therefore less differentiating and less motivating as message drivers. Imagine where Apple would be had it stopped with the iMac!
  • AVITAGE  |  WEDNESDAY, MARCH 12, 2014
    [Differentiation] What is Content?
    'Before you dismiss this question out of hand, please consider my main point: Most people think of content more as type or format rather than as the information in those containers.  This is a major cause of poor content and business outcomes from content dependent marketing and selling initiatives.  ” What does he mean by “content?”
  • AVITAGE  |  TUESDAY, MARCH 11, 2014
    [Differentiation] What is Strategy?
    Differentiation arises from both the choice of activities […] The post What is Strategy? 'Lack of clarity about content strategy might have roots in a universal confusion about strategy. See Robert Rose in Content Marketing Institute.)  He points out “most businesses don’t have a strategy for their organization.” And why don’t they?
  • DIGITAL B2B MARKETING  |  TUESDAY, JULY 17, 2012
    [Differentiation] Are Marketers Afraid to Sell?
    If pricing is a key point of differentiation and reason for them to engage with your sales team, do not be afraid to make that clear! Sitting in a meeting recently and reviewing various B2B sites, someone said “they even have a promotional offer with pricing on their site.” Say what? But has it gone too far?
  • FOLLOW THE LEAD  |  FRIDAY, JULY 16, 2010
    [Differentiation] Welcome to Widget TV
    “There are ever-increasing demands on b-to-b marketing professionals, but few automated tools to help them meet the constant need to distinguish and differentiate their brand while also meeting lead generation needs,” said Pawan Deshpande, CEO of HiveFire, whose clients include Airvana, Aternity, Novell and ThermoFisher.
  • FOLLOW THE LEAD  |  WEDNESDAY, JUNE 16, 2010
    [Differentiation] Pivot in marketing means more personalized messaging
    The difference with using cross-media is you can differentiate every single piece of communication you’re exchanging with clients and start moving the conversation forward.”. “The future of marketing will be more like the past than you could ever imagine.” – Ted Levitt. Remember: friendly, but not familiar,” Rose says. Subscribe to RSS.
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 25, 2012
    [Differentiation] Would I want to have a beer with your brand?
    It will differentiate you. The crux of the beer test is whether or not a candidate is likeable enough for you to have a voluntary social encounter with them. believe likability is also a core intangible we use in deciding who we do business with. Here is my advice for passing the B2B Beer Test. This applies to various channels.
  • GREAT B2B MARKETING  |  TUESDAY, APRIL 1, 2014
    [Differentiation] The Pros and Cons of Competitive Marketing
    You have an identified differentiation. Even if all the stars are lined up—you have a unique differentiation, it is easy to switch and there is a precipitous event—you still need to give prospects a good reason to give up on the competitor. This is a decision that is rich with opportunity but also fraught with peril. 
  • B2BMARKETINGSMARTS  |  WEDNESDAY, NOVEMBER 17, 2010
    [Differentiation] How B2B marketers can be winners at the game of tag.
    It consisted of these three simple rules for creating useful taglines: Differentiate your company from your competition. If a B2B company does not have this differentiating USP, then it has other problems besides creating a strong tag. Both of these tags follow the rules very nicely, with “Innovation&# being the differentiator.
  • SAZBEAN  |  SUNDAY, OCTOBER 7, 2012
    [Differentiation] Top Internet strategy, marketing and technology links for the week of October 7, 2012
    Here are the top Internet strategy, marketing and technology links for the week of October 8, 2012… Why You Need to Market Your Marketing  (Convince & Convert) Read Impact Equation to Help You Harness Your Social Media Message  (Small Biz Trends) Why Social Media Makes Customer Service Better  (Mashable!) News & Notes
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, MAY 16, 2012
    [Differentiation] Following your passion – Easier said than done
    In marketing terms, what is the “point of differentiation?” A guest post from {grow} community member Jeremy Floyd. From  Donald Trump  to  Oprah Winfrey , the “secret” to success seems always to be “follow your passion.” ” I get lost with this directive. Okay, what the hell am I supposed to do with that?
  • B2B MARKETING TRACTION  |  TUESDAY, JULY 9, 2013
    [Differentiation] Why Google Doesn’t Like Your Flat Website
    It’s time to understand your value proposition, have a differentiator,  be unique and get creative when you generate content on your website. One way websites are flat is in terms of content. If there is no original content, the site and its pages fall flat and visitors don’t come back. Think again.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, AUGUST 17, 2010
    [Differentiation] Snooping on Facebook: Not just for stalkers any more
    I have one of the world’s best points of brand differentiation — I’m the only business blogger you know old enough to have a daughter-blogger! Lauren is entering her senior year as a journalism major and has been having some intriguing social media experiences. Hope you have all been doing well. The hunt begins. Found him.
  • WEBBIQUITY  |  THURSDAY, JULY 18, 2013
    [Differentiation] Book Preview: The Social Employee
    'In an era of increasingly transparent pricing, interchangeable products, and uniformly adequate service, the only remaining differentiator may be the “soul” of a company: is your organization the type of enterprise that people want to do business with? What do you stand for? That “soul” is transparent as well.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 18, 2014
    [Differentiation] Why Servant Marketing Matters
    This is especially true for companies that have a complex sale where B2B buyers face daunting decisions that involve huge risks, and sellers struggle to articulate their value propositions and differentiate themselves from competitors. This requires a different kind of thinking to drive a different way of marketing. Do you know of any?
  • VIEWPOINT  |  TUESDAY, MARCH 11, 2014
    [Differentiation] PowerViews with Joanne Black: No Such Thing As “Warm Calling”
    Referrals are the Biggest Competitive Differentiator. 'Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. There is no such thing as “warm calling,” says my latest guest on PowerViews, Joanne Black. You’re either cold or you’re hot—lukewarm doesn’t cut it. The best part?
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, DECEMBER 29, 2010
    [Differentiation] Ranking B2B Marketing Automation Vendors: Part 3
    The acid test is when the individual vendors scores are plotted -- are different kinds of vendors pretty much where expected, without each category being so tightly clustered together that there's no meaningful differentiation? Summary: The first two posts in this series described my scoring for product fit. Well, maybe I peeked a little.)
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, DECEMBER 19, 2011
    [Differentiation] Sometimes not having a strategy is the best strategy
    Now, I need to be clear that although my strategy was in flux, being fully aware of my core competencies and points of differentiation were not. The importance of strategy is woven into the fabric of every consultation and class I teach.  I shout it from the mountaintops.  And yet, sometimes I break my own rules … and with good reason.
  • SALES CHALLENGER  |  TUESDAY, MAY 1, 2012
    [Differentiation] What Should Keep You Up At Night
    Then work to connect those unique differentiators back to the things the customer is trying to achieve – their outcomes, the metrics they use to determine success or failure. This is where you must make the connection back to the things that uniquely differentiate you.
  • SAVVY B2B MARKETING  |  TUESDAY, MAY 15, 2012
    [Differentiation] Savvy Toolkit - List Making as a Tool of Thought Leadership eBook
    How do you take those good ideas and evangelize them that really differentiates a good content marketer from a world class content marketer.” One of the smartest marketers I know, Steve Gershik recently said “ The key component to thought leadership is really the leadership part. Give it a try
  • BIZNOLOGY  |  THURSDAY, AUGUST 30, 2012
    [Differentiation] Digital marketing requires laser focus
    Marketing has always needed focus–focus on who your best customers are and what your biggest differentiation is. Bulls Eye (Photo credit: Jens Dahlin). Three clients. Three stories. But they are all, in a sense, the same story. failure to focus. Because if you don’t, someone else will. So why am I harping on this?
  • SALES CHALLENGER  |  THURSDAY, SEPTEMBER 13, 2012
    [Differentiation] Does Challenger Undermine Questioning Skills?
    Multivariate regression models highlight differentiators – the performance drivers that separate low from high performance. The data clearly indicate that challenging the customer’s thinking with unique insights is what differentiates star performers from their average-performing peers. By Nick Toman and Matt Dixon. What’s yours?
  • HUBSPOT  |  THURSDAY, DECEMBER 8, 2011
    [Differentiation] Twitter Launches Brand Pages for Business Accounts
    Separating @Replies From @Mentions: Brands will also now be able to easily differentiate between their @replies (tweets directed at the brand) and their @mentions (tweets just mentioning the brand with @username), as Brand Pages will separate these tweets into two buckets for account administrators. Business Benefits of Twitter's Redesign.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, JUNE 8, 2009
    [Differentiation] Is Twitter a Critical Part of your Resume?
    Not just for job leads but for the differentiation. The short answer is – YES! In a recent article in the NY Times called Tweeting Your Way to a Job. They talk a lot about people who have found a new job Tweeting for an employer. But what about those people that are interviewing for a job?
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, APRIL 17, 2014
    [Differentiation] Words Decision Makers Love to Hear
    Increased competitive differentiation. 'Decision makers don''t care about your porduct''s speed, specifications, or efficiency. They don''t care about the wonderful methodology you use. Your offering is simply a tool. They care only about the results your offering delivers for them. Faster time to market. Decreased costs. Faster collections.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 9, 2012
    [Differentiation] Mad Marketing TV is educating the world – and me
    Mad Marketing TV , the TV-like show sponsored by Act-On Software and hosted by yours truly, Jeff Ogden, President of Find New Customers is bringing the world great insights on marketing and sales – buyer personas, content marketing, social media, Think Like a Publisher, Differentiation and more. This is how it happened. Jeff Ogden.
  • MARKETING INTERACTIONS  |  THURSDAY, APRIL 26, 2012
    [Differentiation] Designing Calls to Action for B2B Marketing Content
    Differentiate your company's expertise from the competition. During my keynote at the B2B Content 2 Conversion conference on Tuesday, one of the questions the audience asked was about a slide I used when discussing how to create a content flow. The answer to the question that becomes the content asset. call to action (CTA).
  • VIEWPOINT  |  WEDNESDAY, AUGUST 14, 2013
    [Differentiation] PowerViews with Koka Sexton: How to Leverage Social Media
    For salespeople in particular, LinkedIn allows you to differentiate yourself—not by what’s listed on your resume, but by the people you’re connected to. 'Leveraging social media is a familiar tactic for individuals. Have you written a new blog post? Then go on Facebook and let your friends and family know. What is Social Selling? Stay Tuned
  • BIZNOLOGY  |  MONDAY, APRIL 1, 2013
    [Differentiation] Does brand marketing still matter in the digital age?
    How do you differentiate when being the one down the street no longer matters? Photo credit: DavidErickson. Most of you know that Biznology is all about digital marketing, which is a nice hot topic to cover. But you’d be wrong. Digital marketing, in fact, is way more about marketing than about digital. What do you stand for?
  • MARKETING INTERACTIONS  |  THURSDAY, DECEMBER 8, 2011
    [Differentiation] The Difference Between Benefits and Features
    How you present them is a source of differentiation for your company. One of the things I find in working with B2B marketers is that it's so dang easy to reference features rather than benefits in marketing content. Some of this is just because we know so much about our product and solution features. Feature or benefit? Not yours.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, MAY 11, 2011
    [Differentiation] When did we forget about strategy?
    Somehow we got caught up in plastering the world with Facebook pages and lost sight of the true purpose of our business: Create shareholder value through a differentiated — and truly strategic — business proposition. Does anybody on the digital media scene pay attention to strategy?  He would know. “No strategy. Cut costs?
  • BUZZ MARKETING FOR TECHNOLOGY  |  FRIDAY, JUNE 27, 2008
    [Differentiation] A Behavioral Model of Information Seeking on the Web
    One version of the model describes six categories of information seeking activities as generic: starting, chaining, browsing, differentiating, monitoring, and extracting. During Differentiating , the individual filters and selects from among the sources scanned by noticing differences between the nature and quality of the information offered.
  • MARKETING INTERACTIONS  |  MONDAY, FEBRUARY 20, 2012
    [Differentiation] Convince Execs to Convert to Content Marketing
    Differentiate with interactivity for competitive advantage. The way your company chooses to interact with your prospects and customers is the biggest differentiator left. The way marketing has always been done will not produce the results B2B marketers need to grow their businesses today. That's a pretty impressive investment.
  • SALES CHALLENGER  |  MONDAY, JANUARY 21, 2013
    [Differentiation] Why Should Customers Buy From You?
    Exploring unique differentiators —identifying what they are, and what they aren’t—is one of the first exercises we work with members on during the Challenger Messaging Workshop. So how does your sales organization go about identifying its unique differentiators and developing commercial insight?
  • PWB MARKETING BLOG  |  FRIDAY, SEPTEMBER 23, 2011
    [Differentiation] Secret to a Killer B2B Social Media Program
    Highlight the benefits of your products and services and differentiate your offerings from competitors. Frustrated. That’s how you feel if you’re busy with social media – month after month – but aren’t getting results. The truth is, people don’t care about your company, they care about themselves. Second, develop a content marketing strategy.
  • B2B MARKETING INSIDER  |  MONDAY, MARCH 17, 2014
    [Differentiation] Content Marketing Is The Top Marketing Priority of 2014
    But with as much as 80% of internet traffic in the next few years coming from video, I continue to believe that visual content will be a key differentiator in the brands implementing successful content marketing strategies. 'Adobe and Econsultancy released a report last week following a survey of more than 2,500 marketers. My View.
  • DIGITAL B2B MARKETING  |  TUESDAY, OCTOBER 23, 2012
    [Differentiation] LinkedIn Just Went Into the Publishing Business
    LinkedIn’s content is differentiated. A number of publishers and blogs covered the launch of LinkedIn’s new follow feature for 150 thought leaders or influencers over the last few weeks. However, labeling it the ability to follow thought leaders (as LinkedIn did) misses the real point. Nowhere. can match that contributor list.
  • SALES CHALLENGER  |  TUESDAY, OCTOBER 16, 2012
    [Differentiation] First 50 Challenger Implementations—Spotlight on Messaging
    Ask them what your top two differentiators are relative to your biggest competitors. Surprised One of our biggest surprises so far has been the differing opinions within many of our client organizations around competitive differentiators. In Don’t Underestimate the Power of Collaboration. Start with the Basics: What Makes You Better?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 11, 2014
    [Differentiation] Life Enrichment: Be a Top Performer
    Every salesperson wants to be successful, as does every sales manager, everyone has good ideas, but execution becomes the key differentiator in success. 'The Difference Between Average and Top Performers. What do you need to create this environment? As you go about your week, make sure you do what is expected…and then some.
  • B2B MARKETING UNPLUGGED  |  MONDAY, SEPTEMBER 8, 2014
    [Differentiation] Unique Selling Propositions Are a Myth
    Now this notion of a unique propositi on has been sucked up into the much different discussion about brand differentiation. Differentiation is not necessarily unique, nor is it necessarily a starting point. I need a unique selling proposition” , he said. I said. “It’s the second box on page three” , he replied.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, JULY 28, 2011
    [Differentiation] Trout on Strategy is an Acquired Taste
    The first is a fun trip through differentiation (from Differentiate or Die: Survival in Our Era of Killer Competition  - - affiliate link) and it’s worth reading if you are thinking of pitching customer service or quality as a point of differentiation (don’t). Hotness is also a differentiator. And why? affiliate link). 
  • DIGITAL B2B MARKETING  |  TUESDAY, SEPTEMBER 25, 2012
    [Differentiation] No!! LinkedIn Just Went Klout On Us!
    Unlike a written recommendation, you cannot differentiate between meaningful endorsements and throwaways. If you have viewed a LinkedIn profile in the last couple days, chances are you have seen a new box at the top of the page prompting you to endorse the individuals skills. But wait, there’s more! Is this really a good idea?
  • BLOG MY CALLS  |  FRIDAY, SEPTEMBER 27, 2013
    [Differentiation] The Call Tracking Landscape
    And while there are a few minor differences between these companies—basically boiling down to UI, reporting, and integration techniques--ultimately, there are no major differentiators. 'When we launched LogMyCalls in the Summer of 2012, we joined about a dozen serious call tracking competitors. Call tracking doesn''t change that much. Period.
  • MARKETING INTERACTIONS  |  THURSDAY, SEPTEMBER 23, 2010
    [Differentiation] The New B2B Marketing Manifesto
    Mastering the information that differentiates our offerings to raise us above the noise. Velocity puts out some innovative B2B marketing content known for inspiring advanced thinking and innovative takes on the roles and responsibilities of marketers—and this manifesto is no exception.   “B2B marketing is a profession of ideas.”.
  • SAVVY B2B MARKETING  |  FRIDAY, MAY 28, 2010
    [Differentiation] Savvy Week in Review - May 28
    How to Use Information Design to Improve Content Marketing by @soloportfolio via @junta42 Clare McDermott offers great tips for using information design and graphic design to differentiate your content portfolio. With the holiday weekend nearly upon us in the US, it's a good time to take inventory and contemplate life's riches. Enjoy! Mark W.
  • SAZBEAN  |  WEDNESDAY, APRIL 17, 2013
    [Differentiation] 5 Ways to Turn Transactions Into Referrals
    Convenience is a tremendous relationship builder and differentiator. ve long contended that repeat and referral customers are born during the first transaction. The simplest of touches can turn an uneventful transaction into an experience worth sharing with friends. – 5 Ways to Turn Transactions Into Referrals by John Jantsch.
  • MARKETING INTERACTIONS  |  WEDNESDAY, MARCH 16, 2011
    [Differentiation] Does Your Marketing Content Match Your Goals?
    At least not in any way that would differentiate you from your competitors. Part of the challenge that marketers have in creating B2B content marketing programs that deliver on the goals set for them is that it takes more than content + email to = results. Content Offers: Analyst research papers discussing topics of interest.
  • TOM PISELLO  |  TUESDAY, JANUARY 25, 2011
    [Differentiation] Diametrically Opposed Forces: Selling Value in a Buyer Controlled World
    This webinar mapped out the key issues sales has in connecting with today's decision makers, the steps in the buying lifecycle and the role sales needs to play to effectively connect and engage at each stage, and the tools necessary to facilitate buying, diagnose customer opportunities, justify change, and differentiate value.
  • B2B LEAD BLOG  |  MONDAY, NOVEMBER 10, 2014
    [Differentiation] Messaging Masters: Ensuring Everyone Gets What They Need
    point of differentiation. 'Marketing messaging can mean a lot of things. Positioning Statements, Message Maps, Taglines, Mission Statements and more fall into the Messaging category. Let’s start with Positioning Statements –. positioning statement is NOT a tagline, a slogan, a message to your prospect or customer or a business plan.
  • WORKFACE  |  FRIDAY, JULY 8, 2011
    [Differentiation] Why Personal Branding Matters to Small Business
    Because often the personalities, unique personal selling skills, and attention to one-to-one relationships is the only competitive differentiator smaller businesses have. by Lief Larson. Tom Pick wrote a wonderful post last week titled Why Personal Branding Matters to Big Companies. Small business personal brands come with personality.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JANUARY 14, 2013
    [Differentiation] Does everybody need a social media strategy?
    And, there is perhaps no product less differentiated than coal. know commenters might argue that there are ways to differentiate any business, but the reality is, usually a contract in this market is won or lost by cutting a few cents per ton. This is a very complex question. Adult diapers. Hazardous waste clean-up. Playing cards.
  • SALES CHALLENGER  |  TUESDAY, FEBRUARY 28, 2012
    [Differentiation] Challenging in the Channel
    Who should I be teaching for differentiation?  It can be a lot to expect them to sell your products and solutions in a differentiated way. Our research on the Challenger Rep has taken hold in many organizations and with many sales leaders.  Many of these organizations are focused on selling directly to their end customer. 
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, APRIL 11, 2012
    [Differentiation] 3 Steps to a Better (B2B) Customer Experience
    Many marketers fail to meaningfully differentiate their customer experience strategy from that of their competitors. So how can you blame customers that who don’t perceive much of a difference between you and your competitors, and instead make their decisions on price? But great customer experiences start here.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  WEDNESDAY, DECEMBER 5, 2012
    [Differentiation] [Video] #1 Rule for Building Relationships With Customers
    If you don't want that to happen -- start focusing on becoming the differentiator. Are buyer's expectations of salespeople changing? They sure are. Today's crazy-busy prospects have raised their standards in the past few years. If you just want to talk with them about your product or service, they have absolutely no time for you.
  • INBOUND SALES NETWORK  |  TUESDAY, FEBRUARY 21, 2012
    [Differentiation] Should You Give Away Your Secrets?
    It also does not reveal the exact aspects we use to differentiate our clients in their prospects’ minds, or how we create content that will precisely resonate with their prospective audience. Does it make sense to share the very secrets that make you successful? The simple answer is yes. Here are a few thoughts for you.
  • HUBSPOT  |  TUESDAY, OCTOBER 15, 2013
    [Differentiation] Go Beyond Blogging: How to Become a Great Storyteller
    That''s what differentiates an article, from a story. In fact, it''s highly effective in telling a remarkable story and differentiating your brand. 'This post originally appeared on Inbound Insiders , a new section of HubSpot''s Inbound Marketing Blog. Opinions are like blogs: Everyone has one. Is this not why you are here? ”.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, JUNE 3, 2009
    [Differentiation] Smashmouth Review - LeadLander - Who's Really Visiting Your Site?
    It touts the ability to provide to you all the standard website visitor stats, along with one huge differentiator - the names of companies that visit your website. was able to catch Mike Schon, CEO at LeadLander, and asked him "What differentiates LeadLander from traditional web analytics services like Google Analytics?" Day 1. Day 2.
  • THE B2B RESEARCH BLOG  |  THURSDAY, JUNE 9, 2011
    [Differentiation] Top ten B2B marketing challenges
    Differentiation. Holger Schulze, Marketing Director at SafeNet, recently posted a great question to the 9,040 members of LinkedIn’s B2B Marketing group. Can you use ONE WORD to describe the biggest challenge facing B2B Marketing today?”. love this question for two reasons.  One, it forces a focussed answer.  Relevance. Content. Budgets.
  • SALES LEAD DYNAMICS  |  THURSDAY, JANUARY 13, 2011
    [Differentiation] Your Business Has Changed. Adapt To The New World
    Mike breaks this down into three essential components: Resonate, Differentiate, Substantiate. If you don’t differentiate, buyers will pressure you on price and attempt to get your service (which they perceive as the same as others) from you or a competitor for as little as they can pay for it. It’s 2006. Life is good. Now it’s 2011.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, SEPTEMBER 20, 2012
    [Differentiation] [Video] For Faster Decisions, Be a Decision Guide
    They might not know how to differentiate from the competitors. Are you involved in a complex sale with multiple decision makers? If so, they probably don't make decisions too often with regards to what you sell. When you're dealing with today's crazy-busy prospects, the decision itself can be overwhelming. But you know all this stuff.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JUNE 4, 2013
    [Differentiation] My Take: Salesforce Acquires ExactTarget, Continues Marketing Automation Industry Consolidation
    The smart ones (and that''s most of them) already have a strategy in place to differentiate themselves from the big industry leaders. 'I''ve been in meetings all day and just emerged to hear that Salesforce.com purchased ExactTarget. So this fills a gap in their core product offerings. Tougher for marketing automation in the long term.
  • GREAT B2B MARKETING  |  TUESDAY, JULY 3, 2012
    [Differentiation] B2B Marketing: Do This, Don’t Do That
    Branded authorities are able to command premium prices because they offer a unique differentiation and compelling benefit(s). The secret sauce in marketing is to give prospects what they do want, and stop giving them what they don’t want. Easy enough to say but how do you accomplish this. Create quality content. So what should you stop doing?
  • MEASURABLE MARKETING  |  WEDNESDAY, APRIL 6, 2011
    [Differentiation] 6 Optimization Tips to Improve Higher Ed Landing Pages
    Differentiate. Landing pages are an important aspect of higher education institutions’ conversion tactics, but, if your landing pages aren’t converting your prospects to leads, then they’re most likely not optimized. So—how can you improve your conversion rates? Match your target. Be Credible.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 9, 2012
    [Differentiation] NurtureHQ Offers "Dead Easy Marketing Automation". Is That Enough?
    NurtureHQ hopes to differentiate itself as “dead easy marketing automation”, which it arguably is. Still, I’m not entirely ready to give up on technology as a major differentiator. I don’t know whether to laugh or cry. New-ish marketing automation vendor NurtureHQ showed me its product recently. It’s really nice. think not.
  • INBOUND SALES NETWORK  |  THURSDAY, MAY 19, 2011
    [Differentiation] In Sales There is No Prize Money for Second Place
    That means how you engage your audience online will be the biggest differentiator your company will have against the competition. Does your process or methodology help you to position your offerings as solutions to clients’ problems and then differentiate them from the competition? When companies compete, only one gets the order.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, DECEMBER 18, 2013
    [Differentiation] A 6-step plan to respond to negative social media comments
    Business life on the web can be complex, but it can also be an opportunity to create a point of differentiation and undying customer loyalty if you get it right! Business life on the web can be complex, but it can also be an opportunity to create a point of differentiation and undying customer loyalty if you get it right! Follow up.
  • BIZNOLOGY  |  WEDNESDAY, FEBRUARY 13, 2013
    [Differentiation] Common Content Marketing Mistakes To Avoid
    In fact, blazing your own path can be a great way to differentiate yourself. Photo credit: DigitalRalph. You’ve always been marketing. First it was search marketing, then social media marketing, and now you’re looking at the latest thing–the combination of search and social called content marketing. Swinging for the Fences.
  • DIGITAL B2B MARKETING  |  TUESDAY, OCTOBER 11, 2011
    [Differentiation] Content Will Not Be King
    Following conventional marketing wisdom will not differentiate you. The most interesting question is “ after content, what is the next major differentiator? ” What will differentiate you when everyone embraces content marketing? Successful marketing automation may be the next big differentiator. Really folks?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  FRIDAY, JANUARY 20, 2012
    [Differentiation] 7 reasons every job-seeker needs to blog
    4) Point of differentiation. Have you ever considered the ways a blog can help you get a job? I meet a lot of young people entering the work force and I always recommend blogging as a way to get ahead … in almost any career. Here’s why: 1) Show what you’re made of. In a blog, you can SHOW them. Let’s face it.
  • CK'S B2B BLOG  |  MONDAY, SEPTEMBER 20, 2010
    [Differentiation] Mobile Marketing: Resources To Get Your Marketing Aligned With Your Mobile Audiences.
    As with all media and marketing programs, you need a strong value proposition, differentiated strategy and a flawless execution. Last week I had the honor of presenting on both social media and mobile media at Optimization Summits in Dallas and I wanted to take this post to share the mobile marketing presentation I created for the event.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, NOVEMBER 23, 2011
    [Differentiation] 4 Lessons from the Year’s Best B2B Campaigns
    One of the team’s favorites this year, for example, was Qwest’s (now CenturyLink) “Ultimate Problem Solver” campaign ,  an online game that challenged technology buyers to solve problems in ways that dovetailed with the company’s differentiators. The key insight? Incorporate B2C influences. So why did it work?
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