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  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, OCTOBER 13, 2015
    [Differentiation] Why ad agencies need to become software companies
    If you’re an advertising or marketing agency, how do you differentiate yourself today? Here is one point of differentiation that may seem foreign to the traditional notion of agency life: MATH. Here is one point of differentiation that may seem foreign to the traditional notion of agency life: MATH. And it is. Do you?
  • HINGE MARKETING  |  MONDAY, MARCH 24, 2014
    [Differentiation] 5 Things Every Managing Partner Must Do To Drive Organic Growth
    Find a true differentiator. Without a meaningful differentiator (or two, or three), a firm lacks a serious competitive advantage. And without understanding their differentiators, firms lack a way to communicate that advantage and grow. What makes for a strong differentiator? Focus on fewer markets. It has to be: True.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 24, 2014
    [Differentiation] SalesPredict Offers Highly Automated, Highly Flexible Predictive Modeling
    In this case, the main technical differentiator is extreme automation: SalesPredict imports customer data, builds models, scores current records, and deploys the results with virtually no human intervention. User interface is a second differentiator. The final differentiator is flexibility. Is SalesPredict right for you?
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  MONDAY, NOVEMBER 5, 2012
    [Differentiation] 7 Paradoxical Sales Principles
    To differentiate your offering, become the differentiator. Recognizing and acting on these 7 paradoxical sales principles is critical to your long-term success. 1. To win more sales, stop selling. When people feel like they're being sold, they react negatively and put up barriers. To speed up your sales cycle, slow down.
  • DIGITAL B2B MARKETING  |  MONDAY, JUNE 11, 2012
    [Differentiation] Three Reasons Content Curation is Overrated
    Curation, by itself, is not enough to differentiate you. But if you believe content curation is your ticket to thought leadership and differentiation, you will be sorely disappointed. B2B marketers are looking for a shortcut to thought leadership , but the shortcut many are taking lead somewhere else completely. Curation is not enough.
  • BIZNOLOGY  |  THURSDAY, OCTOBER 1, 2015
    [Differentiation] The five things most marketers get wrong about personas
    Forgetting our differentiation. For each one, we need to know how our offering’s unique differentiation speaks to that persona. One way to limit the number of personas is to be ruthless about recognizing that we aren’t differentiated for every kind of customer. I’m tired of personas. Creating too many personas.
  • FATHOM  |  SUNDAY, DECEMBER 1, 2013
    [Differentiation] What Van Damme Teaches Us About Manufacturing Marketing
    But the Volvo video didn’t just work so well because they hired an action star to do the splits.  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. Manufacturing Industry
  • E-QUIP  |  TUESDAY, NOVEMBER 22, 2011
    [Differentiation] E-Quip Blog: Delivering Added Value
    Delivering added value to your clients is the best way to differentiate your firm. Tuesday, November 22, 2011. Delivering Added Value. That was the conclusion of a survey of over 5,000 buyers of A/E/C services who were asked which criteria they used most often to distinguish between similar firms. But cost alone does not define value. Posts.
  • GREAT B2B MARKETING  |  WEDNESDAY, JANUARY 21, 2015
    [Differentiation] The Economic Value of Your Company Brand
    It differentiates you from all other competitors. Your biggest objective is to make sure you have a differentiated brand and not a commodity brand.  A commodity brand is something where the main difference between brand A and brand B is the price that the purchaser pays for it. Following is a summary of what I said on the podcast.
  • 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?
  • KAON  |  WEDNESDAY, DECEMBER 9, 2015
    [Differentiation] Marketing In 2016–And Beyond–Will Be All About Value
    It is now up to the marketer to draw that straight line directly between customer challenges and the company’s differentiated solutions to those challenges. Filed under: CEO Corner , Uncategorized Tagged: B2B , Differentiation , Digital marketing , interactive marketing , Kaon , Kaon Interactive , marketing , Value. The Digital Core.
  • OPENTOPIC  |  FRIDAY, MARCH 4, 2016
    [Differentiation] Evan Kirstel on Twitter
    Opentopic blog >> twitter.com IBM Watson and the future of healthcare Cognitive solutions will be the biggest differentiator for IBM’s healthcare business medcitynews.com This was a brief summary of a twitter.com post. Request a demo. Cognitive Technology undefined
  • 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.  In this post I’d like to focus on the last challenge – finding the right brand positioning. So how do you find the positioning sweet spot? 
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, MAY 31, 2016
    [Differentiation] The One Customer Experience Stat That All CMOs Need To Know
    92% of organizations that view customer experience as a differentiator offer multiple contact channels. Before I get to the headliner, one more "opening act" — 78% of marketers say they try to differentiate through customer experience. Here a stat. There a stat. Everywhere a stat, stat. We marketers sure love our stats.
  • HINGE MARKETING  |  TUESDAY, APRIL 14, 2015
    [Differentiation] 5 Brand Building Facts Every Marketing Director Should Know
    Don't be afraid to differentiate yourself from your competitors—it will make your brand even stronger. Branding is an Opportunity for Differentiation Brand building is an opportunity for your firm to stake out a unique corner of your market. But to do so, you need to differentiate yourself from your competitors.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JULY 22, 2015
    [Differentiation] Oracle Selected as Strong Leader Among Digital Marketing Platforms
    Data-as-a-Service is a key service differentiator. This is a key differentiator. Recently, Ovum, a leading market research firm, released their latest report: Ovum Decision Matrix: Selecting a Digital Marketing Platform, 2015-16. And, we are pleased to share that Oracle is recognized as a Strong Leader. ” (Page 8).
  • THE B2B RESEARCH BLOG  |  FRIDAY, JUNE 24, 2011
    [Differentiation] Top B2B marketing challenges – an update
    Differentiation. I recently posted an analysis of a question to the B2B Marketing LinkedIn group. Can you use ONE WORD to describe the biggest challenge facing B2B marketing today?”. At the time 162 people had replied.  Just two weeks on that’s risen to 246.  Content. Relevance. Enjoyed this post? Subscribe and receive new posts by RSS.
  • OPENTOPIC  |  TUESDAY, JULY 26, 2016
    [Differentiation] Why Personalization Is A Must For The Mobile Customer Experience
    You may have heard this statistic about the importance of the customer experience, but it is certainly worth a reminder – “By 2020, the customer experience will overtake price and product as the key brand differentiator.” ” In fact, 86% of buyers are already willing to pay more for a better customer experience.
  • HINGE MARKETING  |  MONDAY, APRIL 18, 2016
    [Differentiation] How to Drive Organic Growth: 5 Proven Strategies for Professional Services Firms
    Develop strong, easy-to-understand differentiators. You’ve got a built-in differentiator. What’s a differentiator? That’s your differentiator. Our research revealed that high-growth firms are twice as likely as no-growth ones to have easy-to-understand differentiators and 20 percent more differentiators.
  • FEARLESS COMPETITOR  |  THURSDAY, MAY 16, 2013
    [Differentiation] Insights from The CMO Club Innovation Summit – @MargaretMolloy on Marketing Made Simple TV
    ” 2) How to differentiate your company through the brand experience. 3) Business to Business (B2B) or Business to Consumer (B2C)? In this episode of Marketing Made Simple TV, @MargaretMolloy , Chief Marketing Officer of Velocidi  sits down with host Jeff Ogden  and shares key take-aways from The CMO Club Innovation Summit in NYC.
  • 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.
  • HINGE MARKETING  |  MONDAY, JANUARY 25, 2016
    [Differentiation] Elements of a Successful Brand 7: Color
    When chosen and implemented effectively, color can differentiate, motivate, and elevate a business. Color Differentiates You. Color can cut through visual clutter and commands attention—so long as the color is differentiated. A brand is a complex organism. Who "owns" yellow in the construction equipment industry? IBM 2.
  • CRIMSON MARKETING  |  TUESDAY, SEPTEMBER 15, 2015
    [Differentiation] Digital Display Advertising in the Data Analytics Age (with Jennifer Davis, VP Marketing and Product Strategy at Planar Systems)
    NASDAQ: PLNR), a leader in differentiated display systems and digital signage with offices in North America, Europe, and Asia. The practice of using data analytics in go to market strategy, already par for the course online and in mobile, is finding its way into channel marketing and real world engagement.
  • HINGE MARKETING  |  WEDNESDAY, DECEMBER 24, 2014
    [Differentiation] Top 9 Professional Services Marketing Lessons Learned in 2014
    In addition to an increase in leads and partnership opportunities, Pulizzi was able to increase his billing rates by 1000% over the last three years. 2) Strong Brand Differentiation Leads to High Growth Your professional services brand is the combined product of your reputation and visibility (reputation x visibility). Not so fast.
  • BEYOND  |  MONDAY, AUGUST 19, 2013
    [Differentiation] The Winning Habits of Successful B2B Brands
    Differentiation by product, price and location. What do successful B2B brands do that you don't? We asked the buyers themselves. Check out the 4th and final part of our Buyersphere B2B research series. In the 1980s Stephen Covey wrote about The 7 Habits of Highly Effective People. • Methods and frequency of communication.
  • BIZIBLE  |  TUESDAY, JUNE 14, 2016
    [Differentiation] What Microsoft's Acquisition Of LinkedIn Could Mean For B2B Marketers
    This would be a huge benefit for B2B companies who invest heavily in demand generation and would certainly provide Dynamics with a differentiator to Salesforce. 5) Dynamics Integration For Enhanced Segmenting And Data Cleaning. As marketers we took a close look at the implications for online advertising. But what about Outlook? B2B Marketin
  • CHRIS KOCH  |  THURSDAY, SEPTEMBER 29, 2011
    [Differentiation] 9 attributes of the best thought leadership content
    Differentiated. Some time back, I blogged about the attributes of a thought leader. Lately, I’ve been talking to B2B marketers about the content delivered by these thought leaders and asking, What defines good thought leadership content? Here’s what I have so far. Surely, you have a suggestion that will get us to ten attributes? Visionary.
  • 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?
  • 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.
  • B2B IDEAS @ WORK  |  FRIDAY, DECEMBER 5, 2014
    [Differentiation] The Fail-Proof 2015 Guide to B2B Marketing and Lead Generation
    Selling your wares profitably to other businesses is a basic definition of a B2B enterprise but unless you’ve cornered your market and have no competition, what you sell isn’t the best way to define and differentiate your brand. Even if you still believe in Santa Claus, this gift doesn''t actually exist.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 21, 2011
    [Differentiation] The Future of Marketing: The Evolution from Demand Generation to Revenue Performance Management
    In the free B2B Lead Roundtable webinar replay below, Paul Teshima, Senior Vice President of Customer Strategy and success for Eloqua, explains what revenue performance management is, and how the fastest-growing companies are using it to optimize return on marketing investment and achieve unprecedented competitive differentiation.
  • 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.
  • HINGE MARKETING  |  TUESDAY, JUNE 28, 2016
    [Differentiation] 5 Trends Redefining Sales and Marketing in 2016
    Today’s winning professional services firms seek to crystalize that value through well defined differentiators. So the extent to which you’re differentiated around expertise in turn affects the speed of your ascent to greater visibility. See also: Expertise as a Differentiation Strategy. 3. Let’s take a look. 1. And 43.6%
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, APRIL 29, 2015
    [Differentiation] 12 Awesome Content Marketing Ideas That Aren’t Blog Posts (Infographic)
    There are many ways in which you can differentiate your brand message and really engage with prospects - below we have pulled together 12 of the most awesome creative media formats, from charts, text messages all the way through to content vampires, to help you really make sure that your content is noticed. Content Marketing
  • 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
  • SCRIBBLELIVE  |  MONDAY, FEBRUARY 8, 2016
    [Differentiation] 5 Things Spotify Can Teach You about Content Curation
    Takeaway: Anyone can curate content, but you need to add unique value to differentiate yourself from the competition. Music streaming is a competitive service, and Spotify is leading the charge as far as differentiating itself from its competitors like Pandora and SoundCloud. Lesson #2: Customize Content for Individual Users.
  • VIEWPOINT  |  TUESDAY, JULY 28, 2015
    [Differentiation] "Marketing is too important to be left to marketers."
    And this leads to even greater distortion in the marketplace because competition then becomes based on image rather than substance, on choices rather than differentiation. This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood. One cannot exist without the other.
  • 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. He points out “most businesses don’t have a strategy for their organization.” Well, no wonder we struggle with content strategy. And why don’t they?
  • DIGITAL B2B MARKETING  |  TUESDAY, JANUARY 3, 2012
    [Differentiation] Marketers Ruin Good Marketing Opportunities
    Unique marketing stands out, it is differentiated simply because very few companies are doing it. Innovative marketers constantly put new ideas into practice, and some of the most effective new ideas quickly become marketing best practices or emerging trends. The incredible results the early adopters reported are not repeated.
  • HINGE MARKETING  |  TUESDAY, JULY 7, 2015
    [Differentiation] 7 New Rules in AEC Marketing
    Your website is one of your best chances to explain who you are, what you do, and why it matters to clients – in a nutshell, your differentiators. 2. Clearly identify your differentiators. Most firms have heard that they should differentiate themselves. Just as importantly, they have to be real differentiators.
  • CRIMSON MARKETING  |  THURSDAY, NOVEMBER 5, 2015
    [Differentiation] Infographic: 4 Ways to Generate Leads with Marketing Automation Software
    ” Challenges that marketers face when it comes to marketing automation is differentiating between martech products and figuring out how the software will fit into their organization. . Producing a steady stream of leads is typically the top strategy for producing revenue for many organizations. Email Drip Campaigns. Landing Pages.
  • DIGITAL B2B MARKETING  |  TUESDAY, AUGUST 20, 2013
    [Differentiation] 5 Metrics Every B2B Marketer Should Track
    Pay attention to how your conversion rate changes over time and how it varies by traffic source and landing page to differentiate between improvements in your traffic mix and in the effectiveness of your site. You have a lead generation program. An influencer program. An advertising program. marketing automation program. Just Get Started.
  • OPENTOPIC  |  THURSDAY, MARCH 31, 2016
    [Differentiation] Gartner Reprint
    Opentopic blog >> gartner.com As marketing leaders are handed more responsibility — for transformative business strategies, differentiated customer experiences and revenue generation — they often seek agency support in achieving their goals. This document was revised on 24 March 2016. The document you are viewing is the corrected version.
  • BIZNOLOGY  |  WEDNESDAY, OCTOBER 21, 2015
    [Differentiation] Is your content marketing using your personas and buyer’s journeys?
    Better yet, how is that particular marketing message differentiated from your competitors? I don’t generally see content being designed for personas and buyer’s journeys. I am not sure why, but I have suggested one change for clients that has helped. Compare. Grandma. Grandpa. Like this post? Sign up for our emails here.
  • HINGE MARKETING  |  MONDAY, DECEMBER 22, 2014
    [Differentiation] Top 10 Professional Services Marketing Today Posts of 2014
    Find Your Differentiator: 21 Ways to Gain a Competitive Advantage for Your Firm What makes a successful differentiator? There are three criteria that must be met: the differentiator has to be true, relevant, and provable. This post details 21 differentiators that work. 2014 has been a big year for Hinge. Enjoy! 1.
  • THE B2B RESEARCH BLOG  |  TUESDAY, SEPTEMBER 1, 2015
    [Differentiation] Social media in B2B – the latest stats
    It is on this differentiated footing that YouTube is preparing its ascent up the B2B social media ladder. The allure of social media in B2B is growing rapidly. Over one third (35 per cent) of organisations now subscribe to a paid social media monitoring platform. However, this bounty is not being distributed equally.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JULY 22, 2015
    [Differentiation] Content Is The Key To Social Selling Success
    This is the secret sauce to beat and differentiate yourself from the competition. Differentiate Yourself From The Competition. How differentiated would that approach make you? Content marketing is the key to open the door to your social selling success. However, we do all of that with content. Are they finding you?
  • THE ROI GUY  |  MONDAY, SEPTEMBER 22, 2014
    [Differentiation] Your Unique Value: Solution Focused versus Challenge Centric?
    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. SiriusDecisions).
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 21, 2013
    [Differentiation] “Secrets of Great Leaders” Robert Murray author of It’s Already Inside on Marketing Made Simple TV
    How the best focus on clear competitive differentiation and “dial it up to 11″ Marketing Made Simple T V is a weekly show delivering the best business thought leaders in a fun and engaging format. Buffer. In this show, Robert Murray, author of It’s Already Inside shares key leadership tips with the show host, Jeff Ogden.
  • DIGITAL B2B MARKETING  |  WEDNESDAY, MARCH 21, 2012
    [Differentiation] What Will Marketing Look Like in 2030?
    In order to stand out, marketing will move to the extremes in order to differentiate and get our attention. The final way to differentiate is the one we, as consumers, prefer and the path I pursue as a marketer. We just welcomed our third son, Caleb, into our family. Carpet Bombing. Aggressive Interruption. Gratuitous Creative.
  • AKOONU  |  WEDNESDAY, MARCH 16, 2016
    [Differentiation] Akoonu's New Benchmark Report Assesses Content Marketing Maturity Across 43 B2B Industries
    It includes a foreword by Robert Rose of the Content Marketing Institute on what the results mean for B2B marketers, as well as key takeaways for marketers on how they can elevate their content marketing to differentiate themselves in their industries. We wanted to find out. Company Content Marketing
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, NOVEMBER 24, 2014
    [Differentiation] Big data and small business: The future of marketing?
    Here is the conversation with the company’s founder/president/CMO (all the same person!): ME: Well what are your points of differentiation? Here is the conversation with the company''s founder/president/CMO (all the same person!): ME: Well what are your points of differentiation? How do you stand out? We all do the same thing.
  • 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.  In a tough business like that, you simply try to excel where you can by managing the supply chain properly. This is a very complex question. So to help answer it, I looked at a few companies with brands that might not be natural fits for a social media presence. Adult diapers.
  • B2B MARKETING INSIDER  |  THURSDAY, JUNE 16, 2016
    [Differentiation] 11 Overused Stock Photos to Ban From Your B2B Marketing
    If you want to stand out in this explosion of digital content, you need to get smarter with your content and create content that differentiates your brand and supports your message. Content production is only going to continue to increase, so there is no better time to focus on differentiating your brand. The Headset Hottie.
  • THE ROI GUY  |  SATURDAY, MARCH 1, 2014
    [Differentiation] Research: Improving Value Conversations Key to Sales Execution
    According to Christopher Faust, CMO at Qvidian, “The buying environment has changed and now it’s tougher than ever to cut through the clutter to better communicate and differentiate your value with prospects”. significant Value Gap exists today between buyer and seller. However, these conversations are less than effective.
  • HINGE MARKETING  |  FRIDAY, JUNE 19, 2015
    [Differentiation] Are Your Competitors Flying Under the Radar? Use Competitive Analysis to Adjust Your Firm’s Position
    In a recent post , we established that having true, relevant, and provable differentiators will help your firm take the lead in the marketplace. But whom do you need to differentiate your firm from? Developing Differentiators: How Research Can Help You Pass the Test. What is Competitive Analysis? The short answer is simple.
  • WEBBIQUITY  |  TUESDAY, OCTOBER 27, 2015
    [Differentiation] Seven Ways to Humanize B2B Marketing
    The problem is those messages themselves often aren’t differentiating, and even when they do, product and service features are generally easy for competitors to copy. It’s about differentiating your product or service in a crowded, competitive market. Certainly, practicality plays a large role in B2B procurement.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  FRIDAY, JANUARY 20, 2012
    [Differentiation] 7 reasons every job-seeker needs to blog
    Compelling content is a way to engage prospective employers in a way that will hold their attention. 4) Point of differentiation.  In today’s world, blogging may be an expectation of many entry-level jobs. There are lots of examples where people found jobs through connections in a blog community. Of course that usually means LinkedIn.
  • HINGE MARKETING  |  WEDNESDAY, JULY 6, 2016
    [Differentiation] Your 3 Most Visible Brand Assets And Why You Shouldn’t Underestimate Them
    Uncover your firms true differentiators in Hinge University’s  course,  Differentiation, Positioning & Messaging. Brand strategy in professional services goes far beyond a firm’s name or logo. How Hinge Can Help: Hinge has developed a comprehensive plan, the Visible Firm® to address these issues and more.
  • HINGE MARKETING  |  FRIDAY, APRIL 22, 2016
    [Differentiation] Positioning Strategy: 5 Common-Sense Approaches that Never Work
    So the key elements of a positioning strategy are 1) it differentiates and 2) it appeals to a specific set of buyers. You see, process isn’t a differentiator, it’s a prerequisite. No matter how “excellent” your team is, no prospective client is going to give this so-called differentiator even a nod of recognition.
  • HUBSPOT  |  FRIDAY, NOVEMBER 13, 2015
    [Differentiation] How to Compete With Google: One Startup's Plan to Disrupt the #1 Search Engine in the World [Podcast]
    Its differentiator? If you were starting a business today, would you decide to go after one of the most monstrous companies in the world? Back in 2007, that's precisely what Gabriel Weinberg did. He founded the company DuckDuckGo -- a search engine that directly competes with Google. Why he decided not to enlist the help of a co-founder.
  • THE B2B RESEARCH BLOG  |  TUESDAY, FEBRUARY 18, 2014
    [Differentiation] Branding is b t
    It is a point of differentiation, especially in commodity markets. “Branding is marketing b t. Only FMCG firms who need to build aspirations and desire worry about stuff like that. B2B is different. The relationship is with me – the sales guy – not the corporate brand. Even if it wasn’t, buyers are rational and put emotions to one side.
  • 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. Why?” I said. We talked through how his company was going to be unique: were they cutting the grass with scissors? Mowing naked?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, NOVEMBER 1, 2015
    [Differentiation] The future of blogging and online publishing
    Related Stories Polish up your best content to drive content marketing value How to differentiate your blog based on the time you can put into it Four overlooked B2B marketing ideas you can use now. A lot of people out there are saying blogging is dead. A lot of people out there are saying blogging is dead. I don’t think so. Still ….
  • 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.
  • 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.
  • STORIES THAT SELL  |  MONDAY, MARCH 9, 2015
    [Differentiation] Arm Your Sales Team with Customer Success Slides
    The rep is building a PowerPoint with all the key differentiators about your company. It''s 9 a.m. and your sales rep is preparing for a big meeting with a hot prospect in two hours. What examples can she share of current customer successes? Instead, make it easy for your sales reps. What to Include. Voila! meeting.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, FEBRUARY 25, 2014
    [Differentiation] Why Half-Baked Ideas Are Perfect Sales Conversation Starters
    It happened again last week. I was speaking at a sales kickoff meeting, stressing a key message—that sellers, not their products or services, are the key differentiator today. Even if your ideas won’t work for their organization, you’ve differentiated yourself from competitors and established yourself as a valuable resource. WRONG!
  • 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. “There was nothing there,&# he said. “No strategy. No meat on the bones at all.&#. Cut costs?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, FEBRUARY 6, 2012
    [Differentiation] 25 Non-Financial Benefits of Business Blogging
    Point of differentiation — If your competitors don’t blog, is this an opportunity to stand out in your niche? While the use of blogging as a marketing and communications platform continues to grow for many organizations, you still might be facing this question from your boss — “Why are we doing this?”
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  MONDAY, AUGUST 12, 2013
    [Differentiation] [Video] The Top 4 Sales Rules All Salespeople Should Know
    This makes it a lot more challenging to differentiate yourself and keep out of price battles - but it can be done if you focus on the 4 SNAP sales rules throughout the entire sales process. Your prospect today can''t handle much complexity, so you can easily throw them into overwhelm when you give them too much information at one time.
  • THE ROI GUY  |  TUESDAY, MARCH 15, 2016
    [Differentiation] Gartner: Buyers Demand Less Product-Pitch, More Value-Story
    According to a study from Gartner, most solution providers are not providing what buyers need when it comes to content and sales engagements. The challenge: Reshape your marketing content and sales conversations from pitching-products to better communicating and quantifying your unique value and customer story.
  • MODERN B2B MARKETING  |  MONDAY, MARCH 11, 2013
    [Differentiation] Make Way For The Agency of the Future [Infographic]
    The agency of the future will use marketing automation as a competitive differentiator, because technology will continue to have a greater impact on marketers. by Dayna Rothman The digital revolution has transformed marketing. With the changing buyer, budget pressures, new social channels, and content, marketers have to do more with less.
  • 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.
  • EMAGINE B2B BLOG  |  THURSDAY, JULY 2, 2015
    [Differentiation] Moving Up The Food Chain: How To Find, Land And Execute Large WordPress Projects
    How to pitch large projects (value proposition, differentiation, overcoming objections). Would you like to be able to turn down any web design or WordPress project that’s under $25,000? Then join us at WordCamp Asheville for a presentation led by emagine’s President, Bill Gadless , on Sunday, July 26, 2015. Hope to see you there!
  • MARKETRI  |  TUESDAY, MAY 28, 2013
    [Differentiation] Generating Leads is a Primary Role of the Savvy Modern Marketer
    Some of the basic principles of marketing, like segmentation and differentiation, still apply. What should I expect from my marketing person or department? This is a question that I get asked frequently as an experienced marketer who has worked in-house for big and small companies and as a consultant. So what has changed?
  • SYNECORE  |  TUESDAY, FEBRUARY 12, 2013
    [Differentiation] Digital Marketing Analytics: What SMBs Need to Know
    Obstacles include, broadly: Device differentiation. Source differentiation. The majority of businesses now not only recognize but are embracing digital as a non-expendable part of their marketing strategies. The main problems facing marketers trying to read and respond to digital analytics data today are many sided. Real-Time Response.
  • B2B MARKETING INSIDER  |  TUESDAY, NOVEMBER 19, 2013
    [Differentiation] Marketing Is Personal – Emotion Beats Promotion By 2X
    Teach customers something new about their business needs then lead them to your differentiators. I have always believed that B2B Marketing is personal. And that brands need to connect with buyers on a personal, emotional and human level. Now Now we have the research to prove it. From Promotion to Emotion. That’s right. Strategy
  • 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! 2. 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?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, MAY 14, 2013
    [Differentiation] A Simple Teleprospecting Pitch Can Be Easier Than You Think
    Working with some of the brightest sales and marketing minds out there has helped to provide us fresh perspective on how to differentiate your product from the masses. The consistent challenge we see is being able to present those differentiators in a short 15 seconds window. Prospects will appreciate this. How would you explain it?
  • B2B MARKETING INSIDER  |  WEDNESDAY, JULY 15, 2015
    [Differentiation] 10 Customer Experiences You Need To Deliver Today
    You can claim victory by way of this competitive differentiation war by offering the lowest prices or providing a superior, surprising and spectacular customer experience! You have to work hard to differentiate yourself from the competition. The customer experience is your next competitive battleground. Are you prepared to win it?
  • HINGE MARKETING  |  MONDAY, OCTOBER 7, 2013
    [Differentiation] Strong Brand, Weak Brand: 5 Brand Killing Beliefs You Must Avoid
    ” This is the sad reason that so many websites look the same and so many “differentiators” are not really differentiators. Our research on high growth professional services firms shows that clearly communicated, strong differentiators are associated with faster growth and higher profitability. Bad mistake.
  • 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.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JUNE 14, 2016
    [Differentiation] When are Sales Won or Lost?
    The most common reasons are: (1) failure to differentiate your offering from the competition and/or (2) failure to differentiate the buying experience from the competition. For the majority of sales opportunities this differentiation occurred weeks or months before the decision during the discovery and presentation phase.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 13, 2014
    [Differentiation] Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
    But there are still significant differentiators. So far, every differentiator on this list can point to at least some measure of success. The Interwebs have delivered an unusually rich trove of data about the marketing automation industry in the past few weeks. Here’s how I see things. The Mintigo results confirm this.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, AUGUST 2, 2012
    [Differentiation] Best Sales Forum - Fresh Sales Strategies LinkedIn Group
    In this sales forum, we'll talk about challenges like prospecting, selling value, getting into big companies, differentiating and speeding up slow sales cycles. I created the Fresh Sales Strategies group on LinkedIn so salespeople can get fresh perspectives about how to sell to today's crazy-busy prospects. link]. Sound interesting? hope so.
  • B2B MARKETING TRACTION  |  WEDNESDAY, APRIL 24, 2013
    [Differentiation] B2B Marketers – Why You Need to SAVE Your Marketing
    Value-based pricing has been used for years because B2B marketers realize that their ability to differentiate from the competition drives pricing. Then, as the market matures, you need to differentiate and perhaps choose a niche on which to focus. According to the Harvard Business Review , the four P’s of marketing are over.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 14, 2015
    [Differentiation] Why Embracing Doubt Makes You a Better Leader [Podcast]
    How LinkedIn differentiated itself in the early days from Myspace and Facebook ( 15:13 ). It's natural to be afraid of doubt -- especially when you're leading a team. You want to be the calm, cool, and collected leader. but inside you're freaking out. Some episode highlights include: How company culture needs to change as you scale ( 2:40 ).
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, MARCH 30, 2015
    [Differentiation] Five ideas to discover your marketing niche
    Can you differentiate by delivery method? Can you differentiate by delivery method? A few months ago, Michael Stelzner and I had a phone conversation about the many unfulfilled business niches on the social web. We thought it would interesting to talk about this opportunity at the recent Social Media Marketing World conference.
  • KOMARKETING ASSOCIATES  |  TUESDAY, AUGUST 18, 2015
    [Differentiation] 6 Content Marketing Lessons to Learn from Monopoly
    Additionally, a consistent, unique voice will allow organizations to differentiate themselves from the competition. A few weeks ago, I was with some friends and family and we decided to dust off the Monopoly box for some old-fashioned fun. From start to finish, there are a number of lessons content marketers can learn from a game of Monopoly.
  • MODERN B2B MARKETING  |  THURSDAY, AUGUST 15, 2013
    [Differentiation] What Three Adjectives Describe Your Brand? Here’s How to Find Out
    Nouns are generally in indication that your brand needs to work more on differentiating itself. For example, if the word that the majority of people only refer to is ‘car’ when thinking of the brand Mercedes, then it means the company has not differentiated itself from other companies like Honda that also sells cars. Compile and Learn.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 3, 2014
    [Differentiation] How to Organize Your CRM for Inside Sales Success
    If you have multiple clients to juggle, be sure you are able to differentiate your open tasks by having their name somewhere in the title. I like to think that I have a few key tools in my prospecting toolbox. The most important one could very well be our CRM, which at AG is Salesforce.com. Only have the necessary tabs available.
  • B2B MARKETING TRACTION  |  WEDNESDAY, OCTOBER 28, 2009
    [Differentiation] 5 Secrets of Creating Successful Marketing One-Sheets
    One of the networks I belong to, ProVisors , advocates the use of one-sheets or one-pagers that describe each member’s differentiators and the benefits of the service(s) they provide. Expect to spend 50% of your time on the one-sheet on your marketing strategy, your differentiators, and your positioning. Tweet. The Grabber. The “Z”.
  • 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).
  • BIZNOLOGY  |  THURSDAY, JULY 2, 2015
    [Differentiation] What can your B2B data do for you?
    Segmenting customers for differentiated treatment. Data is all the rage in marketing today. Everyone is talking about it. “A carefully considered data strategy must be a CMO’s top priority,” says AdAge. Data has been called the “new oil” that fuels marketing today. But B2B marketers still struggle to get their full share of value from data.
  • 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 response time.
  • 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?
  • DIGITAL B2B MARKETING  |  THURSDAY, SEPTEMBER 1, 2011
    [Differentiation] Social Media is Lowering Our Content Standards
    When you find content you REALLY like, you have to share it differently, emphatically stating how great it is to differentiate it from the only OK content you shared before. (ie “LOVE this post! Sharing has ceased to be an endorsement of the quality of content. …&# or “+100 RT …&# ). Forget the Rules. Say Why.
  • TOMORROW PEOPLE  |  TUESDAY, SEPTEMBER 18, 2012
    [Differentiation] For a Great Online Marketing Strategy You Need Many Happy Returns from Your Website
    Am I differentiating my content , rather than repeating the same tired cliches? You’ve invested a lot of money in your website. It looks great and you’re terribly proud of it. But that doesn’t necessarily mean it’s effective in creating new business. How can I boost my traffic and lead generation ? Try it today
  • WRITING ON THE WEB  |  TUESDAY, FEBRUARY 14, 2012
    [Differentiation] The Ladder of Emotional Values: Pleasure Reigns
    This is where greater differentiation and profitability become evident. The only way to differentiate a company’s products and services is through adding  emotional value. What emotions are people seeking to satisfy online? What can we understand about human motivations and values in order for content marketing to work? Videos.
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