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  • 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?
  • EMAGAZINE B2B BLOG  |  TUESDAY, FEBRUARY 26, 2013
    [Differentiation] Guidelines for Writing Your LinkedIn Company Page
    What differentiate this from Step 7, is if you have a service that you have used the service page URL on your site, but have assets that complement the service, or speak further to its usage for the visitor, this would be the area to promote it. LinkedIn company pages are like a personal profile for your company. The About Section.
  • SALES CHALLENGER  |  FRIDAY, JULY 22, 2011
    [Differentiation] Essential Reading List for Financial Services Sales Professionals
    With all of the SEC’s available resources, it can be tough to know where to begin—so why not get started with some Financial Services fan-favorites? We compiled a list of the most downloaded SEC resources that your peers in the Financial Services and Banking industries are using to help them excel at their jobs. Replicating the New High Performer.
  • 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.
  • B2B MARKETING INSIDER  |  THURSDAY, MARCH 8, 2012
    [Differentiation] Is Your Content Boring? Here’s 6 Steps To Great Content
    Joe outlined 6 things that differentiate the good from the truly great content: Having a focused content mission and platform or destination. Does your content bore your audience to death? Good content educates, entertains or even amazes your audience because it starts with a focus on them, not you. The Content Marketing Challenge. Blogs.
  • 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?
  • 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.
  • DIGITAL VOICES  |  TUESDAY, JULY 23, 2013
    [Differentiation] Excellent Customer Engagement is both a Science and an Art
    Analytics are the brain power driving this automatic persona differentiation, and statistics show that companies that apply advanced analytics to revise and refine customer profiles have 33% more profit and twelve times more profit growth than companies that don't. Analytics and Digital Maturity.
  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, NOVEMBER 5, 2012
    [Differentiation] Successful? It might be time to replace yourself.
    It’s probably the hardest task in business but it’s absolutely essential because it unearths your points of differentiation, the nature of competition, the needs of your customers, and ultimately, your strategy. A few miles from my house there was a very successful Wal-Mart store. They were re-inventing themselves. Even me. Tweet.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, DECEMBER 15, 2011
    [Differentiation] 2012 Content Marketing Trends for Manufacturers and Industrial Companies
    Blog posts written by internal experts establish thought leadership and help to differentiate you from your competition. I just finished reading an excellent research report from the good folks at Content Marketing Institute (CMI). This report is chock full of statistics and graphs about B2B content marketing. See chart below ).
  • 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
  • B2B MARKETING INSIDER  |  THURSDAY, MAY 24, 2012
    [Differentiation] 5 Steps to Achieve Content Marketing Success [Slides]
    You need to differentiate between tools vs. strategy and you need to integrate your advertising into pull-marketing tactics. #ContentMarketing: The Hottest Marketing Buzzword of 2012. Because as consumers are tuning out marketing messages at all stages of the buying process, conversion rates are starting to plummet. And not just some of us.
  • B2B MARKETING INSIDER  |  THURSDAY, MARCH 21, 2013
    [Differentiation] Getting Back to Basics In The Future of Marketing
    Simplicity, clarity, differentiation, coherence – that’s what strong branding brings to marketing. In this Future of Marketing  series, we have covered topics such as Agile Marketing ,  Big Data ,  Customer Experience ,  Thought Leadership , Culture , Content , and so much more. Tell us about yourself? m a proud employee of SAP.
  • 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?
  • SAVVY B2B MARKETING  |  THURSDAY, JUNE 18, 2009
    [Differentiation] Does Your B2B Website Content Create Competitive Advantage?
    Your content should also provide an immediate, competitive advantage by differentiating your company from the competition. At Savvy B2B Marketing, we thrive on different perspectives and new ideas, which is why we are thrilled to welcome today's guest blogger, Ardath Albee. More fantastic guests are planned for the weeks ahead, so stay tuned.
  • HUBSPOT  |  THURSDAY, SEPTEMBER 5, 2013
    [Differentiation] What Exactly Does Google Consider High Quality Marketing Content?
    Invest significant time and resources into differentiating within your niche, and providing value. Does continual effort to differentiate in search of quality mean you should exclusively focus on newsjacking, or pick a very narrow focus and stick with it permanently? 'Every 24 hours, 2 million unique blog posts are published. Cloaking.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JULY 19, 2011
    [Differentiation] 5 Common Stages of B2B Lead Nurturing
    This is an excellent period to start showing off your credentials, provide list of industry reports and accolades you’ve received, cost comparisons, relevant facts and figures that differentiate you from your competitors. Let’s just say it can feel more like an odyssey than a simple business transaction. Welcome. Progressive. Accelerator.
  • B2B MARKETING INSIDER  |  TUESDAY, SEPTEMBER 3, 2013
    [Differentiation] The Four Biggest Content Marketing Pain Points
    Overlay inputs and create a topic “Venn diagram” to determine topics best suited for brand differentiation and marketplace resonance. Brands face multiple obstacles when organizing the content function. Brands  identify multiple pain points when dealing with content strategy and the execution of content marketing programs. Content Marketing
  • 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
  • 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?
  • 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  |  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.
  • WEBBIQUITY  |  MONDAY, OCTOBER 29, 2012
    [Differentiation] Maximize Your Online Visibility: The Web Presence Optimization (WPO) Framework
    Recent research makes clear that, for high-value consumer purchases as well as b2b procurement, being as “findable” as possible online is critical to winning the business. are they more likely to use Facebook or a specialized discussion forum? What online publications do they read? What groups do they belong to?) How many conversions?
  • 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?
  • BIZNOLOGY  |  TUESDAY, AUGUST 13, 2013
    [Differentiation] Are you surfing the social media wave (or are you too far ahead or behind)?
    You might think that being cutting-edge with regards to tech, social media, communications channels, and advertising is the best differentiator, your secret weapon. 'Social media marketing and digital PR consultants spend too much time paddling and not enough time surfing. Let Be careful! It’s not true. You should do the same thing.
  • SOCIAL MEDIA B2B  |  TUESDAY, NOVEMBER 2, 2010
    [Differentiation] 9 Indispensable B2B Social Media White Papers
    This eBook defines content curation and presents processes, best practices and case studies to help B2B marketers differentiate their brands and gain competitive advantages through content marketing and curation. White papers and eBooks can be helpful resources when they’re well-prepared and provide usable information.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JANUARY 4, 2011
    [Differentiation] The 10 Best Corporate Blogs in the World
    This personal involvement has won the site loyal fans since they know they are getting the word from a real executive — a powerful point of differentiation. My reaction to most company blogs: “Blah, Blah and Double Blah!&#. IBM, SAP and Oracle are examples of innovative and remarkable blogs. And many of these blogs are U.S.-based
  • 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.)
  • 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?
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, JULY 15, 2008
    [Differentiation] Gmail Superstars
    The unfortunate thing is that, as Atul was pointing out, when Im using the Blackberry (or any GMail Mobile, I believe), the lack of QuickLinks *and* Superstars means that I cant differentiate between, say, Red and Green stars. #. An unofficial blog that watches Googles latest attempts to move your operating system online. Gmail Superstars.
  • 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?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MAY 26, 2011
    [Differentiation] Oracle Real-Time Decisions Empowers Business Users
    But every vendor I've spoken with says this integration is easy, so it doesn’t seem to be a major point of differentiation. One of the few dependable rules in the software industry is that Suites Win. When a market first develops, it is filled with “point solutions” that do one function – say, send emails or analyze Web traffic.
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 17, 2012
    [Differentiation] 5 Tips for a Social Media Profile Extreme Makeover
    by Jason Miller It can be difficult to stand out in the fast paced world of social media, but having a well branded cohesive design across your social profiles can help differentiate your business from the masses. Doing so will help reinforce your brand with existing customers and give a fantastic first impression to new prospects.
  • 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
  • WEBBIQUITY  |  WEDNESDAY, JUNE 8, 2011
    [Differentiation] How to Build the Ultimate Online Newsroom
    It’s best to provide both a short version (often just the news release boilerplate) and a longer version that includes more company history, competitive differentiation, and how the company’s products and/or services help customers solve problems (backed up with facts). by TomPick and guest blogger Maria Verven.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 14, 2011
    [Differentiation] The 8 Stages Of Lead Nurturing Romance
    You’ll want to differentiate yourself. by Jesse Noyes | Tweet this. Happy Valentine’s Day! It’s a day of flowers, chocolates and plenty of dates. So what does dating have to do with lead nurturing ? There are actually some striking similarities. On this day dedicated to love, we take a romantic romp through eight stages of lead nurturing.
  • 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?
  • 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.
  • EVERYTHING TECHNOLOGY MARKETING  |  THURSDAY, APRIL 8, 2010
    [Differentiation] 5 Steps to B2B Marketing Success
    Step 2 – Build a Strong Value Proposition Build a strong customer-centric value proposition that puts your product and services in the context of the customer's problem, communicates the value you provide and your differentiators vis-a-vis competing alternatives. Customers are are in the driver’s seat today. Time to get ready
  • LEADER NETWORKS  |  FRIDAY, OCTOBER 1, 2010
    [Differentiation] Top 15 Ways to Kill an Online Community -- Again
    9) Bigger is always better, size is THE critical differentiator. About a year ago I blogged about the top 10 ways to kill engagement. Time has passed, tools have changed and the industry has evolved, so I figured it was time to update this list with fresh, updated tactics. Heck, the executives don't care about this social stuff!
  • INBOUND SALES NETWORK  |  TUESDAY, MAY 8, 2012
    [Differentiation] If Your Website Is Designed To Sell, Why Do You Need Sales People?
    Nothing is worse than getting a client to go through the whole process only to have them decide either that the problem is not big enough to solve or that they cannot differentiate you from your competitors. If you are like most B2B companies, your website is all about selling your product or service. In reality, that is not the case.
  • B2B MARKETING INSIDER  |  TUESDAY, DECEMBER 20, 2011
    [Differentiation] How To Generate ROI (Return On Interesting) With Content Marketing
    But they typically aren’t very  engaging  or  interesting , and do little to differentiate the company from other vendors. Lately I have been having some very passionate discussions about the best place to start in Content Marketing. Do you start with products, personas or topics? So you can eliminate product as the starting point.
  • 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. 
  • 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.
  • 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?
  • 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  |  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.
  • TOMORROW PEOPLE  |  MONDAY, MARCH 26, 2012
    [Differentiation] The Death of Branding [INFOGRAPHIC]
    This provides a better ROI and ensures that your branding shows what differentiates you from the competition. What is branding and why does it matter? Branding is a word that is used a great deal these days. But what does it actually mean? ” (Source: The Power of Branding: a practical guide. The Design Council). Read more: Pin It.
  • 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.
  • TOMORROW PEOPLE  |  WEDNESDAY, APRIL 25, 2012
    [Differentiation] The Death of Copy Writing
    Companies now use copywriting to differentiate what they have to offer, by developing a clear tone of voice or house style. Is copywriting really dying? After all, it plays a central role in creating a company’s brand and credibility. It helps to shape public perception of a business and what it has to offer. Copy - over and out?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, OCTOBER 7, 2013
    [Differentiation] How do you use social media to promote a boring product?
    They created yet another point of differentiation by WHERE this content was being viewed because it was a wide open space. 'Is your business boring? Here are some products that don’t measure very high on the Schaefer Sexy Scale©: Scissors. Printer cartridges. Blenders. Waterproofing. Shipping containers. This product is burritos. tweet?
  • B2B MARKETING INSIDER  |  TUESDAY, APRIL 30, 2013
    [Differentiation] 5 Mindset Shifts Marketing Leaders Must Make
    Firms need to differentiate through brand experience. 'We all know that real change starts with a shift in thinking. And so we are winding down the  Future of Marketing  series (for now) with this post on the 5 mindset shifts marketing leaders need to make. CMOs must walk in customers’ shoes. d like to add curiosity. Photo Source.
  • INBOUND SALES NETWORK  |  FRIDAY, APRIL 19, 2013
    [Differentiation] Why 61% of Companies Are Doing Content Marketing Incorrectly
    That way you get a complete understanding of exactly who your ideal customers are, their personal and professional buying motives as well as what it will take to move them off their status quo and realize that you have a product or service that will solve a key problem of theirs in a differentiated way. Now don’t get me wrong.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, OCTOBER 3, 2011
    [Differentiation] How to Write B2B Blogs: Your Story is Your Service
    The key differentiator then becomes how that information is conveyed. by Andrew Moravick | Tweet this I sat in on a live session of #blogchat at the MarketingProfs B2B Forum not too long ago and a provocative question was asked of the group – “are you blogging to tell a story or are you blogging to sell a service?” And as for the end….
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 12, 2014
    [Differentiation] PPC for Startup Marketers: An Introductory Guide
    Do other startups offer a benefit for which you offer a strong differentiation? When looking at the competition, keep in mind to differentiate harmless competitors from dangerous ones. 'For startups looking to get going with PPC, it can be overwhelming. 1) Define your goals as specifically as possible. What makes us special?
  • THE ROI GUY  |  TUESDAY, JANUARY 15, 2013
    [Differentiation] Sales and Marketing Alignment in 2013? Not so Fast!
    The result: More competitive losses, as Buyers don’t properly frame your differentiating value and commoditize the offerings, Longer decision cycles as Buyers struggle to properly understand the “cost of doing nothing” and value of change, More discounting, as purchase price becomes the key differentiator. It’s not on Enablement.
  • 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.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  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.
  • 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.”.
  • SOCIAL MARKETING FORUM  |  FRIDAY, NOVEMBER 26, 2010
    [Differentiation] Brian Solis: Prominence is Earned Through Attentiveness and Corresponding Actions
    Strategically placing content in the networks where stakeholders, customers, and prospects are actively seeking information amplifies the findability of our value proposition, differentiation, and intentions. Earlier this year, Brian published his latest book Engage! The creation of a human network, a grid of relationships.
  • 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.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  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.
  • 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.
  • SALES CHALLENGER  |  WEDNESDAY, JANUARY 18, 2012
    [Differentiation] Coaches: Your Reps Are Not as Hard-Headed as You Think
    The goal of Challenger Selling is a differentiated sales experience, and if we wait until late stage to begin differentiating, it may be too late. In fact, some of our newest research is showing that this battle for differentiation may begin even earlier in the customer’s buying process than we ever imagined.
  • 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.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, OCTOBER 6, 2013
    [Differentiation] Joe Pulizzi Shares Principles of Epic Content Marketing
    So how do you differentiate yourself? 'by Amanda Batista | Tweet this Content Marketing isn’t just an important component of your modern marketing strategy. It’s a must-have mindset that dictates how we engage with our audiences. They are bombarded by 5,000 messages a day, and the last thing they want is to be pitched anything.
  • CK'S B2B BLOG  |  SUNDAY, MAY 16, 2010
    [Differentiation] Want ROI From Today's Technologies, Marketers? Don't Just Show Up (participation), Step It Up (innovation).
    Innovative programs differentiate your brand, provide unparalleled value to your audiences, and pull customers to you vs. push more messages at them (that many times serve only to push them further away). Many B2B marketers advocate for companies to integrate emerging technologies into the marketing mix. Naturally, I count myself among them.
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  SUNDAY, SEPTEMBER 2, 2012
    [Differentiation] Why a Content BOM is Crucial to a Successful Industrial Web Design
    How to bring your in-house subject matter experts to the forefront and differentiate your company (Thought leadership). Content BOM is not a typo in my headline. Read on…. am amazed how often I find that creating content is an afterthought for people who are considering an industrial web design (more commonly a site redesign).
  • 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.
  • 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?
  • 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.
  • 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.
  • 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.
  • 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.
  • INBOUND SALES NETWORK  |  FRIDAY, JULY 20, 2012
    [Differentiation] Do Your Lead Generation Programs Dictate Action Or Empower Change?
    Your customer is now king and you need to understand how they buy so that you can create a low-friction, differentiated customer buying experience. Build Value It’s important that you nurture them to help differentiate your company and close more business. They want – even need - you to empower them to change.
  • MODERN B2B MARKETING  |  WEDNESDAY, JUNE 5, 2013
    [Differentiation] Don’t Get Left Behind: The Rise of Digital Marketing in Financial Services
    Trend – The nature of financial services products make offerings easy to copy and hard to differentiate. This not only engages clients more and with higher results, it differentiates firms from those who are ignoring this growing trend. 'Author: Fab Capodicasa Every business is different. Mobile Marketing is Exploding.
  • SALES CHALLENGER  |  TUESDAY, NOVEMBER 6, 2012
    [Differentiation] What Channel Partners Want Most From Suppliers
    In fact, CEB Research shows that only 15% of channel partners are captive, making it paramount for suppliers to develop a differentiated value proposition that trumps those of their competitors’ should they want to leverage indirect distribution channels to expand their market reach and drive top-line growth.
  • 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?
  • 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
  • INBOUND SALES NETWORK  |  FRIDAY, MARCH 15, 2013
    [Differentiation] How Google is Controlling Your Company
    While there is no question it is important to have a differentiated message or strategy from your competitors, it is just as important to have content that stands out from the masses. In today’s day and age, your company is not what you say it is, it’s what Google says you are. There is no question: content is king! The Bottom Line.
  • 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.
  • LOOPFUSE  |  MONDAY, JUNE 24, 2013
    [Differentiation] Eight ways to double lead volume from your blog
    If you’re nervous about being too aggressive about adding offers into a post itself, add something at the end in italics, so that it’s clearly differentiated from the body copy but still part of the post itself. 'This is a guest post by Matt Heinz, President, Heinz Marketing. Read more on his Marketing blog. Add offers to the sidebar.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  WEDNESDAY, OCTOBER 30, 2013
    [Differentiation] Elevator Speech vs. Unique Selling Proposition vs. Value Proposition
    Its primary value is to create competitive differentiation. 'Without a strong value proposition , it’s much harder to sell your products or services in today’s economy, much less even get in the door of big companies. But what is a value proposition? And how is it different from other commonly used terms? Elevator Speech. Specialty).
  • 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? ”.
  • ENGAGE  |  TUESDAY, MAY 28, 2013
    [Differentiation] 10 Mobile Trends for 2013 (That Brands Need to Embrace)
    Give your consumers a rich, differentiated environment to engage their mobile experience. 'A revolution is upon us. Okay, so maybe that’s a little dramatic, but mobile is evolving and its value is growing with it. The Internet is constantly at our fingertips; we want what we want, when we want it and how we want it. Hear that, businesses?
  • VIEWPOINT  |  THURSDAY, MAY 5, 2011
    [Differentiation] Revenue Performance Management: Doing For Revenue What ERP Does For Ops?
    In a recent article on Revenue Performance Management in Marketing Automation Software Guide, Lauren Carlson does a nice job of providing a context for the RPM discussion by differentiating it from marketing automation, reviewing the factors motivating its advancement, and raising good questions.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 10, 2011
    [Differentiation] Case study: How one blog post helped me get a job in social media
    Companies have a ton of applicants to choose from and if you don’t differentiate yourself from all the others, you won’t be successful. Antonia Harler is a friend from the {grow} community who blogged and tweeted about her challenges finding a job in social media marketing. And then, it finally happened! And that’s why I’m here today.
  • 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.
  • JUNTA 42  |  TUESDAY, JANUARY 5, 2010
    [Differentiation] 30 Content Marketing Truths for 2010
    Communications is the differentiator. Whenever I can get two numbers into the title of a content marketing post, good things are always bound to happen. ;). As we move into 2010, I thought I'd share these 30 content marketing truths that are taped above my desk.  It's guaranteed to help. That 90% of all corporate websites suck.
  • EVERYTHING TECHNOLOGY MARKETING  |  SUNDAY, OCTOBER 10, 2010
    [Differentiation] B2B Market Segmentation – Part 2: How to Approach Segmentation
    Price Sensitivity Do you position your product in segments that are price sensitive and invite vendors to complete on price or segments that pay a premium for a solution that is highly differentiated? In part one of our segmentation series , we discussed the importance of and rationale behind market segmentation. HOW DO I MARKET TO SEGMENTS?
  • THE ROI GUY  |  MONDAY, SEPTEMBER 2, 2013
    [Differentiation] Developing the Best Value Messaging and Financial Justification
    Typical challenges include: Poor operational efficiency (Process issues, poor productivity & high costs) Increased risks Business growth struggles But taking just a challenge centric approach will not help you to differentiate your solutions and what they can do uniquely to help buyers overcome their issues.
  • FUNNEL FOCUS  |  MONDAY, JANUARY 21, 2013
    [Differentiation] Breaking News: Eloqua Acquisition Irrelevant to Mid-market
    Consolidation is typical in the software business once an application genre has reached a level of market saturation and feature differentiation is diminished. Why consolidation isn't a cure for the big picture challenges organizations face with sales and marketing technology. Marketing automation software has arrived at this destination.
  • 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.
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