Page 3 of 21 Previous | Next 
  • 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?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, NOVEMBER 5, 2014
    [Differentiation] Matching Webinar Content to the Buying Cycle: Evaluation and Purchase Stages
    The webinars and supporting collateral should also create clear points of differentiation between you and your major competitors. Editor's Note: Today's post comes courtesy of Tom Masotto, VP Product Marketing & Business Development at ON24 , a cloud-based webinar platform. This post is Part 2 of a 2-part series. Evaluation Stage.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, NOVEMBER 21, 2014
    [Differentiation] Sailthru Offers End-to-End Omnichannel Personalization for B2C Marketers
    In any event, there are several differentiators that determine whether a product like Sailthru is suitable for a particular situation. I know this is blasphemy, but I’m beginning to have doubts about solution selling – the idea that marketers should describe the customer problems they solve, not the features of their products. data store.
  • 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.
  • 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. This should be table stakes. 3.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  MONDAY, JANUARY 21, 2013
    [Differentiation] [Video] Leverage Sales Questions to Demonstrate Expertise
    Or, I could say this: "Based on my work with a number of other business-to-business sales forces, I find that the top three issues they're facing are: 1) Difficulty setting up initial meetings with key decision makers; 2) Getting customers to decide to change from the status quo; and 3) Differentiating themselves from the competition.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, NOVEMBER 23, 2011
    [Differentiation] 4 Lessons from the Year’s Best B2B Campaigns
    One of the team’s favorites this year, for example, was Qwest’s (now CenturyLink) “Ultimate Problem Solver” campaign ,  an online game that challenged technology buyers to solve problems in ways that dovetailed with the company’s differentiators. The key insight? Incorporate B2C influences. So why did it work?
  • 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.”.
  • DIGITAL B2B MARKETING  |  TUESDAY, MAY 29, 2012
    [Differentiation] 4 B2B Marketing Scenarios: One Size Does Not Fit All
    Your product has a number of elements that differentiate it, but your buyers are relatively unsophisticated about the category and it is not a priority for them to learn more about it. However, the people B2B marketers want to reach are ultimately trying to solve a challenge or embrace an opportunity based on their unique business.
  • FEARLESS COMPETITOR  |  SUNDAY, FEBRUARY 24, 2013
    [Differentiation] Rebuilding a sales lead generation business after a crisis
    Since buyer insights are critical in marketing campaigns and a key strategic way companies can differentiate their products and services, this is proving to be a popular service.  I believe the quality of buyer insights will become the primary way of competing when almost everyone is doing content marketing. Great job. High salary.
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 15, 2012
    [Differentiation] Craig Rosenberg Talks Optimizing Your Funnel, Edgy Content, and the Origins of The Funnelholic
    In the following video Craig discusses the origins of the Funnelholic, missed opportunities in the sales funnel, how he differentiates his content to stand out, and a fun story about the much sought after Funnelholic T-shirts that are now collector’s items. For more on Craig Rosenberg check out his blog Funnelholic !
  • GREAT B2B MARKETING  |  TUESDAY, APRIL 1, 2014
    [Differentiation] The Pros and Cons of Competitive Marketing
    You have an identified differentiation. Even if all the stars are lined up—you have a unique differentiation, it is easy to switch and there is a precipitous event—you still need to give prospects a good reason to give up on the competitor. First, make sure you understand why you want to run the competitive campaign in the first place.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, APRIL 6, 2015
    [Differentiation] Social selling and the social enterprise: From fantasy to reality
    The third driver is the opportunity for differentiation and competitive advantage. think we literally have the ability to completely differentiate our sales force from the competitors. The third driver is the opportunity for differentiation and competitive advantage. What has been the key to your success?  . Content is the fuel.
  • 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.
  • DIGITAL B2B MARKETING  |  THURSDAY, JUNE 21, 2012
    [Differentiation] 7 B2B Content Marketing Lessons from Call of Duty 2
    As garnering attention for your content becomes increasingly competitive, differentiating your content will become more difficult and more important. A documentary-style video featuring Oliver North? That definitely would not be marketing. The video is entertaining. It is educational. It isn’t about a video game. But it is.
  • MARKETING INTERACTIONS  |  MONDAY, OCTOBER 14, 2013
    [Differentiation] B2B Content Marketing is About More Than Publishing
    But quite often it just does a white wash across the benefits that does nothing to differentiate your company or your expertise. Think like a publisher! That's been the rallying cry for content marketing for the last few years. We've created great content. It's getting read. But it's not moving the needle." Why not?
  • CRIMSON MARKETING  |  THURSDAY, APRIL 16, 2015
    [Differentiation] 4 Ways To Make Your B2B Content Marketing Strategy Stand Out
    Reaching that goal requires a focus in strategy and at the same time, in order to stand out, marketers need to differentiate.” Content marketing has reached a pinnacle. Creating more content isn’t the answer anymore. We’ve We’ve now entered a world of content overload. IBM That’s a staggering number! .
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, DECEMBER 3, 2013
    [Differentiation] Sponsored Content: Edge of integrity or the salvation of advertising?
    Radical honesty as a point of differentiation. Radical honesty as a point of differentiation. Sponsored content is probably the hottest — and most controversial — marketing trend around. The fact of the matter is that sponsored content works best when you don’t know it’s an ad. Will the FTC regulate this trend?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, NOVEMBER 7, 2010
    [Differentiation] Ten reasons to blog – even if nobody reads it
    Hubspot research shows that sites with blogs get 55% more traffic than sites without blogs — even if there are no readers! . 2) Marketing differentiation  – Finding a way to stand-out may be the most difficult chore a business faces. There must be some good business reason they do it, right? . There better be. Why not use it? 
  • VOICE-BASED MARKETING  |  MONDAY, MARCH 2, 2015
    [Differentiation] Ifbyphone Is Now DialogTech, and We’re Starting a Revolution
    It used to be that companies could differentiate by building great websites and fantastic e-commerce experiences. But if you want to differentiate your company today, you have to do it the old-fashioned way: you have to talk to your customers. It’?s time to start a revolution. have a dialog. They’?ve Guess what? wrong.
  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, OCTOBER 15, 2013
    [Differentiation] The number one business opportunity in marketing today
    believe that just a basic knowledge of measurement tools can go a LONG WAY in helping to propel and differentiate your business … and so does Tom Webster, the co-host on the Marketing Companion podcast. We are leading “by our gut” in a world that promises true wisdom and insight if we can understand the numbers. by Mark W.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, MARCH 30, 2015
    [Differentiation] 6 Simple Steps to Creating Your Content Marketing Strategy
    ” So how do you make your content unique and differentiate yourself from other people out they’re writing about the same topics? Creating a content marketing strategy is no simple task. In fact, 2/3 of marketers feel they aren’t successful with their content marketing. Your content should be niche. What will be delivered? 3.
  • SALES CHALLENGER  |  MONDAY, DECEMBER 23, 2013
    [Differentiation] 10 Trends Every Sales Exec Must Know For 2014
    Trend #2: Ease of Doing Business Becomes a Priority for Differentiation. Our data on general customer loyalty tells us very clearly that in B2B sales (and we strongly believe beyond the purchase experience) that ease of doing business is a critical differentiator. We hope you’ll read and share this. Follow the SEC on Twitter @CEB_SEC.
  • HINGE MARKETING  |  WEDNESDAY, JULY 2, 2014
    [Differentiation] The 3 D’s of Brand Building In A/E/C
    Here’s something to think about for all the A/E/C firms who think brand building isn’t important: if your firm had no branding, how would you differentiate yourself from other A/E/C firms? And if you couldn’t differentiate yourself, how would you expect to see long-term growth and profitability? ” Wrong.
  • MARKETING INTERACTIONS  |  THURSDAY, DECEMBER 8, 2011
    [Differentiation] The Difference Between Benefits and Features
    How you present them is a source of differentiation for your company. One of the things I find in working with B2B marketers is that it's so dang easy to reference features rather than benefits in marketing content. Some of this is just because we know so much about our product and solution features. Feature or benefit? Not yours.
  • BIZNOLOGY  |  FRIDAY, APRIL 5, 2013
    [Differentiation] The secret of radical innovation starts with roadside bathrooms
    Want to differentiate yourself from your competitors? Innovations in these touch points will help differentiate you from your competitors and give your customers more reasons to buy from you. Credit: Seth1492. What does innovation look like? Is innovation something that only big companies like Apple and Google can do? Absolutely not!
  • THE ROI GUY  |  MONDAY, SEPTEMBER 19, 2011
    [Differentiation] B2B Buyers: It’s all about the Benjamins
    Sales and marketing a higher-priced supplier requires proactive transparency, differentiating the higher initial price versus a superior solution with lower costs over the useful lifecycle, more business value / bottom-line benefits, and / or lower risks. And these pricing discussions need to be proactive.
  • 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.
  • EMAGINE B2B BLOG  |  TUESDAY, MARCH 26, 2013
    [Differentiation] 10 Reasons to Redesign Your Website Now
    Tell users in a simple succint way a) who you are, b) what you do and c) why they should care. 6.  To convert more visitors into contacts and leads. 7.  To truly differentiate yourself as an industry leader. Clean is in. Get rid of the clutter. 4.  To ensure that your site is effectively optimized ( SEO ) for Google’s ranking algorithm.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 19, 2011
    [Differentiation] 5 Reasons Thought Leadership Marketing Matters
    The market has a short attention span, which means it’s on you to develop thought leadership that differentiates you from the crowd and gets you heard through the noise. 5. And of those people delivering a big picture talk will be Jeff Ernst , principal analyst at Forrester Research. Ernst delivers counsel to CMOs and top marketers.
  • FEARLESS COMPETITOR  |  SUNDAY, FEBRUARY 24, 2013
    [Differentiation] Encore: “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. What you’ll learn in this show: Why forgetting the basics hurts many companies. It is funded by our wonderful sponsors.
  • KOMARKETING ASSOCIATES  |  MONDAY, FEBRUARY 2, 2015
    [Differentiation] What B2B Marketers Need To Know About Social Media Advertising in 2015
    Facebook differentiates itself from AdMob the same way it does with AdWords: by targeting the user’s personal data. Over the past few years, advertising on social media has grown in sophistication. Here’s a look at what B2B advertisers can expect from social media platforms in 2015: Mobile Apps Advertising by Social Networks. Conclusion.
  • SALES CHALLENGER  |  MONDAY, MAY 26, 2014
    [Differentiation] The Key to Improving Your Reps’ Productivity
    Sales executives know that their reps need to deliver compelling commercial insights to differentiate themselves in today’s complex selling environment. And with all these shiny new commercial insights comes lots of new sales collateral. For it to be useful though, sales reps need this collateral to be well organized and easily searchable.
  • PWB MARKETING BLOG  |  FRIDAY, SEPTEMBER 23, 2011
    [Differentiation] Secret to a Killer B2B Social Media Program
    Highlight the benefits of your products and services and differentiate your offerings from competitors. Frustrated. That’s how you feel if you’re busy with social media – month after month – but aren’t getting results. The truth is, people don’t care about your company, they care about themselves. Second, develop a content marketing strategy.
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JUNE 5, 2012
    [Differentiation] Is Your Industrial Content Marketing Reaching a Dead End?
    Au contraire, such companies should use optimized content for SEO and use blog posts for thought leadership to differentiate themselves from the competition. In my daily interactions with manufacturing, engineering and industrial companies, inbound marketing or content marketing is a popular topic of discussion. Now What?” ).
  • E-QUIP  |  MONDAY, MAY 19, 2014
    [Differentiation] Brand 101: Clearing Up the Misconceptions
    There has been a growing interest in branding and differentiation among A/E firms in recent years. But considering the composite of all I''ve read on the subject, the best definition in my opinion is: Brand is the perception in the customer''s mind that differentiates (or doesn''t) a product, service, or company. What is brand?
  • 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.
  • 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.
  • 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.
  • SAVVY B2B MARKETING  |  THURSDAY, MAY 5, 2011
    [Differentiation] Want to be Essential and Memorable? Teach Your Prospects!
    Acknowledge them and differentiate. also want to point out that Researchers and SME’s are not the same thing but are often hard to differentiate in early meetings. I have always been someone who leaped before I looked. Impulsive, I believe is the word my teachers wrote on my report cards. The Subject Matter Expert.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, MAY 26, 2013
    [Differentiation] 10 Maxims of Successful Blogging
    Your point of differentiation is you. I enjoy coaching people with their blogging efforts and there are 10 pieces of advice I seem to dispense the most often.  So I thought you might be interested in these ideas. Whether you are blogging for your business or for the pure joy of it, I think these ideas will help you: 1. Stick to a theme.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JANUARY 2, 2013
    [Differentiation] 9 Trends That Will Upset Your Marketing in 2013
    Progressive marketers will harness the power of direct mail in conjunction with online marketing programs to differentiate their service offerings. 7. by Jesse Noyes | Tweet this Today’s guest post was written by  Amanda F. They say the times are changin’ — so should your modern marketing strategy. Social media distribution is booming.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 5, 2014
    [Differentiation] [Infographic] The Outsourced Inside Sales Teleprospecting Process
    Expectations and differentiators for a successful teleprospecting partner. Imagine you’re the CEO of a B2B high tech company. Your company has survived the most difficult start-up stages, and you’re ready to start successfully selling your product or service. You decide to insource your inside sales team. You know what you need to do.
  • MARKETING INTERACTIONS  |  MONDAY, FEBRUARY 20, 2012
    [Differentiation] Convince Execs to Convert to Content Marketing
    Differentiate with interactivity for competitive advantage. The way your company chooses to interact with your prospects and customers is the biggest differentiator left. The way marketing has always been done will not produce the results B2B marketers need to grow their businesses today. That's a pretty impressive investment.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, SEPTEMBER 12, 2012
    [Differentiation] Help Your Reps Make Better Deals – Today!
    And at the same time, the deals sellers are putting into the marketplace are more complex than ever before, as companies attempt to escape the commoditization trap with solutions sales, content marketing, and other functional and informational differentiation strategies. Simply put, buyers can’t afford relationship-based sales anymore.
  • 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.
  • 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.
  • 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 PROSPECTING PERSPECTIVES  |  THURSDAY, JULY 31, 2014
    [Differentiation] #ProspectingChat: Experiences Outsourcing Inside Sales Functions
    We''ll ask participants to "role-play" as a new tech company and consider the various differentiators that play into the decision to insource, outsource, or create a hybrid of the two for your company''s inside sales functions. It''s time for another #ProspectingChat over at AG Saleswork''s Twitter account. Each chat lasts 1 hour long.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JULY 15, 2014
    [Differentiation] Marketers Have Gained Their “Seat at the Table,” Now it’s Time to Prove Why They Deserve it
    Traditional methods of competitive differentiation are less effective; the customer experience is now viewed as the only source of sustainable competitive advantage. by Kevin Akeroyd | Tweet this The onus is on us. As a recent Harvard Business Review study noted, 77% of customers currently cite no relationship with a brand.
  • HINGE MARKETING  |  FRIDAY, DECEMBER 12, 2014
    [Differentiation] Why Asking Clients About Your Competitors is Critical
    Uncovering the nuances that go into clients’ decision-making processes is critical to identifying and understanding your real competitors and ensuring your branding and messaging truly differentiates your firm. Think you know who your firm’s competitors are? Whose perspective matters most? That’s right – your clients.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JANUARY 15, 2015
    [Differentiation] 5 Game Changers Content Marketers Can Steal from House of Cards
    content marketers need to find some way to differentiate their content from what’s already out there. Strategies for Content Marketing Differentiation: Stand Out From the Crowd. The stretch of winter after the holidays can be long and hard. Because Frank and Claire Underwood? Are super scary. His advice? Rand Fishkin Interview].
  • 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.
  • 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.
  • CK'S B2B BLOG  |  MONDAY, SEPTEMBER 20, 2010
    [Differentiation] Mobile Marketing: Resources To Get Your Marketing Aligned With Your Mobile Audiences.
    As with all media and marketing programs, you need a strong value proposition, differentiated strategy and a flawless execution. Last week I had the honor of presenting on both social media and mobile media at Optimization Summits in Dallas and I wanted to take this post to share the mobile marketing presentation I created for the event.
  • 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?
  • FIFTH GEAR ANALYTICS  |  THURSDAY, JULY 29, 2010
    [Differentiation] How Much Are Your Customers Worth?
    Bill Harriss. As marketers, we have heard about it for years:  It is important to understand the total value of your customers over the “lifetime” of their relationship with your brand, product or service. Makes sense, right? The Challenge. It’s not always that easy to come up with this “Lifetime Value,” even as a point-in-time metric. Tweet This!
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, DECEMBER 25, 2014
    [Differentiation] 5 Books to Recharge Your Strategy in 2015 and Beyond
    Albee outlines clear-cut strategies for developing customer-oriented communications, identifying the distinct value that differentiates your company, and making the shift from singular communications to a continuum approach that aligns outcomes to business objectives. Check them out! 1. The book will be available January 6. 2. Of course not.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JANUARY 14, 2014
    [Differentiation] Strategies to help your business overcome information overload
    Passionate content versus content and why “helpful” is not a point of differentiation. Over the past few weeks the interweb airwaves have been humming and buzzing with data pointing to the increasing costs of getting your content seen and distributed through an over-crowded web. What are you going to do about it? Media is media.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, JULY 22, 2012
    [Differentiation] The Net Generation and the future of social media marketing
    If you are in an industry that is slow to innovate, is this an opportunity for differentiation and competitive advantage? I saw Don Tapscott speak at SXSW and was inspired to read his excellent book  Grown Up Digital.  Through How has this changed their outlook, their lifestyle, and their expectations of society? Customization. Scrutiny.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JANUARY 12, 2011
    [Differentiation] LinkedIn is Facebook With a Tie
    The thought that LinkedIn is Facebook with a Tie is a great differentiators between the two [.]. I ran across an interesting quote as I was working on the InsideView guide for Social Selling with LinkedIn. As soon as I heard it, an image popped into my head and I went to Photoshop to create it.
  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, AUGUST 8, 2011
    [Differentiation] 10 Ideas: Standing out in the social media jungle
    Find every possible way to differentiate yourself! The other day in my Twitter stream @joe_sharkey asked:  &# As a new graduate, how do I stand out in the social media jungle?&#. promised I would write him a blog post in response, so here it is! When I graduated from college, I thought I knew it all. Turns out, I didn’t know shit.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, MAY 23, 2014
    [Differentiation] How Trade Shows Can Impact Inside Sales Reps’ Sales Skills
    On the phone, inside sales reps will often hear the question, “What makes you better than the competition?” By knowing what the competition is actually saying in addition to knowing the differentiators, inside sales reps can better position the company in the marketplace, hopefully gaining the ability to have more quality conversations.
  • 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.
  • HUBSPOT  |  FRIDAY, FEBRUARY 6, 2015
    [Differentiation] Should You Hire Marketing Specialists or Generalists?
    Weak to strong Highly differentiated. Strong Moderately Differentiated. Overcrowded Little to No Differentiation. This post originally appeared on Agency Post. To read more content like this, subscribe to Agency Post. From our point of view, both have their place in your organization -- it all depends on your specific situation.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, SEPTEMBER 26, 2011
    [Differentiation] 6 Steps to Defining Your Value Proposition from MarketingSherpa
    To truly stand out, you need to frame this question on three different levels: the prospect level, where you address the needs of the buyer; the product level, where you differentiate what you’re selling; and the process level, where you make clear the value of going through the process, be it a click or a purchase. Frame the Question.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, MARCH 11, 2014
    [Differentiation] [Video] Dealing with Crazy-Busy Prospects
    This makes it a whole lot more challenging to differentiate yourself and keep out of price battles. How does being "crazy busy" impact selling? It affects your prospects in a huge way. First of all, your prospects put up barriers to access. They''re protecting their time at all costs so it''s much harder to set up an initial meetings.
  • THE ROI GUY  |  TUESDAY, AUGUST 19, 2014
    [Differentiation] How do you Develop and Communicate your Unique Business Benefits?
    While buyers are scrutinizing proposals with a keen eye on value / ROI, the average rep still reverts to a less than effective product centric sales pitch – focusing on your product, features and price vs. the buyer challenges and the differentiated value you can deliver in helping overcome these challenges. Benefit Categories?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, JULY 18, 2012
    [Differentiation] Why content marketing will make your small business sexy
    Brand differentiation is now easier and a more enjoyable process than ever and our friend, social media, um, content marketing, is the ticket to the dance. By {grow} Community Member Craig McBreen. There’s a monumental shift going on and it’s affecting my little world in a profound way. But here’s the thing. Telling stories is fun. Tweet.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, NOVEMBER 30, 2010
    [Differentiation] The five elements of a perfect blog post
    There is really only one way to differentiate yourself as a blogger.  “How do I create the perfect blog post?&#. That question by a young student stopped me in my tracks. After all, is there such a thing?  I had to dig deep on this question and turned to the qualities of my favorite bloggers to find some common themes.  Human.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, SEPTEMBER 20, 2012
    [Differentiation] [Video] For Faster Decisions, Be a Decision Guide
    They might not know how to differentiate from the competitors. Are you involved in a complex sale with multiple decision makers? If so, they probably don't make decisions too often with regards to what you sell. When you're dealing with today's crazy-busy prospects, the decision itself can be overwhelming. But you know all this stuff.
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, DECEMBER 13, 2014
    [Differentiation] BlueConic User-Driven Marketing Maturity Model: Surprises on the Road to Customer-Centric Marketing
    The very first stage of the model, Level 0, involves no differentiation at all: every customer is treated the same; in fact, customers may not even be identified. I’m as fond of hearing my voice as most consultants, which is very fond indeed. Click here to see the Webinar and download the related paper.) Coordination later. Segmentation.
  • SMASHMOUTH MARKETING  |  MONDAY, JULY 19, 2010
    [Differentiation] B2B Demand Gen Week in Review July 12.16
    Are you truly providing anything that will differentiate you from your competitors, over the thousands of other messages out there your customers are possibly engaging with?". The originality of this type of content marketing is refreshing. People like Slash understand that they need to be seen. What did we miss?
  • GREAT B2B MARKETING  |  WEDNESDAY, OCTOBER 24, 2012
    [Differentiation] Creating an Effective B2B Marketing Machine
    Most important, all messages should be based on a compelling brand promise and a differentiated value proposition. ” This comment resonated with me because it perfectly sums up our philosophy of B2B marketing. We refer to this as being “coin operated.” Consistency – You must have a consistent message across all media.
  • 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?
  • B2B MARKETING INSIDER  |  WEDNESDAY, MAY 7, 2014
    [Differentiation] The Future Of Digital Marketing
    It needs to be differentiated in order to stand out. Last week I was honored and thrilled to be interviewed by Outbrain in The Guardian’s Digital Content Hub. In this interview I talk about: Content and data are the future of digital marketing. Storytelling and the battle for customer attention. It was told on the back of a brand.
  • GREAT B2B MARKETING  |  TUESDAY, JUNE 3, 2014
    [Differentiation] Three Essential Content Marketing Practices
    You should also write in a way that establishes thought leadership by differentiating you from the many others who are vying for your prospects’ attention. Content Marketing Essentials. When I served on the AIM board, I occasionally had dealings with Bryant Duhon, the organization’s editor and community manager. Essential 2: Write well.
  • BIZNOLOGY  |  FRIDAY, APRIL 10, 2015
    [Differentiation] Why marketers should question what their job really is
    Most of them are higher most of the time, because price isn’t their differentiator in real life–just in their commercial. I’ve written in the past about a pet peeve of mine–auto insurance commercials that claim something like, “people who switched to us saved an average of $236.” Like this post?
  • 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. Like a broken clock, the time has come when I''m right.
  • SYNECORE  |  WEDNESDAY, FEBRUARY 20, 2013
    [Differentiation] How Facebook’s Graph Search is Embracing SoLoMo
    So rather than using search operations to differentiate the kind of content you are looking for, the application will be able to procure information about people, photos, places, and interests based off the relationships between the words you enter. Graph Search is Facebook’s debut in to the search engine market. Unique Capabilities.
  • MARKETING INTERACTIONS  |  WEDNESDAY, JANUARY 16, 2013
    [Differentiation] The Power of Positioning in B2B Content Strategy
    The problem is that corporate positioning has traditionally been seen as a way to differentiate a company from its competition. Brand positioning is becoming critical as more B2B marketers turn to content marketing across a range of channels to cultivate standoffish, self-service buyers. If not, they wouldn't be in business.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, JULY 28, 2011
    [Differentiation] Trout on Strategy is an Acquired Taste
    The first is a fun trip through differentiation (from Differentiate or Die: Survival in Our Era of Killer Competition  - - affiliate link) and it’s worth reading if you are thinking of pitching customer service or quality as a point of differentiation (don’t). Hotness is also a differentiator. And why? affiliate link). 
  • BIZNOLOGY  |  WEDNESDAY, MAY 1, 2013
    [Differentiation] Beyond the Google Privacy Policy to Free Market Privacy
    Can companies use privacy as a differentiator? I don’t know if any of these ideas would work. Photo credit: Sean MacEntee. Last year I took a look at Google’s new privacy policy and wasn’t that happy with the way it was presented. It’s clear that no one is terribly happy with the current situation.
  • FEARLESS COMPETITOR  |  SUNDAY, FEBRUARY 17, 2013
    [Differentiation] In an Ocean of Content, How Do You Rise to the Top? Answer: Buyer Personas!
    Buffer With almost everyone doing content marketing today, how do you differentiate? Answer: More and more, the quality of buyer research or buyer personas become your competitive edge. “Companies who best understand their buyers will have a clear competitive advantage.” ” But how do YOU compete on buyer insights?
  • B2B MARKETING INSIDER  |  MONDAY, APRIL 13, 2015
    [Differentiation] 5 Storytelling Lessons From Game of Thrones
    The differentiator is amazing, engaging content. Did you watch the Season 5 opener? Well I am totally obsessed about HBO’s The  Game of Thrones. Not only is it just great programming. Just in time for the season 5 opener,  Lauren B. Mangiaforte shares these 5 Storytelling Lessons from Game of Thrones. Don’t rest on your laurels.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MAY 6, 2012
    [Differentiation] Communicating Value Helps Double Inbound Leads and Increase Revenue, Site Traffic and More
    He spent six months examining what differentiated Celarity from the competitors and analyzed competitors’ performance. Tweet To successfully ride the winds of change, emphasize the positive: Look at what your customers value most about you, and make that the focus of your marketing communications. Step #1: Clarify value. Celarity, of course.
  • HUBSPOT  |  WEDNESDAY, JUNE 1, 2011
    [Differentiation] What Do 76% of Consumers Want From Your Website? [New Data]
    Don't differentiate with the design/functionality of your website. Do differentiate your company by making it really easy for your customers to find what they want on your website. 76% of consumers say the most important factor in a website's design is "the website makes it easy for me to find what I want.". Test, test, test!
  • FOLLOW THE LEAD  |  TUESDAY, JUNE 1, 2010
    [Differentiation] Pre-production half the battle in creating meetings with C-level
    Be invaluable: Realize that you are the primary differentiator today. Guest Blog | Jill Konrath. Ever try to set up a meeting with a senior-level executive? Then you know how tough it is to connect with these crazy-busy people who are never in their office, rarely answer their phones and seldom reply to voicemail or e-mail. Subscribe to RSS.
  • HINGE MARKETING  |  THURSDAY, FEBRUARY 19, 2015
    [Differentiation] 4 Tips to Incorporate Visuals into Your B2B Content Marketing Strategy
    There are a number of different ways your firm can use videos to connect with your buyers and showcase your brand, communicating your differentiators and establishing your personal approach and values. When most firms begin creating a new B2B content marketing strategy , they focus on written content. Here are four powerful techniques. 1.
  • DIGITAL B2B MARKETING  |  THURSDAY, JUNE 14, 2012
    [Differentiation] 7 Steps to Find Your Content Marketing Sweet Spot
    Your Turn Will we see a major trend towards companies using content marketing to broadly differentiate themselves in the market, or will companies focus on using content in the buying process? You are ready to take your content marketing to the next level. Until now, you have been producing mostly mid and late stage content.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, MARCH 29, 2011
    [Differentiation] Is Twitter for Everybody?
    Selling differentiated personal services. Is Twitter for everybody? This is the question that eventually gets asked by every person and every company trying Twitter for the first time.  In the height of your initial frustrations, you may be wondering … is Twitter really for me? Here’s an example. Small marketing budget.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, MARCH 28, 2012
    [Differentiation] How does social media affect trust and your brand?
    That always motivated me to work with the product team to deliver the best damn product our target segment could get.  To deliver meaningful and differentiated value and benefit.  By Contributing {grow} Columnist “Social Steve” Goldner. You want successful social media marketing for your company or brand?  You are too honest.” 
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, SEPTEMBER 7, 2012
    [Differentiation] The 4 Things I Never Want to Hear on a Sales Call
    “Our claim to fame is [insert vendor babble]…” If you have to start with that statement, it completely deflates the impact of the differentiator. by Melissa Madian | Tweet this I’m a sales person’s worst nightmare. That means I can purchase tools and services for the team. At all. Tell me more” 3.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, APRIL 13, 2010
    [Differentiation] Wayne Gretzky was an Inbound Marketer
    And in business if you want to stand out from the crowd and the very best way these days to distinguish yourself is to create content that is differentiated and that people want to read by applying what I am now calling the Wayne Gretzky School of Inbound Marketing! Tweet This! Share this on Facebook. Share this on Linkedin. Digg this!
  • HUBSPOT  |  TUESDAY, FEBRUARY 11, 2014
    [Differentiation] Twitter Tests Out New, More Visual Layout
    Whatever happened to differentiation? The closer these networks get to each other on features, layout, and audience size, the harder it''ll become to establish that competitive differentiation to their target customers -- the businesses they want to hang out (and spend money) there. Here''s what it looked like: Look Familiar? But also.
<< 1 2 3 4 5 ... 20 21 >>
 

B2B Marketing Zone can personalize the content based on your interests, your LinkedIn profile, what you share on Twitter and LinkedIn, and what content people similar to you are sharing. More on Content Personalization

Sign-in using your social networks so we can begin to personalize your experience.

Sign in with Twitter

Sign in with LinkedIn

or

We need your email and password to allow you to log into your personalization features.

Forgot password?

I don't have an account

 
 

Enter your email address to reset your password. A temporary password will be e-mailed to you so that you may log in.

 
 

Based on...

  • Your interests
  • Your LinkedIn profile
  • What you share on Twitter
          and LinkedIn
  • What people like you are
          sharing

Learn more about Content
Personalization...