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  • 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.
  • HUBSPOT  |  MONDAY, JANUARY 20, 2014
    [Differentiation] Marketing Campaigns That Broke the Internet [SlideShare]
    For this list, Pouy sought out a mix of innovation, creativity, and differentiation in campaigns. '"Do you want to break the internet?". That''s what Grégory Pouy , founder of French digital consulting firm La Mercatique , poses in his latest SlideShare in which he breaks down the best digital campaigns of 2013. Inbound
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 30, 2010
    [Differentiation] Does your inside sales team have the tools to succeed?
    Competitors/Differentiators – The number one reason that a company is not interested in your solution is because they are using something or someone else. It is extremely important to have as much information on your competitors as there is on your solution and what differentiates you in the market. Is your website up to date?
  • 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!
  • SALES CHALLENGER  |  TUESDAY, SEPTEMBER 18, 2012
    [Differentiation] Breaking the Doom Loop of Sales Hiring
    The annual cost differential between organizations that select the right hires compared to those that do not is $28.5 By Doug Hutton. Sales hiring decisions often lead to classic buyer’s remorse. Sales managers wonder whether a new hire can thrive in a unique selling environment, particularly if they weren’t involved in the interview process.
  • 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.
  • FEARLESS COMPETITOR  |  SUNDAY, MAY 19, 2013
    [Differentiation] Encore: Insights from @TheCMOClub Innovation Summit – @MargaretMolloy on Marketing Made Simple TV
    ” 2) How to differentiate your company through the brand experience. '(For those who unfortunately missed the show premiere on Thursday, we share an encore show on Sunday too.). By the way, this award-winning blog is powered by WPEngine – the best and fastest hosting available. Want to supercharge your WordPress blog?
  • FEARLESS COMPETITOR  |  THURSDAY, MARCH 15, 2012
    [Differentiation] Want to Host Your Own Company TV Show? Talk to the Host of Mad Marketing TV!
    Content Differentiation. Can You Use the Expertise from Mad Marketing TV for your firm? Mad Marketing TV, the terrific marketing and sales show sponsored by Act-On Software and hosted by Jeff Ogden is the world’s first “TV on the internet” show. We interview top industry experts and share great thought leadership content.
  • DIGITAL B2B MARKETING  |  THURSDAY, SEPTEMBER 1, 2011
    [Differentiation] Social Media is Lowering Our Content Standards
    When you find content you REALLY like, you have to share it differently, emphatically stating how great it is to differentiate it from the only OK content you shared before. Sharing has ceased to be an endorsement of the quality of content. ie “LOVE this post! …&# or “+100 RT …&# ). Forget the Rules. Say Why.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, SEPTEMBER 20, 2011
    [Differentiation] Useful Tips from Inbound Marketing Summit and Hubspot User Group
    I spent three days last week at the Inbound Marketing Summit and Hubspot User Group in Boston. These featured a flock of first-rate speakers who presented more useful information than I can jam into a single blog post. That said, here are highlights from my notes. Sorry Youngme, but I still detest IKEA. and 4 to 6 p.m.;
  • 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!
  • SALES CHALLENGER  |  TUESDAY, SEPTEMBER 10, 2013
    [Differentiation] Are Your Reps More Tiger Woods or Tom Brady?
    While much of the differentiation between a good quarterback and a bad quarterback is based on a good amount of inherent skill, a great quarterback is still one that knows how to effectively play to and off of the strengths of his teammates. 'The selling behavior of many sales reps can be likened to that of a game of golf.
  • CLIENT BRIDGE  |  THURSDAY, AUGUST 4, 2011
    [Differentiation] Consumer Behavior Secrets to Grow Sales
    Everyone in your organization should be able to articulate what your brand essence and points of differentiation are. From Jamie Turner on the Hubspot Blog, here are some tips about why people pick one brand over another. People buy for emotional reasons, then rationalize the purchase with logic." Most buy because of how it makes them feel.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, FEBRUARY 28, 2013
    [Differentiation] Six Ways to Not Suck at Selling Things to Me
    Here are some things that were offered up to me recently as competitive differentiators: we have a form our clients fill out before we work on a project. Did I send some message into the universe that attracts bad sales people? Is there a rehab centre nearby for under-performers? What is new is how absolutely atrocious they are. Seriously.
  • EARNEST ABOUT B2B  |  WEDNESDAY, AUGUST 18, 2010
    [Differentiation] Top Infographics for b2b marketers
    Pretty useful for helping to shape your lexicon in order to drive differentiation we think.     . Infographics are all the rage: visual representations of data that are both beautiful and enlightening. Web trend map: plots the Internet’s leading names and domains onto the Tokyo metro map        . Web trend map. CMO social landscape.  .
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 13, 2014
    [Differentiation] Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
    But there are still significant differentiators. So far, every differentiator on this list can point to at least some measure of success. 'The Interwebs have delivered an unusually rich trove of data about the marketing automation industry in the past few weeks. Here’s how I see things. The Mintigo results confirm this.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  MONDAY, AUGUST 12, 2013
    [Differentiation] [Video] The Top 4 Sales Rules All Salespeople Should Know
    This makes it a lot more challenging to differentiate yourself and keep out of price battles - but it can be done if you focus on the 4 SNAP sales rules throughout the entire sales process. 'Your prospect today can''t handle much complexity, so you can easily throw them into overwhelm when you give them too much information at one time.
  • 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.
  • GREAT B2B MARKETING  |  WEDNESDAY, DECEMBER 26, 2012
    [Differentiation] Marketing Game Changers for 2013
    Here are a couple of BHAG ideas: Differentiate your company with a compelling and differentiated value proposition. It’s the season for wrapping up the old year and prepping for the next. Here are six ideas to get you started: 1. Understand your sales lead requirements. Tune or replace your sales model. Resolve to be BOLD.  Chris.
  • LEADSLOTH  |  TUESDAY, JUNE 23, 2009
    [Differentiation] Inbound Marketing & Marketing Automation
    This will differentiate them, and will allow them to increase the revenue per customer. The Marketing Automation industry is evolving continuously. Many digital marketers are using marketing automation tools to automate lead nurturing. But if you want to expand your business, you also need to continuously add new leads to your database.
  • HUBSPOT  |  MONDAY, NOVEMBER 28, 2011
    [Differentiation] 4 Simple Steps to an Optimized Twitter Presence
    That won’t help you differentiate you or your business from the rest. Many of you probably joined Twitter to market a business. While marketing may be your primary focus, the Twitter also emphasizes an element of personal branding you shouldn't neglect. If you haven’t, keep reading. Your Twitter Background. Your Photograph.
  • THE ROI GUY  |  TUESDAY, SEPTEMBER 13, 2011
    [Differentiation] When are Interactive White Papers best used in the sales & marketing process?
    When solutions are being investigated, during the consideration phase, buyers need help in understanding the differentiating various solution options and alternatives, and quantifying the economic justification. interactive smart content interactive white paper Demand Generation Pisello Alinean
  • 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.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 14, 2012
    [Differentiation] Mad Marketing TV looking for new primary sponsor
    Content Differentiation. The marketing show formerly known as Mad Marketing TV is actively looking for a new primary sponsor, effective April 1, 2012. Interested in sponsoring this awesome TV-like marketing show, which has interviewed marketing and sales experts such those listed below? Adele Revella. Buyer Personas. Joe Pulizzi. Paul Gillin.
  • FEARLESS COMPETITOR  |  MONDAY, MARCH 12, 2012
    [Differentiation] The Real Need of Sales Today – Fewer, Better Leads!
    As the host of MadMarketingTV , I’ve spoken with leading experts such as Dan McDade of Pointclear and Brian Carroll of MECLABS. One thing become clear talking to these bright men and reviewing their data. Brian Carroll. Sales today needs much higher quality and fewer leads than ever before. What do you think? Marketing
  • SALES CHALLENGER  |  TUESDAY, APRIL 2, 2013
    [Differentiation] Why Your Customers Don’t Care
    In addition to the cheat sheets, Solae provides reps with simple “solutions” documents that explain how Solae’s differentiators map to each contact’s function. That said, developing an organizational capability to effectively deliver commercial insight is no easy task. So how can you help reps deliver more resonant messages?
  • 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!
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, OCTOBER 30, 2013
    [Differentiation] Time to re-think your business: “Competitive advantage” no longer exists
    Michael Porter says competitive advantage means having low costs, differentiation or a successful focus (niche) strategy. But you can’t use any of these definitions (other than low costs, differentiation or successful focus) to know whether a firm in fact has a competitive advantage. 'By Dr. Milind Lele, {grow} Community Member.
  • B2B MARKETING INSIDER  |  TUESDAY, NOVEMBER 1, 2011
    [Differentiation] 7 Ideas To Increase Your Twitter Followers
    Now the main question for Twitter users is, how can we differentiate our self with 140 characters and what should we do to use Twitter effectively? All over the world, Twitter is getting more and more popular every day. Once a site for developers and bloggers, Twitter has hit the mainstream of news, politics, sports and entertainment. BABAO?LAN
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, SEPTEMBER 27, 2011
    [Differentiation] 5 Productivity Killers For Your Cold Calling Team
    Most people my team speaks to all day want have some collateral to review that gives them a good sense of the product/service and differentiators before they commit to an hour demo with a sales rep. Another core requirement should be a few compelling differentiators to share that set you apart from the competition.
  • MODERN B2B MARKETING  |  WEDNESDAY, APRIL 17, 2013
    [Differentiation] How to Design Emails to Reach the Inbox
    Email deliverability and trust is important to your reputation as an email sender , but what are some best practices to maximize the probability that it reaches the intended inbox and differentiates you from a dreaded spammer? 'by Dayna Rothman When you send out an email blast you hope and pray that it reaches your intended recipients. Forms.
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, MAY 11, 2011
    [Differentiation] Thought Leadership: Marketing Engineering Services with Technical Articles
    There is very little to differentiate one from another. Are you an in-house marketer or a consultant tasked with promoting engineering services? Then you know very well that it is fundamentally different from marketing industrial and/or manufactured products. Highlighting completed projects and a few case studies seem to be the norm. Moore
  • INBOUND SALES NETWORK  |  THURSDAY, JANUARY 5, 2012
    [Differentiation] A Guide to Understanding the B2B Buying Process
    Companies now need to facilitate their customers’ buying process in order to differentiate themselves as the economically sound choice. Create clear points of differentiation between you and your key competitors. While corporate profits are on the rise, many companies are still slow to increase budgetary expenditures. Awareness.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, FEBRUARY 10, 2014
    [Differentiation] How a small family business pulled off one of the greatest successes in YouTube history
    As his numbers and engagement grew, Stephen was able to use this data with huge wine retailers to prove a point of differentiation. This is a critical accomplishment for a business trying to show a differentiated position through social media engagement. Here was his story: Left his corporate job in London. You read that correctly.
  • BUSINESS GROWTH DEVELOPMENT  |  MONDAY, AUGUST 20, 2012
    [Differentiation] UK B2B Marketing Trends 2012 Show A Growing Support For Sales
    It suggests a greater need to cut through the clutter and have an effective brand presence, or better and greater differentiation. Digital channels were expected to take 31% of budgets. However, B2B marketers also recognised the importance of face-to-face, with 22% of budget allocation. But is their approach effective? Related articles.
  • TOMORROW PEOPLE  |  TUESDAY, SEPTEMBER 18, 2012
    [Differentiation] For a Great Online Marketing Strategy You Need Many Happy Returns from Your Website
    Am I differentiating my content , rather than repeating the same tired cliches? You’ve invested a lot of money in your website. It looks great and you’re terribly proud of it. But that doesn’t necessarily mean it’s effective in creating new business. How can I boost my traffic and lead generation ? Try it today
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, APRIL 20, 2014
    [Differentiation] 4 Must Dos For Sales and Marketing Pros
    What differentiated the winning seller was that he or she: 1. 'by Melissa Madian | Tweet this “I know I need to be unique and different when talking to customers; but I don’t know how?”. He was clearly embarrassed, lost and distraught. Offered unique, valuable perspectives on the market.  Helped navigate alternatives. WRONG.
  • 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.
  • DIGITAL BODY LANGUAGE  |  THURSDAY, AUGUST 13, 2009
    [Differentiation] What is B2B Marketing?
    Let’s look at a few of the areas that differentiate a B2B buying process: Information Exchange In B2B marketing, you are often dealing with a buying organization that requires a significant amount of information during their buying process. What exactly defines Business to Business (B2B) Marketing?
  • WHAT WORKS - WHAT DOESN'T  |  TUESDAY, JUNE 22, 2010
    [Differentiation] Why "Cost Per Lead" Is The Wrong Question
      Some vendors try to ease the confusion by differentiating between “leads” (less qualified) and “prospects” (more qualified.) Ask anyone selling marketing software or services what their “cost per lead” is and you’ll get a different, and self-serving, answer.   Naturally, the price goes up the better the “lead” is.
  • SMASHMOUTH MARKETING  |  FRIDAY, JUNE 5, 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  |  MONDAY, MARCH 26, 2012
    [Differentiation] Craft a Compelling Offer for Paid Search Marketing
    A great way to differentiate yourself in a highly competitive environment.  Image via CrunchBase. The best way to motivate a click online is to make a compelling offer and provide an urgent call to action.  This is not news to Internet marketers.  Since you are paying for each click, your ROI depends more on quality than on quantity.
  • MARKETING INTERACTIONS  |  WEDNESDAY, AUGUST 18, 2010
    [Differentiation] Marketing Above the Noise
    So, if there are only so many benefits, values or outcomes (pick your term) - how are companies going to differentiate themselves and their products to a marketplace where their prospects are hearing the same things from countless vendors? Boy is there a lot of noise in the marketplace today! Products/Solutions can INCREASE: Revenues.
  • 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. 'Buffer Recently I joined a marketing firm to manage a huge global client. Great job. High salary. Big responsibilities. I was thrilled. But things were ugly.
  • DIGITAL VOICES  |  THURSDAY, FEBRUARY 27, 2014
    [Differentiation] Leveraging Big Data and Creative Content for Customer Engagement
    Content creation and statistical data analysis has become the competitive differentiator for developing highly effective multi-channel marketing campaigns. 'Why is content such a “buzz”?! In 2010 the curation of content became the mantra for all things digital. What do marketers need to penetrate? Diagnostic : Why did it happen?
  • INSIGHTIQ BLOG  |  THURSDAY, APRIL 14, 2011
    [Differentiation] The clock is ticking on net tracking
    For companies that take customer experience seriously, this could help them immensely by differentiating them from their competition. A few weeks ago, I wrote a blog suggesting that marketers and the DMA get ahead of net tracker legislation , after the FCC had invited some comments on proposed privacy legislation.
  • PUZZLE MARKETER  |  THURSDAY, JULY 12, 2012
    [Differentiation] Make Time for the Not Urgent
    Differentiate yourself as someone who goes the extra mile and always asks “Why are we doing this?” Originally developed by President Dwight D. The answers can be determined by asking two questions about a particular task. 1) Is it important? 2) Is it urgent? Eisenhower I’d like to focus on one quadrant in particular.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 15, 2014
    [Differentiation] The 2014 Priority List for Marketers
    Killer content is the key to differentiating yourself amongst a sea of competitors. 'Sales Prospecting Perspectives is pleased to bring you a post from Tamara Graves , Senior Director of Demand Generation at NetProspex. The holidays have passed and marketers are focusing on what will make them more effective and successful in 2014.
  • TOM PISELLO  |  WEDNESDAY, JULY 7, 2010
    [Differentiation] Tom Pisello: The ROI Guy: How to Break Free of the Pack.
    Differentiate for Success Competition has never been greater for customer mindshare. So how can you best differentiate your offerings and break free from the pack? Differentiate for S. Wednesday, July 07, 2010 How to Break Free of the Pack? So are the leading characteristics for sales and marketing in 2010. They do if they are.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JUNE 20, 2013
    [Differentiation] The essential guide to hiring a marketing specialist … when you’re not a marketing person!
    You’ll want to ensure that the professional you hire has knowledge of basic marketing concepts like positioning, segmentation, and differentiation.  'By Debra Andrews, {grow} Community Member. This is a time of cataclysmic change for businesses — large and small. How do you find the right person to lead this charge? Positioning.
  • BUSINESS GROWTH DEVELOPMENT  |  MONDAY, AUGUST 20, 2012
    [Differentiation] UK B2B Marketing Trends 2012 Show A Growing Support For Sales
    It suggests a greater need to cut through the clutter and have an effective brand presence, or better and greater differentiation. Digital channels were expected to take 31% of budgets. However, B2B marketers also recognised the importance of face-to-face, with 22% of budget allocation. But is their approach effective? Marketing
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  TUESDAY, FEBRUARY 25, 2014
    [Differentiation] Why Half-Baked Ideas Are Perfect Sales Conversation Starters
    was speaking at a sales kickoff meeting, stressing a key message—that sellers, not their products or services, are the key differentiator today. Even if your ideas won’t work for their organization, you’ve differentiated yourself from competitors and established yourself as a valuable resource. 'It happened again last week. WRONG!
  • THE POINT  |  THURSDAY, AUGUST 8, 2013
    [Differentiation] Top 10 B2B Lead Scoring Mistakes (Part 2 of 2)
    Assigning the same value therefore, say: 1 point per page, to every page on your Website, fails to differentiate between high-value and low-value pages. Here’s Part 2 of our discussion of the most common B2B lead scoring mistakes. For Part 1 of this post, click here.). Scoring every Web page visit the same. Too little negative scoring.
  • REPUTATION TO REVENUE  |  MONDAY, APRIL 26, 2010
    [Differentiation] The lure of cheap content in B2B marketing
    Forgoing competitive review despite the need to differentiate.  An article in MediaWeek on content mills like Demand Media and Seed.com got me thinking about the dangerous lure of cheap content in B2B marketing. The mills themselves are mainly a B2C issue (at least for now!). Minimizing group review in the rush to meet deadlines.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, OCTOBER 24, 2012
    [Differentiation] Content Marketing’s Deadly Trap
    Serving as an information broker will help re-insert our offering into the conversation and differentiate us as a supplier. So, at this point, I think most B2B marketers are sold on the value of content marketing. So we say – if you can’t beat budget pressures and the information revolution, join them! At least, so the story goes.
  • SAZBEAN  |  TUESDAY, FEBRUARY 14, 2012
    [Differentiation] 8 Simple Strategies: Take Your Blog From Blah to Brilliant
    Taking a strong stand on your area of expertise will not only differentiate your blog from others, it will start attracting those readers and customers who share those opinions as well – and that means more ideal customers for you. Blogs are now the norm. You’ve probably added a blog to your site – because that’s what you’re supposed to do.
  • HUBSPOT  |  THURSDAY, MARCH 8, 2012
    [Differentiation] Why You Need Marketing Analytics, Not Web Analytics
    Let's highlight three of the main differentiators: 1. As you learned earlier, a key differentiator between web analytics and marketing analytics is that the latter uses the person -- not the page view -- as the focal point. Measuring marketing effectiveness has always been a challenge. Enter marketing analytics. Yeah -- pretty sweet.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, MAY 21, 2012
    [Differentiation] Experian Buys Conversen Marketing Automation to Strengthen Its Offerings
    Conversen is somewhat similar to Entiera in offering sophisticated multi-step campaigns, although its main differentiator is multi-channel dynamic content that makes it relatively easy to deliver different messages to different segments across multiple channels. See my review from February 2010 for a more detailed explanation.
  • 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.
  • SOCIAL MEDIA B2B  |  FRIDAY, SEPTEMBER 23, 2011
    [Differentiation] Why Should B2B Companies Care About Facebook’s Changes?
    ve already suggested that Hangouts—the social channel’s video chat feature—is the only real point of differentiation on Google+. Facebook announced some pretty major updates on their platform this week that will change how users interact and how B2B marketers communicate with them. Both the how and the with what tools are addressed.
  • LEADER NETWORKS  |  THURSDAY, JUNE 6, 2013
    [Differentiation] New Social Business Benchmark Research - How Do You Measure Up?
    Through this study, we were curious to learn Are companies differentiating between social media marketing and social business? 52% of benchmark participants differentiate Social Media marketing and Social Business within their organization. 'Over the past few years, social media has been focused on digital marketing. You are invited!
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, JULY 24, 2008
    [Differentiation] From Shared Databases to Communities of Practice: A Taxonomy of Collaboratories
    Having done this, it is useful now to go back and examine the categories again to ask what dimensions tend to differentiate the projects. The first dimension, along the x-axis, differentiates based on the type of resource to be shared. These dimensions also help to differentiate some of the types from each other. JCMC Home.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, SEPTEMBER 16, 2013
    [Differentiation] The 6 critical questions guaranteed to drive your social media strategy
    They can actually use their marketing platform as a point of differentiation. 'If you made ladders for a living and sold them to big chain stores, how much of your budget should you spend on social media marketing? Should you step it up? Sorry, I can’t help myself sometimes). You want to do it. You don’t know where to start.
  • 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? ”.
  • THE B2B RESEARCH BLOG  |  THURSDAY, FEBRUARY 14, 2013
    [Differentiation] Three customer insights for your marketing plan
    To develop and manage a resonant, differentiated brand it’s essential to understand what your brand ‘means’ to the market.  Spring.  As birds migrate north to secure nesting ground, gaggles of marketers flock to secure budget for their marketing plans. The most fruitful of these plans are built on customer insights.  What really matters?
  • INBOUND SALES NETWORK  |  FRIDAY, DECEMBER 7, 2012
    [Differentiation] Why B2B Companies Need Marketing Automation
    Step 3: After they read the guide you send them a targeted message about how your company can specifically solve the problem (in line with the guide) and your proven differentiated success doing so. This type of complex sale comes with multifaceted challenges that traditional email marketing technologies cannot handle. The Bottom Line.
  • HUBSPOT  |  MONDAY, JANUARY 9, 2012
    [Differentiation] How a 9-Year Old Successfully Newsjacked the GOP Primary
    Here's the CNN interview with Soledad O'Brien: I see several marketing lessons in how the candidates answered, and in the propagation of the story itself: Messaging 101: Be Able to Articulate and Differentiate Your Brand. Most of the candidates chose Superman, which is about as safe as it gets, and missed an opportunity for differentiation.
  • SOCIAL MEDIA B2B  |  WEDNESDAY, AUGUST 17, 2011
    [Differentiation] 6 Ways To Beat Your B2B Competition Using Social Media
    Related posts: 5 Ways To Influence B2B Group Buying Decisions One of the biggest differentiators in B2B marketing is that. B2B companies looking to get a leg up on their competition should consider how social media can help. Do Your Research. Setting up the tools and keywords/phrases to monitor your industry is imperative.
  • GREAT B2B MARKETING  |  TUESDAY, FEBRUARY 5, 2013
    [Differentiation] Why Your Long-Forgotten Boilerplate May Hold the Key to Your Marketing Strategy
    didn’t reproduce the boilerplate verbatim; I translated and expanded on the differentiators there. You convene some hasty brainstorming sessions and your marketing or PR person (if you have one) knocks it out like a quick and painful homework assignment and, after a few revisions, it’s baked. Congratulations.
  • CLIENT BRIDGE  |  TUESDAY, NOVEMBER 15, 2011
    [Differentiation] Tips for Creating a Business Video
    Focus on the things that will differentiate your product/services from the customers point of view. Video tours, a way of showing potential customers the steps in a process or the benefits of a product or service, can be a great marketing tool. And almost anything can be "toured". Give your tour a storyline. View Original Article
  • CLIENT BRIDGE  |  THURSDAY, MARCH 31, 2011
    [Differentiation] Marketing Red Flags
    Determine your differentiators, and build your marketing efforts around them. From Entrepreneur.com, indications that you should retool your company's marketing efforts. Nothing matches." Customers are confused by inconsistent messages and visual imagery. You don't know what you want." You don't know how to connect with customers."
  • CLIENT BRIDGE  |  MONDAY, MARCH 14, 2011
    [Differentiation] The Seven Deadly Sins of Social Media Strategy
    Brands must understand what makes them unique and use social media to demonstrate that differentiation. Establishing a social media presence for a brand can be difficult. Social marketing requires a company to shift from broadcasting an anonymous, singular brand voice to engaging directly with customers as individuals. View Original Article
  • 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.
  • 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.
  • 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. A focus on emotional ties and “human” as a competitive strategy - Bronies and the Celine Dion play — you just have to hear it to believe it - Passionate content versus content and why “helpful” is not a point of differentiation.
  • ENGAGE  |  TUESDAY, NOVEMBER 19, 2013
    [Differentiation] Content is the New Clutter: Here’s How to Break Through
    Differentiate the causes and efforts served from the competition. 'The rise of content marketing is closely tied to fundamental shifts in the attention economy. People are more distracted than the­­y’ve ever been. That’s because there are more people competing for attention than ever before.
  • FUNNEL FOCUS  |  TUESDAY, NOVEMBER 9, 2010
    [Differentiation] Brent Mellow Helps You Choose the Right Marketing Solution
    Regarding marketing automation, Mellow sums it up pretty well, when he states, “The differentiating feature of a marketing automation application vs. an email marketing application, is automation as the name implies.” Dynamic Content - automatically provide alternative content based on segmentation parameters.
  • ONPATH  |  TUESDAY, JUNE 21, 2011
    [Differentiation] HubSpot Making a Splash in Marketing Automation with Performable Acquisition?
    As recently as last month in a question on Quora , HubSpot continued to focus on differentiating inbound marketing from marketing automation , and affirming their expertise in the former. Article by Scott Thornton, Program Architect at OnPath. Follow him on Twitter @sthornton or connect on LinkedIn. But not quite marketing automation.
  • ANYTHING GOES MARKETING  |  SUNDAY, MARCH 8, 2009
    [Differentiation] Social Media Success Stories
    Blogger: Blogging is the Differentiator Some people may have written off blogging and I admit that I have a love/hate relationship with it but in 2009 I’m definitely seeing it as even more important social media tool. How am I doing this? With real stories! In a few short months, the group has 32 members without having done any advertising.
  • SALES CHALLENGER  |  WEDNESDAY, APRIL 25, 2012
    [Differentiation] The 3 Key Ingredients of Commercial Insight
    That’s where the next two differentiators come into the picture: Be frame-breaking – Disrupt the customer’s current logic , revealing an underappreciated aspect of the customer’s environment or a flawed assumption. You know that your best sellers succeed by teaching customers something new about their business.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, JULY 28, 2009
    [Differentiation] Marketing Automation - What does it mean?
    The New Importance of Data What we’re seeing in the above discussion is a shift away from batch communications that are not highly differentiated to true one-to-one personalization. Consistently, the term “marketing automation” is applied to our industry. Let's look at why. The Changing Buyer First, let’s look at our buyers.
  • JUNTA 42  |  FRIDAY, JULY 16, 2010
    [Differentiation] Create Your Own Content Category
    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? One of the tenets to delivering higher purpose content marketing is to develop your own content category. Let me explain. What do we do?". Citrix created the category.
  • EB2BLEADS  |  TUESDAY, MAY 17, 2011
    [Differentiation] Generating Profits From Freemium Content
    5 – Differentiate yourself, your content and your business. The internet has been scaring business for some time now. Just how in the world is any business going to make money when they’re giving all this stuff away in their marketing ? Eroded Value. Lowered Expectations. Blocked Revenue. Community Buster.
  • INBOUND SALES NETWORK  |  TUESDAY, MARCH 6, 2012
    [Differentiation] What B2B Marketers Can Learn from Lady Gaga
    You need to differentiate your company where it counts: your sales and marketing messaging. Now I know the title may sound cheesy, but there are actually some important lessons that many B2B marketers can learn from Lady Gaga. Lady Gaga is not just a pop celebrity, she is actually a marketing genius. She is not afraid to piss someone off.
  • CRIMSON MARKETING  |  MONDAY, OCTOBER 28, 2013
    [Differentiation] Why B2B Customers Are Not Hearing Your Brand Message
    They are “a great source of information about the degree to which customers see your products as differentiated or worth a premium.” 'You work extremely hard on creating and maintaining your brand message. But what if your brand messaging doesn’t match up with your customers most valued characteristics? McKinsey ).
  • CRIMSON MARKETING  |  WEDNESDAY, SEPTEMBER 4, 2013
    [Differentiation] The Three C’s of Solutions Marketing: An Interview with Bob Braham [Podcast]
    The Competitor – Differentiate yourself by attacking the problem in a unique way that creates value for your customer. 'Your customers care about results because they have a problem they need you to fix. Problems are nothing more than a disruption, and herein lies your opportunity. . Feature Image: Courtesy of Eprobe World .
  • HUBSPOT  |  WEDNESDAY, DECEMBER 14, 2011
    [Differentiation] 5 Noteworthy Examples of Corporate Social Media Policies
    Best Buy wants each employee to differentiate themselves and state their tweets and posts are theirs -- and theirs alone -- and not associated with Best Buy. So your company wants to implement a social media policy, but you're not sure how to go about it. How lenient should you be? Will being too strict diminish social media's effectiveness?
  • SALES CHALLENGER  |  TUESDAY, MAY 7, 2013
    [Differentiation] 3 Ways to Improve Sales Certification
    Support proficiency-based skill achievement over time: Accommodate differential levels of learning by creating a proficiency-based certification system. 'In most sales organizations, successful completion of training results in certification. key reason for this – most sales organizations approach certification as a one-time activity.
  • FEARLESS COMPETITOR  |  SUNDAY, MAY 19, 2013
    [Differentiation] How ITSMA is Leveraging Marketing Made Simple TV to promote their offerings
    We are a research-based membership organization that works with the world’s leading professional services, technology, and communications providers to generate increased demand, strengthen customer relationships, and improve brand differentiation. Want to supercharge your WordPress blog? But they didn’t do much at all with it.
  • SAZBEAN  |  WEDNESDAY, MAY 16, 2012
    [Differentiation] Get Obsessed with Your Message
    quick dictionary moment, to differentiate between your voice, your topics and your message. Blog = up? Posts = rolling? It’s time to get obsessed with your message. Your voice is what makes your writing distinctive, compelling, unmistakably you. You’ll carry your voice from your blog, right into your book. Seamless, identifiable. Individual.
  • WEBBIQUITY  |  THURSDAY, FEBRUARY 23, 2012
    [Differentiation] 34 (of the) Best Google+ Tips, Tactics and Guides of 2011
    Mark Burgess explains how small business can build trust and creatively use circles on Google+ (“This insight [that people prefer to share specific information with specific groups of friends or followers] led to the creation of Google+ circles, a major differentiator between Google+ and Facebook.  It will fundamentally change SEO.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  WEDNESDAY, MAY 29, 2013
    [Differentiation] Top Seller LinkedIn Strategies
    Ways top sellers leverage LinkedIn to differentiate from the competition. 'LinkedIn can have a huge impact on sales success. However, that success depends on how you use it. Listen to the audio to discover: The LinkedIn capabilities top sellers value most. How top sellers use LinkedIn to become invaluable business resources. LinkedIn matters.
  • SALES CHALLENGER  |  MONDAY, FEBRUARY 24, 2014
    [Differentiation] STOP! Is This Really Commercial Insight?
    In an environment where customers are increasingly unable to appreciate differences in quality, reputation, service delivery, and product value between suppliers, commercial insight is what differentiates you from the competition and drives the greatest loyalty impact. 'Commercial insight is the holy grail of today’s sales organization.
  • SALES CHALLENGER  |  WEDNESDAY, SEPTEMBER 7, 2011
    [Differentiation] Your Sales Specialists Aren’t as Effective as They Could Be…
    The solution here is to help your reps differentiate between good and bad opportunities.  Even if you teach reps how to differentiate between good and bad opportunities, you can’t always count on them to police themselves.  So what causes the strategy to break down? Core reps throw EVERYTHING over the fence at their specialist. 
  • MI6 MARKETING AGENCY  |  MONDAY, JANUARY 10, 2011
    [Differentiation] Twitter for B2B Marketing
    think the differentiator is HOW twitter is used. For B2B compet differentiation is always about how well you solve customer probs/needs, enable cust success – do same on Twitter. Don’t see Twitter usage as competitive differentiator per se – it’s what’s being done with Twitter that can differentiate.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  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.
  • WORKFACE  |  MONDAY, DECEMBER 5, 2011
    [Differentiation] How to be Where Your Customers Are – In the Digital Flesh
    The products are generally the same, but what is lacking is the differentiated service experience that has made Nordstrom an iconic brand offline world. Incredible Customer Engagement tools now exist that can be installed on your website to provide your website visitors with this kind of differentiated experience – in the digital flesh.
  • TOMORROW PEOPLE  |  WEDNESDAY, FEBRUARY 1, 2012
    [Differentiation] What Does Google+ Bring to the Social Media Table?
    Google+ does do quite a bit to differentiate itself from Facebook , though. This same trend of differentiation extends to other aspects of Google+. In the latter half of 2011, Google rolled out its own social network. Dubbed Google+, the service is Google's second attempt at a social network. Similarities to Facebook. Circles.
  • 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.
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