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  • 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.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, AUGUST 20, 2012
    [Differentiation] Industrial Content Marketing is Not Just for SEO
    He finds it difficult to articulate it into written words and differentiate our company. Content marketing is a central topic in most of my recent conversations with industrial companies. The primary goal is to generate better quality leads from their websites. That is the good news. Why do I say that? See my post, “You’ve Got Traffic.
  • 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.
  • 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.
  • 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  |  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.
  • 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?
  • 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.
  • 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. Buying criteria.
  • TRADESMEN INSIGHTS  |  THURSDAY, MARCH 17, 2011
    [Differentiation] 5 Practical Ways Manufacturers Can Use 2D Bar Codes
    Packaging - A great way to differentiate yourself at the store level and give your customer reasons to buy. 2D bar codes are growing in use across the world ( usage quadrupled in 2010) and the USA for the first time leading in the number of scans according to 3GVision. What are you doing to capitalize on these codes?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, NOVEMBER 7, 2010
    [Differentiation] Ten reasons to blog – even if nobody reads it
    2) Marketing differentiation  – Finding a way to stand-out may be the most difficult chore a business faces.  . Building an engaged community through a business blog can be extremely difficult — sometimes impossible. There must be some good business reason they do it, right? . There better be. Do your competitors have a blog?
  • 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.
  • 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.
  • 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!
  • 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. 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. Jeff Ernst.
  • THE ROI GUY  |  FRIDAY, AUGUST 26, 2011
    [Differentiation] “Value” Remains Most Significant Sales Challenge
    Getting procurement to recognize our differentiation 6. However, these is a significant capability gap, in getting sales to engage earlier in the buyer’s decision making process, justify proposed solutions, and differentiate value. The survey responses indicated that the most important areas needing development included: 1.
  • 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?
  • 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.
  • 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?
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 4, 2013
    [Differentiation] Lead Generation: How golf sponsorship generates prospect inquiries for a software company
    Customer-centric Marketing: Tap into your culture to differentiate from the competition. Tweet How can a marketer, in one fell swoop …. Capture the attention of millions of potential prospects? Meet with executives at a Fortune 500 company? Engage with existing customers? Create a centerpiece that enhances employee pride? Brand exposure.
  • B2B IDEAS @ WORK  |  FRIDAY, DECEMBER 5, 2014
    [Differentiation] The Fail-Proof 2015 Guide to B2B Marketing and Lead Generation
    Selling your wares profitably to other businesses is a basic definition of a B2B enterprise but unless you’ve cornered your market and have no competition, what you sell isn’t the best way to define and differentiate your brand. 'Even if you still believe in Santa Claus, this gift doesn''t actually exist.
  • MI6 MARKETING AGENCY  |  THURSDAY, NOVEMBER 18, 2010
    [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.
  • 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.
  • 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  |  SUNDAY, MARCH 28, 2010
    [Differentiation] Master narratives and framing the debate with B2B marketing
    It's better to have a consistent flow of thought leadership content on the same basic subject than not, but if there is not a compelling and differentiated point of view to drive a sustained and integrated program, you stand little chance of framing the debate. Politicians understand this the best. It's critical with B2B marketing, too.
  • PAUL GILLIN  |  THURSDAY, OCTOBER 7, 2010
    [Differentiation] Social CRM: Curb Your Enthusiasm
    Vendors of CRM services, who are always looking for differentiation points in that crowded market, have lately been talking up this social dimension as a kind of CRM 2.0. And if you’re a CRM user, you’re almost certainly hearing about Social CRM, the hottest new craze in that 20-year-old field. encourage you to restrain your enthusiasm.
  • 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. I’m serious. If you’re in marketing, you MUST understand this issue! – Getting drunk on growth. Doug Henning. Let''s.
  • 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.
  • 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. by Jesse Noyes | Tweet this Today’s guest post was written by  Amanda F. Batista , a freelance writer, editor and content developer. We showed three trends that shaped marketing in 2012.
  • 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. The Long Game. His advice? Timing.
  • SAZBEAN  |  THURSDAY, MARCH 14, 2013
    [Differentiation] 9 Irrefutable Reasons Why You Need SEO
    In fact, tracking sales from an SEO campaign can often be difficult to differentiate from other web marketing campaigns, except through source tracking which can be vague. It can be difficult to quantify or draw direct correlations between an SEO campaign and the sales it generates. Yes, anyone can stumble into an SEO win. Good question.
  • CONNECT THE DOCS  |  SUNDAY, OCTOBER 31, 2010
    [Differentiation] The B2B Marketing Manifesto
    Why exposing your beliefs can be a powerful differentiator. Few weeks back, Doug Kessler , Creative Director and co-founder of Velocity , sent me an early copy of their upcoming eBook about B2B Marketing. Velocity is a London-based B2B marketing agency specializing in technology markets. Velocity has very high standards in creating content.
  • SAVVY B2B MARKETING  |  THURSDAY, JANUARY 21, 2010
    [Differentiation] 78 Questions to Ask Before Launching a Blog
    How can you differentiate your brand? How can you differentiate your content? So, you've decided to launch a blog for your business. Congratulations! Welcome to the exciting worlds of content marketing and social media - all wrapped up into one bundle of bloggy joy that will require your nurturing attention for a long time to come.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, SEPTEMBER 27, 2011
    [Differentiation] The New 4 P’s of Marketing
    That’s made the presentation of data a key way to differentiate your brand. by Brian Kardon | Tweet this You know the saying: You go to college for an education, and then spend years trying to un-learn everything you were taught. It’s hard to name a field that has faced as much disruption and change as marketing. Personality. Publishing.
  • REPUTATION TO REVENUE  |  THURSDAY, NOVEMBER 5, 2009
    [Differentiation] Winning with thought leadership: Six lessons from IBM and Deloitte
    Thought leadership without a differentiated point of view is just an echo of conventional wisdom. Deloitte takes a similar approach, focusing on competitive differentiation, influencer relations, client connections, and business development support. How should we produce and package thought leadership content? How should we promote it?
  • SMASHMOUTH MARKETING  |  FRIDAY, JUNE 11, 2010
    [Differentiation] B2B Marketing and Sales Books: What's On Your Summer Reading List?
    eMarketing Strategies for the Complex Sale - Ardath Albee's book on eMarketing is a great book that teaches its readers how to differentiate themselves from every other organization in their space. The Catcher in the Rye. Moby Dick. Pride and Prejudice. The Grapes of Wrath. Tale of Two Cities. Remember those? Pick this one up. What about you?
  • GREAT B2B MARKETING  |  MONDAY, APRIL 4, 2011
    [Differentiation] Five Questions Every B2B Marketer Needs to Ask – by Christopher Ryan
    Here are five to get you started: Is what you offer a commodity or a differentiated product or service?  A differentiated product or service has advantages, but it must usually contend with a much smaller market niche. B2B Marketing is a tricky business with a lot of moving parts. Can you be successful in your chosen market space? 
  • FATHOM  |  MONDAY, OCTOBER 7, 2013
    [Differentiation] If All Content is the Same, Will Anyone Read it?
    Differentiating Your Content. First, it helps to understand that differentiating your content is not the same as creating unique content. Differentiating your content is essential, especially for an E-Commerce site. 'If a tree falls in the woods, does it make a sound? But, what is it really? Where should you start? Contests.
  • 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
  • HUBSPOT  |  WEDNESDAY, DECEMBER 7, 2011
    [Differentiation] The Ultimate Cheat Sheet for Creating Social Media Buttons
    But with so many social media platforms providing their own individual content sharing and follow buttons, it's often difficult to differentiate between which social media button to use for what purpose. Social media is an extremely valuable tool for promoting your great marketing content. Be confused no more! Official Twitter Follow Button.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, NOVEMBER 7, 2011
    [Differentiation] The Seven Sins of Marketeing Automation System Selection
    In fact, given that most systems can meet your basic needs, functions may not be the most important differentiator. I’ll be giving a Webinar this Thursday on evaluating marketing automation software, sponsored by Neolane. Part of the content will be a list of Seven Deadly Sins of Marketing System Selection. So here goes. Ignoring Users.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MARCH 2, 2012
    [Differentiation] 3 Cool Lead Nurturing Programs You’re Not Running
    Why not use lead nurturing programs to help differentiate your solution? by Jennifer Talcott | Tweet this I’ve been in the marketing automation community for about 7 years. In that time, I’ve seen lead nurturing go from “nice to have” to a hard-set business requirement for major, fast-growing businesses. The “Introduction to Sales” Nurturing.
  • 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.
  • FEARLESS COMPETITOR  |  SUNDAY, JULY 31, 2011
    [Differentiation] Consumer Choice in Education
    So it is only very natural that marketing functions should depend upon institutional brand, star faculty, a very agnostic feature-differentiator led approach to technology (and mobility etc.), Retailers in education are in the race for credentials and whatever adds to a market differentiation, helps student acquisition.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, MAY 4, 2011
    [Differentiation] Intuit / Salesforce.com Alliance Is No April Fool's Joke
    The revenue differential isn’t as large ($3.5 Am I the only one who missed the April 1 announcement of a strategic alliance between Salesforce.com and Intuit ? For those of us used to thinking of Salesforce.com as the 900 pound gorilla, it’s disorienting to see Salesforce on the Intuit App Center, rather than the other way around.
  • 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?
  • FEARLESS COMPETITOR  |  SUNDAY, OCTOBER 2, 2011
    [Differentiation] Welcome to the newest client of Find New Customers
    They hired us to provide a wide range of marketing services and competitive differentiation. B2B Lead Generation | Find New Customers newest client. Monday October 3rd, we start work with our newest client – a venture-backed marketing software company on the West Coast. You will know all about this soon. ” Dan McDade, Pointclear.
  • EARNEST ABOUT B2B  |  TUESDAY, OCTOBER 21, 2014
    [Differentiation] Emotion in B2B marketing is important. No debate needed.
    Because beyond price, it’s our biggest chance to differentiate. 'As I’m speaking at the upcoming B2B Marketing conference 2014 , it occurred to me that I should probably set out my stall as to why this topic is important. In fact, the clue as to why this is such an important topic is in that same misquote. Persuade. Persuade.
  • 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.
  • BUYEROLOGY  |  MONDAY, SEPTEMBER 12, 2011
    [Differentiation] Experiential Buying Behavior Takes B2B Center Stage
      In such a way that it allows for buyers themselves to create their own adaptive differentiated experiences.  Image by davidking via Flickr. In my previous article, Enhance the Buyer Experience with Intelligent Engagement , I referenced a trend I called Experiential Buying.  Assist-Enabled Buying. Related articles.
  • 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.
  • GREAT B2B MARKETING  |  FRIDAY, APRIL 22, 2011
    [Differentiation] Outside-the-Box B2B PR Strategies
    Make it unique – Make sure your PR strategy is in complete alignment with your differentiation and unique selling proposition. Every B2B company has its own identity, target market and products or services.  But all have one thing in common.  This is true for our Fusion Marketing Partners clients, and it is equally true for your organization.
  • 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.
  • FEARLESS COMPETITOR  |  TUESDAY, JANUARY 3, 2012
    [Differentiation] Find New Customers Fan of the Month – Paige O’Neill
    Critical change agent; proficient at introducing marketing initiatives that create new categories, differentiate from competitors, and increase sales. Congratulations to our Fan of the Month for January 2012 – Paige O’Neill. Each month we recognize a special fan of  Find New Customers. Thanks for your support, Paige.
  • 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. 
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, NOVEMBER 17, 2011
    [Differentiation] Romi Mahajan leaves Microsoft to Join Metavana as CMO
    Again, it’s a crowded market, so how will the Metavana solution differentiate from players like Clarabridge, Verint, Questback, Netbase, etc…? We believe we have accuracy as a differentiator and, further, that we can create categories for action better than others. What follows is a transcript of what I learned. We are an engine!
  • NUSPARK  |  FRIDAY, NOVEMBER 4, 2011
    [Differentiation] Permission Marketing Drives White Paper Relevance
    Show competitive differentiation. As terrifying as it may be for many sales and marketing executives to admit, today’s buyers have more control over the sales process than ever before. The Internet has dramatically transformed buyer behavior. Your prospects have access to vast amounts of content, and they want it on their terms. 1] William C.
  • 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.
  • 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.
  • 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. You just have to do it.
  • JUNTA 42  |  WEDNESDAY, DECEMBER 14, 2011
    [Differentiation] Forget Content Curation, Focus on Original Content in 2012
    Compared to the creation of valuable, relevant, long-form content, curation is simple…and that’s the differentiator for you. Brands and media companies have been “curating” content for centuries, but 2011 saw the phrase content curation rise near the top of the content marketing stack. Let’s right the ship folks.
  • THE POINT  |  THURSDAY, OCTOBER 10, 2013
    [Differentiation] Marketing to the Person, Not the Business: The Critical Importance of Personal Value
    In many circumstances, however, personal value may be the differentiator, and even a primary factor, in the final selection process. 'Dave Brock wrote an excellent post recently (“ I’ve Never Ever Sold a Computer or Piece of Software ”) on what technology buyers really buy. Like the ability to keep one’s job. Far from it. and so on.
  • SALES CHALLENGER  |  WEDNESDAY, JANUARY 25, 2012
    [Differentiation] Storytelling: A Dying Art Form?
    Being able to craft value propositions, identify unique differentiators, and communicate that value through Commercial Teaching is a skill key to closing business.  The rise of big data has been a double-edged sword for some. In today’s tough economy, everyone wants to get the most for their money. But therein lies the problem.
  • 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?” ).
  • 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.
  • WEBBIQUITY  |  MONDAY, JUNE 21, 2010
    [Differentiation] Five Benefits of Blogging for Business
    Even more importantly, if your product or service is difficult to differentiate, a blog gives you a way to create differentiation via your knowledge. Expertise is a powerful differentiator; in commoditized markets, it may even be your only effective one. Blogs are seen as key sources of information rather than just promotion.
  • WEBBIQUITY  |  THURSDAY, JUNE 30, 2011
    [Differentiation] Enterprise Social Media and Personal Branding
    And smart companies, big or small, who recognize that in a social media world, their people are their differentiation , will find ways to capitalize on personal branding.  Personal branding is a hot topic for entrepreneurs and solo consultants, by does it matter to large enterprises? Oh yeah. Not at all. How is this achieved?
  • NUSPARK  |  SUNDAY, FEBRUARY 24, 2013
    [Differentiation] Targeting Audiences Not Looking for You; Advertising Options for B2B
    What is your value proposition and your points of differentiation? Marketing Strategy:  You Still Need to Persuade with Content ; Before Search and Social. With so much marketing noise out there talking about inbound marketing, social media, and SEO, sometimes we forget one mission-critical component to marketing strategy; advertising. 
  • STORIES THAT SELL  |  TUESDAY, JUNE 28, 2011
    [Differentiation] The Resume is Dead: The (Story) Bio is King
    We’ve been told to carefully construct a persona that will differentiate and trademark our skills into a unique value proposition. Note from Casey Hibbard:While I’m out on maternity leave until the end of July, this blog will feature a summer guest blogger series with content from experts in marketing, organizational storytelling and writing.
  • CHRIS KOCH  |  TUESDAY, OCTOBER 12, 2010
    [Differentiation] Should we stop marketing to the CIO?
    Technology marketers have spent the last 25 years trying to get and keep the attention of the people with their hands on the technology tiller inside multi-billion dollar organizations, CIOs. Those pundits have always been wrong. But this time, they may finally be right—at least about certain types of CIOs. CIOs’ power is rooted in complexity.
  • B2B MEMES  |  TUESDAY, NOVEMBER 22, 2011
    [Differentiation] Six New-Media Principles: Introduction
    Like many posts on this blog, the e-book aims to help traditionally trained journalists, marketers, and content creators understand the ideas and values that differentiate new media from old. But what differentiates them is where they place their emphasis. If all goes well, it will be available next month. Stay tuned.
  • 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.
  • BUYEROLOGY  |  SUNDAY, NOVEMBER 28, 2010
    [Differentiation] How Social Media is Transforming the B2B Buying Experience
      The key differentiator is that buyers will contribute to brand advocacy organically versus being asked to through whatever promoted means designed to “compel” them to do so.    While B2C promoted advocacy can catch on, B2B buyers are astute in differentiating organic advocacy from promoted advocacy. 
  • 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.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, OCTOBER 26, 2011
    [Differentiation] 5 Things Marketers Fear the Most
    It means that brand and minor product differentiators fall out a customers’ buying equation, undoing a good deal of the hard work marketers have done to attach non-product factors (for instance, branding or insight/services for B2Bs) into the decision. In honor of that, we’re posting some of marketers’ biggest fears.
  • INSIGHTIQ BLOG  |  THURSDAY, AUGUST 15, 2013
    [Differentiation] What Your Content is Saying About You
    Of course, there are proprietary pieces of technology that may differentiate each vendor from one another, but overall, the distinct value proposition that a B2B company can offer is not a piece of technology. 'As a B2B marketer, I take content development pretty seriously. But my love of content goes further than that. Ah, the perfect fit!
  • INSIGHTIQ BLOG  |  TUESDAY, MARCH 6, 2012
    [Differentiation] The Bacon of Client Engagement
    What are key differentiators/attributes of new customers that have purchased for those who have not responded? “Bacon makes everything better,” is a sign I have in my kitchen.  I thought of it recently w hile working with two clients that are implementing new technologies into their organizations.  Marketing Impact. Financial Impact. Focus.
  • SALES LEAD DYNAMICS  |  WEDNESDAY, OCTOBER 20, 2010
    [Differentiation] Extra, Extra: To Get More Leads, Harness the Power of the Press Release
    Differentiate your firm and your services”. Once upon a time a press release was designed solely to get media attention. The goal was a (favorable) mention in print or on the air. The media were the messengers. Things have changed. You are now the messenger. With online press releases you can certainly reach the media. Why Publicity Matters.
  • 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.
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 14, 2011
    [Differentiation] Why’s B2B Marketing So Boring?
    Lead generation programs depend on clear differentiation. B2B Lead Generation | Why are you all so boring? Does everyone sound alike to you too? Name any product or service and then try to explain what makes one different from the other. Good luck. So companies are trying to figure out lead generation programs. link]. A big yawn. great story.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  MONDAY, DECEMBER 12, 2011
    [Differentiation] [Video] How You Can Be an Invaluable Sales Resource
    When it comes right down to it, the only real differentiator today is us. In today's marketplace, your prospects have so many options -- and they know it. When you tell them, "We're special" -- they don't believe you. If you say, "We have a passion for excellence" -- they don't care one little bit. mean it. Things can be grim. Learn more.
  • 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! 2) An ability to rapidly identify, assess and deploy appropriate new technologies. Charities.
  • 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.
  • SAVVY B2B MARKETING  |  TUESDAY, FEBRUARY 16, 2010
    [Differentiation] Storytelling in Marketing
    Here's my take on what makes a good product story: Characteristics of a Good Product Story Illustrates the product’s differentiated value – Highlights the unique value and not just something that any product in your segment can deliver. disagree with that. Imagine what your perfect customer story would be.
  • 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.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, OCTOBER 19, 2010
    [Differentiation] Alsa Marketing Adds Multi-Language Capabilities to Low-Cost Marketing Automation
    Alsa Marketing , a Montreal-based firm that launched its product in June, has one significant differentiator: it supports multiple languages (French, Spanish and English) in its user interface and in lead profiles. Summary: Alsa Marketing is a late entry to small business marketing automation. Alsa has some other unusual features.
  • 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.
  • TOM PISELLO  |  WEDNESDAY, JANUARY 5, 2011
    [Differentiation] Sales Enablement and The Economic-Buyer
    3) Differentiate Your Value - According to analyst Scott Santucci of Forrester, “We are in the middle of a major transformation in the B2B sales model. Advice> Differentiating your competitive value is key with economic-focused buyers. And this trend is not expected to end, even as the recovery takes hold. April 2009.
  • SALES CHALLENGER  |  WEDNESDAY, JUNE 27, 2012
    [Differentiation] 6 Coaching Pitfalls to Avoid
    Indeed, the key differentiator between core and star managers is that most core managers focus on telling sellers “why” they should improve their skills whereas star managers focus on “how” sellers can improve their skills, making their coaching more effective. The answer – maybe not. Pitfall 2: Coach All Sellers Equally.
  • 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.
  • TRADESMEN INSIGHTS  |  TUESDAY, DECEMBER 18, 2012
    [Differentiation] Podcast: Manufacturers and Distributors – What Are You Doing to Stay Relevant? New Rules of Engagement
    Manufacturers, manufacturer representatives and distributors have to integrate traditional systems of record (transaction-based) with systems of engagement (differentiated value-based) to stay competitive in their markets. Staying relevant to customers today has become much more complex. Customers want to pay less for faster, better service.
  • THE B2B RESEARCH BLOG  |  TUESDAY, FEBRUARY 18, 2014
    [Differentiation] Branding is b t
    It is a point of differentiation, especially in commodity markets. '“Branding is marketing b t. Only FMCG firms who need to build aspirations and desire worry about stuff like that. B2B is different. The relationship is with me – the sales guy – not the corporate brand. Even if it wasn’t, buyers are rational and put emotions to one side.
  • MARKETING INTERACTIONS  |  SUNDAY, OCTOBER 23, 2011
    [Differentiation] Deliver a Psychic Pizza with B2B Marketing
    This concept of Psychic Pizza from a content marketing perspective gets to the heart of what differentiates your company from other options. Catching up on my reading this weekend, I came across an interview in the AMA's Marketing News magazine with John Goodman, vice chairman of Tarp Worldwide Inc. buy your solution).
  • 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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, MARCH 13, 2014
    [Differentiation] CMOs Win When High-Value Customers Are Treated Personally Online
    The key to obtaining a 360-degree view of high-value customers means personalizing and differentiating every message by offering an array of online content to drive maximum conversion and revenue uplifts. Instead, they are actively seeking opportunities to better understand their high-value customers across every channel and device.
  • B2B CONTENT MARKETING  |  TUESDAY, OCTOBER 27, 2009
    [Differentiation] Sell your content strategy project to the CFO by first understanding their primary evaluation criteria.
    The CFO needs to be part of the business instead of chasing the business and needs to drive innovation, differentiation, competitive advantage and real value.? The Sarbanes-Oxley Act put the CFO as the manager in charge while business intelligence, software as a service and open source has caused a democratization of IT.
  • THE ROI GUY  |  FRIDAY, OCTOBER 24, 2014
    [Differentiation] The new ABCs of Selling: Always Be Challenging!
    Buying Experience is THE Differentiator Did you know that 53 % indicate customer experience in the sales process is more important than brand, product, service and price in creating meaningful differentiation and customer loyalty? The key? Many Points of Value Did you know that the average deal now has 5.4 decision makers?
  • BLOG MY CALLS  |  TUESDAY, NOVEMBER 19, 2013
    [Differentiation] Local Agencies, Pay Attention: Only 14% of SMBs Use an Agency
    So here''s the question: how do you differentiate your agency in this ocean of competitors? Potential Ways to Differentiate Your Agency. If you provide your clients call tracking data, web analytics information, and conversion information, you will differentiate yourself. That''s a differentiator. Pretty incredible.
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