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  • 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.
  • SALES CHALLENGER  |  TUESDAY, JULY 31, 2012
    [Differentiation] Why You’re Not Hiring the Right Salesperson
    We want the high performers, the Challengers —the salespeople who can teach for differentiation, tailor for resonance, and take control of the sales interaction. By now we should all know what to look for when hiring new salespeople. But there’s a difference between knowing what you want and getting what you want. Overly generalized models.
  • SALES CHALLENGER  |  TUESDAY, APRIL 3, 2012
    [Differentiation] How to Hire Reps Without Reading Their Resumes
    As many of you know, we found that the skills that have the biggest impact on rep performance are reps’ abilities to teach for differentiation , tailor for resonance , and take control of the buying process. candidate’s job search process is fairly straight-forward: send a resume, attend an interview, and provide references.
  • DIGITAL B2B MARKETING  |  THURSDAY, JULY 14, 2011
    [Differentiation] Thought Leadership Marketing is an Oxymoron
    Gartner defines thought leadership marketing as “the giving — for free or at a nominal charge — of information or advice that a client will value so as to create awareness of the outcome that a company’s product or service can deliver, in order to position and differentiate that offering and stimulate demand for it.&#. Company 2.
  • WORKFACE  |  THURSDAY, JULY 28, 2011
    [Differentiation] Workface Gets Funding, Coverage for Humanizing Internet Commerce
    ” The coverage is gratifying, and the funding will support key enhancements to our platform as well as helping us build new relationships with companies that want to differentiate themselves through their people Humanizing online commerce is an idea whose time has come. Paul Business Journal).
  • THE ROI GUY  |  THURSDAY, APRIL 3, 2014
    [Differentiation] A Failure to Communicate Value
    Quantify the ROI / payback and total cost of ownership (TCO) from the differentiating features that separate you from the competition. 'By Mark Schlueter & Tom Pisello It''s the responsibility sales and marketing, not the customer , to prove the value of your proposal. So be provocative. But if you don’t take the challenge, who will?
  • BIZNOLOGY  |  TUESDAY, DECEMBER 25, 2012
    [Differentiation] Add a blog and blogging to your New Year’s resolution
    You need to blog in order to differentiate yourself well beyond your credentials and your experience. Photo credit: ELTMAN. In large part, I can thank blogging for most of my professional success. There is no more efficient way of expressing passion, what you know and how you think than writing it out and a blog is the perfect platform.
  • BIZNOLOGY  |  WEDNESDAY, NOVEMBER 21, 2012
    [Differentiation] New Developments in B2B Loyalty Marketing
    For example: Data-driven segmentation and differentiated treatment.  Photo credit: Wikipedia. Business marketers have much to gain from retention marketing.  Business customers tend to be fewer and more valuable—meaning you can’t afford to lose even one.  But how do you keep your customers active and buying from you, versus the competition? 
  • 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.
  • B2B MARKETING TRACTION  |  WEDNESDAY, MAY 21, 2014
    [Differentiation] Discipline and a Plan Are Keys for Success in Content Marketing
    This will give you important information from which you can develop your content marketing strategy and frequency, so that you can compete effectively and perhaps differentiate from your competitors. 'Content marketing requires strategy and discipline for successful results. recommend creating a strategic plan and schedule for execution.
  • MARKETING INTERACTIONS  |  TUESDAY, AUGUST 11, 2009
    [Differentiation] Why Buyers Need Educational Content
    With the commodity status of many products, differentiating by price seems the easiest way to choose when the belief is that all the products they can choose to buy enable the same outcomes. I was reading the July/August issue of Selling Power when I came across the article, Well Worth the Price. Price is understood. And therein lies the rub.
  • SALES LEAD DYNAMICS  |  WEDNESDAY, OCTOBER 17, 2012
    [Differentiation] To Get More Referrals, Paint a Picture
    They can’t differentiate you from your competitors. Here are examples of firms that have differentiated themselves: Target Market – The accounting firm that      focuses on expatriates. There is a reason you’re not getting more referrals.  And it’s not because you’re a loser. Your colleagues like you. They respect you. You Do What?
  • SALES CHALLENGER  |  TUESDAY, JANUARY 15, 2013
    [Differentiation] 5 Ways to Avoid a Price-Driven Sale
    This hinders our ability to clearly differentiate ourselves from our competition, leading to the price-focused conversations we strive to avoid. Customers are 57% through their buying process before they seek engagement with suppliers (see chart below). Think Think about that for a moment. Customers
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JULY 30, 2012
    [Differentiation] 5 Ways To Maintain Your Clients
    If you don’t make any changes year after year, you will keep delivering the same results, and in a competitive market, you need to do whatever it takes to differentiate yourself from the competition. While some factors are out of our control, there are many steps we should take in order to retain clients as long as possible.
  • GREAT B2B MARKETING  |  MONDAY, APRIL 23, 2012
    [Differentiation] Marketing Statements that Show Your Company is Out of Touch
    Creating a compelling and differentiated brand for your products and/or services is hard work but it is essential to revenue and profitability. As B2B marketing outsource providers , we get to hear some interesting statements about marketing. Why should we spend any more time working on the website? That’s what our sales team is for.
  • SALES LEAD DYNAMICS  |  THURSDAY, AUGUST 1, 2013
    [Differentiation] Why You Need a Niche!
    This clearly differentiates them. High-growth firms are three times more likely to have a clear differentiator than their slower growing peers. 'Jack is a marketing consultant. He’s worked with lots of companies on lots of projects. His clients have been Fortune 500 companies, middle market companies, and even a few start-ups. faster.
  • HINGE MARKETING  |  MONDAY, MARCH 10, 2014
    [Differentiation] Visible Expert Profile: Rick Telberg
    And while other firms faltered during the banking crisis of 2007, Rick seized the opportunity to differentiate. Related Stories Differentiation Strategy Not Working? Here’s How To Make It Better Webinar Recap: 21 Best Differentiators and How to Find Yours How Can Professional Services Firms Boost Their Value
  • VIEWPOINT  |  WEDNESDAY, MAY 15, 2013
    [Differentiation] The Real Reason Sales People Struggle to Close Opportunities
    As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. Seuss'' The Cat in the Hat”.
  • FATHOM  |  TUESDAY, JUNE 17, 2014
    [Differentiation] The Case for Higher-Ed Non-Branded Site Optimization
    Fill that informational gap by identifying your college’s best assets, differentiators, unique programs and scholarship options, and then creating a healthy mix of branded and non-branded content around them. 'On more than one occasion, I’ve been asked the value of optimizing a university’s site for non-branded search terms. 
  • B2B IDEAS @ WORK  |  THURSDAY, DECEMBER 2, 2010
    [Differentiation] In B2B Inbound Marketing, Don't Be a Jerk
    Differentiate – be unique. I remember cracking up at the naiveté of Steve Martin’s character, Navin R. Johnson, in the classic comedy movie “The Jerk” as he declared, “I’m somebody now! Millions of people look at this book every day!” Like Navin, I want to be thrilled to see our name in print.
  • SAVVY B2B MARKETING  |  MONDAY, AUGUST 13, 2012
    [Differentiation] Thought leadership – some are more sophisticated than others
    Your point of view should differentiate you from your competitors, establish you as the ‘go to’ expert in that field and position you as a trusted advisor - all with the intent of underpinning the sale. We're pleased to present this guest post by Craig Badings, an authority on thought leadership.
  • FEARLESS COMPETITOR  |  SATURDAY, JULY 20, 2013
    [Differentiation] Should You Do Buyer Personas In-House or Outsource Them?
    Since marketers struggle with content marketing and differentiation, getting quality buyer insights from good buyer personas is a key competitive advantage for those who do it right! 'Adele Revella. Jeff Ogden , the award-winning marketing expert has been trained in Buyer Personas by the Buyer Persona Institute. ”). By  Adele Revella.
  • WEBBIQUITY  |  TUESDAY, MAY 31, 2011
    [Differentiation] Trust Me: Why Trust is Crucial for Business Success, and How to Built It
    Differentiate yourself, with disparaging your competition. According to a recent presentation from HubSpot , “selling is 10X easier once you have established trust.&# Other than having something of value to offer, trust is the most essential element for business success. She laughed, then said, “You know what’s amazing?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, MARCH 29, 2011
    [Differentiation] Is Twitter for Everybody?
    Selling differentiated personal services. Is Twitter for everybody? This is the question that eventually gets asked by every person and every company trying Twitter for the first time.  In the height of your initial frustrations, you may be wondering … is Twitter really for me? Here’s an example. Small marketing budget.
  • MARKETING INTERACTIONS  |  WEDNESDAY, JUNE 2, 2010
    [Differentiation] Take Your Content Strategy Up Stream
    Differentiating your company requires constant evolution with the entry of new player and product that closes the gap on your market advantage. During the Q&A of the Content is Marketing Currency Webinar, sponsored by GoToWebinar today ( #CntCrncy ), a question arose that I don't think I did justice. This is a great question!
  • DIGITAL B2B MARKETING  |  THURSDAY, JUNE 14, 2012
    [Differentiation] 7 Steps to Find Your Content Marketing Sweet Spot
    Your Turn Will we see a major trend towards companies using content marketing to broadly differentiate themselves in the market, or will companies focus on using content in the buying process? You are ready to take your content marketing to the next level. Until now, you have been producing mostly mid and late stage content.
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 7, 2015
    [Differentiation] The Internet of Everything is Here
    What differentiates the 3rd platform from other technology innovations is that much of it is consumer driven, bubbling up from innovators or industry specific applications. 'At the beginning of a new year it is customary to size up the past year and look forward to what awaits. This transfer of data enable insights and determines actions.
  • B2B IDEAS @ WORK  |  WEDNESDAY, JULY 20, 2011
    [Differentiation] The B2B Inbound State of Mind: Build the Brand
    By promoting your promise and market differentiation with consistent and persistent content creation, inbound marketing can help you build your most valuable business asset: your brand. Click to see VIDEO "Inbound State of Mind". According to Courtney Wiley of iMedia Connection , “The B2B buying process is fundamentally changing.
  • MARKETING LEADERSHIP COUNCIL   |  MONDAY, FEBRUARY 6, 2012
    [Differentiation] Why B2B Marketers Should Care about the Super Bowl
    Pairing the emotional message with one tailored for the four profiles of B2B buyers yields functional and emotional differentiation, and consistently using the symbols of the original ad allows marketers to re-invoke the emotional cue whenever they’d like. In the B2B space, those needs tend to be more practical.
  • VISIONEDGE  |  TUESDAY, APRIL 29, 2014
    [Differentiation] Four Models Every Marketer Should Master
    There are all kinds of mathematical models-statistical models, differential equations, and game theory. 'We know–models can be intimidating. But as the need to add analytics and science to our work continues to increase, models have become one of the primary vehicles every marketer needs to know how to develop and leverage.
  • B2B MARKETING INSIDER  |  THURSDAY, APRIL 18, 2013
    [Differentiation] Marketing Transformation: 3 Leadership Skills You Need To Succeed
    As organizations seek to differentiate themselves, Marketing has taken on a more prominent role in many organizations. 'Has the rise of digital, social and mobile technologies affected your marketing organization? Simple advertising campaigns and tactical approaches to gain new customers are no longer enough. Image Source. Strategy
  • FIFTH GEAR ANALYTICS  |  MONDAY, AUGUST 16, 2010
    [Differentiation] Winning With Customers – B2B Playbook Review
    And, how I can apply that knowledge to the lead generation process to bring more differentiated value to those companies that I’m not yet doing business with. George Hollister. m reading a newly published book – “Winning with Customers – A Playbook for B2B” by Keith Pigues and Jerry Alderman.  Start with “Friendlies”. Tweet This!
  • WEBBIQUITY  |  MONDAY, JUNE 24, 2013
    [Differentiation] Book Review: Content Rules
    To differentiate their content, and companies, in a crowded market, content creators must “expand their traditional notions of corporate identity to include language, the words a company uses, and tone of voice. Branding, after all, is about differentiation. Ann Handley and C.C. Thank you! What are their concerns and objectives?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 9, 2014
    [Differentiation] 5 Customer Experience Cues From Retail
    In fact, many sources who contributed to Retail TouchPoints’  annual Outlook Guide  emphasized that personalization would be a key differentiator for retailers in 2014. She frequently writes about how retailers are tapping social media, mobility, and Big Data to create a personalized and compelling brand experience. Store nearby! Today only!”
  • HUBSPOT  |  FRIDAY, FEBRUARY 6, 2015
    [Differentiation] Should You Hire Marketing Specialists or Generalists?
    Weak to strong Highly differentiated. Strong Moderately Differentiated. Overcrowded Little to No Differentiation. 'This post originally appeared on Agency Post. To read more content like this, subscribe to Agency Post. We’ve all been in that awful spot when our wants are more than our resources and circumstances will allow.).
  • HINGE MARKETING  |  MONDAY, DECEMBER 23, 2013
    [Differentiation] Happy Holidays from Hinge
    The Value of Design in Brand Differentiation 'As you say goodbye to another year. Wipe away that holiday tear. Remember, whatever this season dishes. You'll always have these Hingely wishes. Happy holidays! The Hinge team.
  • SALES CHALLENGER  |  TUESDAY, MAY 28, 2013
    [Differentiation] When You Catch Your Competitors Lying
    Focus Instead on Your Strengths – At CEB, we’ve been talking about the need to really understand your unique differentiators for many years now.  'I don’t know what it is about the month of May, but it must be lying season. So what do you do when your competition is lying?  It’s not like we work there or use their products/services. 
  • 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.
  • FATHOM  |  FRIDAY, JULY 25, 2014
    [Differentiation] Your Website’s Four Most Important Pages
    Differentiating Services Page:  Chances are you are not the only company in the world that sells your product or service. So be sure to highlight any of those differentiating services or features. 'Beyond your home page: What other pages demand attention? It still serves as the gateway, and the lobby into your entire site.
  • SAZBEAN  |  THURSDAY, FEBRUARY 13, 2014
    [Differentiation] Data-Driven Customer Experience as a Competitive Advantage
    strategy of continuous improvement can offer clear differentiation from competitors. 'ETMS (Photo credit: Wikipedia) Companies are always looking for competitive advantages — what can make them stand out against their competitors.
  • B2B MARKETING INSIDER  |  TUESDAY, NOVEMBER 27, 2012
    [Differentiation] 6 Steps To Executing A Content Strategy
    There are plenty of folks out there trying to define content strategy and differentiate it from traditional marketing, content marketing, digital marketing, social media and search engine optimization. Content Strategy is a very confusing topic in business and marketing circles. Steps To Executing A Content Strategy. Photo Source.
  • SALES LEAD DYNAMICS  |  TUESDAY, JANUARY 25, 2011
    [Differentiation] Prospecting Is a Marathon, Not a Sprint.
    They won’t meet with you unless they (a) understand what you offer; (b) think they might need your services; (c) consider you highly qualified and (d) can clearly differentiate you from your competitors. Prospects are hard to reach.Very hard. They don’t answer the phone (Thank you, Caller ID!). They don’t respond to emails. 
  • SAZBEAN  |  MONDAY, DECEMBER 10, 2012
    [Differentiation] 5 Content Marketing Lessons from Guns N Roses
    Just as GnR stood out from the masses, you must differentiate your content from the competition. A few weeks ago I went to see Guns N Roses perform in Las Vegas. It was an amazing show and brought me back to the days when I used to celebrate this band’s entire catalog. Welcome to the jungle. News & Notes
  • SAZBEAN  |  SATURDAY, OCTOBER 20, 2012
    [Differentiation] Top Internet strategy, marketing and technology links for the week of October 20, 2012
    News & Notes
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, DECEMBER 29, 2011
    [Differentiation] Shocking 2012 Sales Prediction
    Realize that they are the differentiator -- not their products or services. There's no pussyfooting around it. feel pretty strongly that I'm right on about this. My prediction? In 2012, we will see the total demise of nice salespeople. And here's why. Instead, they want to work savvy professionals who bring them high value on a regular basis.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 3, 2013
    [Differentiation] IDC Announces the 2013 Chief Marketing Officer ROI Matrix, Providing Insights Into What Makes the Technology Industry’s Best-in-Class CMOs Successful
    Taking into account differences that exist between different company sizes, industry segments, and business models, IDC identified three factors that most differentiate marketing Leaders from those that are marketing Challenged. 'I just wish to share the conclusion. You can read the full press release here. ” . of their staff.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, AUGUST 21, 2012
    [Differentiation] Kred tries to one-up Klout by taking influence to the masses
    Mark:  I imagine that it is difficult creating sustainable points of differentiation in a field where there really is no intellectual property protection. Kred , a platform to measure social influence similar to Klout, just introduced a new interface called “Story” with several very interesting new features. Tweet.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, JANUARY 25, 2012
    [Differentiation] Forget demographics. It’s all about the socialgraphics
    In a noisy online world increasingly cluttered with content, understanding your customers this deeply may be the only way to create a point of differentiation for your brand in the long-term. By Neicole Crepeau, Contributing {grow} Columnist. Socialgraphics helps move your message. Levels of socialgraphics. Platform segmentation.
  • GREAT B2B MARKETING  |  TUESDAY, FEBRUARY 4, 2014
    [Differentiation] Big Bang Marketing is Out – Agile is In
    Big Bang and agile campaigns have one major thing in common – they require compelling and differentiated messaging to be successful.  'I got the idea for a blog post from an uberflip.com interview with Jeremy Burton, chief marketing officer of EMC.  In the old days (e.g. This could be a massive advertising campaign (e.g.
  • EVERYTHING TECHNOLOGY MARKETING  |  SATURDAY, JANUARY 1, 2011
    [Differentiation] The Top-10 B2B Marketing Trends for 2011
    And all other things being equal, an educated and motivated sales force and their consultative selling skills will be the ultimate differentiator. Happy New Year! It is January and time again for the obligatory 2011 predictions. Many marketing experts have strong opinions on what they think will happen in 2011.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JANUARY 16, 2012
    [Differentiation] Chart: Where Did Our Twitter Traffic Go?
    URL shortening services need to adjust their business strategy and differentiation.  by Egan Cheung | Tweet this Have you noticed that your referral traffic from Twitter has basically completely dropped off since July 2011? If so, you aren’t alone.  So, this August, Twitter introduced a proprietary URL shortening service, called T.co. 
  • WEBBIQUITY  |  TUESDAY, MAY 13, 2014
    [Differentiation] The Most Important Force for Increasing Leads and Sales
    human voice on the other end of the line can be both a powerful differentiator and friction-reducer. In sales situations where vendors are unfamiliar and product differentiation is unclear or insignificant, buyers will seek broader information about the companies in order to arrive at a decision. Photo Credit: LGEPR via Compfight cc.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, OCTOBER 15, 2014
    [Differentiation] The Chasm of Expectations Between B2B Marketers and Buyers
    To differentiate our content, to get it seen in the ever expanding sea of freely accessible and discoverable content, we strive to create higher and higher quality content. 'By Eric Wittlake, {grow} Contributing Columnist. It will be like the tree that falls in a deserted forest. Of course, this would never happen… or would it?
  • SALES CHALLENGER  |  TUESDAY, APRIL 5, 2011
    [Differentiation] Moving Beyond Price (Part 2)
    To recap, the Council suggests using a 3-step process to create this kind of sales message: 1) Challenge Assumptions, 2) Brainstorm Organizational Competencies, and 3) Identify Your Differentiators. (This post is the second in a three-part series about creating compelling sales messages.). Activity #2: Break-out Competency Ranking.
  • NUSPARK  |  SUNDAY, FEBRUARY 10, 2013
    [Differentiation] Get Real with your Search Engine Optimization; Practical Advice to Drive Traffic
    Besides the tools, Google your keywords yourself, review the competition, and make note on how to differentiate yourself when your SEO firm writes meta titles and descriptions.   That’s my goal with clients.  It’s time to get real with this task, but not over-think it. Examples: Query type:  Research. Search query “information on how to _”.
  • MARKETING INTERACTIONS  |  SATURDAY, MAY 1, 2010
    [Differentiation] The Fallacy of Control for B2B Marketers
    If you want to differentiate your company and improve prospect relationships, it's time to give up control and focus on freely serving the educational and expertise needs of your potential customers. See if any of these sound familiar: We don't want to send prospects to any page not on our website. Yes, it's true. Give it a shot.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, JANUARY 14, 2014
    [Differentiation] What Do You Think of These 2014 Sales Predictions?
    So here''s my 2014 sales prediction: And, it''s very much related to my new book, Agile Selling , which I''ve been thinking about for two years now: In today''s ever-changing business world, sellers are now the key differentiator. 'Every year sales pundits offer their best guesses about the year ahead. Are they right? Who knows.
  • MARKETING INTERACTIONS  |  SUNDAY, SEPTEMBER 27, 2009
    [Differentiation] Content Marketing for Product Customization
    " With the high level of commoditization across B2B products and solutions, often what differentiates a company is how they help their customers use them to gain the best business outcomes. I was reading the AMA's Journal of Marketing and came across an article, Testing the Value of Customization [Sep '09]. Global or regional?
  • DIGITAL BODY LANGUAGE  |  TUESDAY, JULY 27, 2010
    [Differentiation] Marketing Dashboard: Active Discovery
    Most B2B marketing organizations invest in paid search campaigns to drive awareness, and with most if not all of these efforts there is an ability to differentiate between traffic driven to your site via paid efforts vs. natural search efforts. These are the main search terms that would ideally lead prospective buyers to your web properties.
  • ONPATH  |  WEDNESDAY, FEBRUARY 1, 2012
    [Differentiation] Email Marketing vs. Marketing Automation
    Four Important Differentiators 1. It's been more than 10 years since Marketing Automation (MA) systems hit the market. Yet people still get confused about the differences between marketing automation and email marketing. So what exactly are the differences? Below are some highlights from Lauren's article. What Kind of Buyer Are You?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 27, 2014
    [Differentiation] The secret ingredient for successful small business blogging
    But I can differentiate my restaurant and strongly appeal to a specific audience. But I can differentiate my restaurant and strongly appeal to a specific audience. 'Henneke Duistermaat, {grow} Community Member. The internet world is a very crowded place indeed. Everyone is pumping out content. Noise levels are soaring. Bernadette Jiwa.
  • SALES CHALLENGER  |  TUESDAY, MAY 3, 2011
    [Differentiation] Three Ways to Sell Like “Mad Men’s” Don Draper
    Data from SEC’s sister program, the Marketing Leadership Council , confirms that products’ emotional benefits drive greater differentiation than their functional benefits. By Andrew Kent. Nobody can sell an idea better than television’s Don Draper, the creative advertising genius in the show Mad Men.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SATURDAY, APRIL 10, 2010
    [Differentiation] It’s time to unleash your blog
    This unique one-hour event plows  new ground for corporate bloggers, examining questions like: Positioning a company blog as a point of competitive differentiation. Check out this quote from Patrick Crane VP Marketing, LinkedIn. “We started the LinkedIn Blog almost three years ago when we were a 60 person company.  Digg this!
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, MARCH 28, 2012
    [Differentiation] How does social media affect trust and your brand?
    To deliver meaningful and differentiated value and benefit.  By Contributing {grow} Columnist “Social Steve” Goldner. You want successful social media marketing for your company or brand?  Think “Trust Marketing.”  You can say you heard it here on the {grow} blog first. This book focused on trust as it relates to influence. 
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, AUGUST 2, 2012
    [Differentiation] Best Sales Forum - Fresh Sales Strategies LinkedIn Group
    In this sales forum, we'll talk about challenges like prospecting, selling value, getting into big companies, differentiating and speeding up slow sales cycles. I created the Fresh Sales Strategies group on LinkedIn so salespeople can get fresh perspectives about how to sell to today's crazy-busy prospects. link]. Sound interesting? hope so.
  • HUBSPOT  |  WEDNESDAY, AUGUST 10, 2011
    [Differentiation] How Google+, Facebook, Twitter, LinkedIn and Tumblr Compare [Infographic]
    Does it help you differentiate between the features of these popular social networks and clarify how your particular business can take advantage of them? With new social networks and social media services popping up all the time, it's easy for us marketers to feel daunted. What do you think of Mashable's new infographic? Connect with HubSpot
  • LEADER NETWORKS  |  THURSDAY, NOVEMBER 1, 2012
    [Differentiation] Why Branded Online Community Deliver On Social Customer Care
    This is the power and differentiation a branded online community can provide. Just last week my colleagues at Social Media Today released the 3rd annual Social Customer Index Report which is chock full of data to fuel any organization’s efforts to leverage social media for customer service. At last, some answers! vs. 9% overall).
  • INBOUND SALES NETWORK  |  FRIDAY, APRIL 26, 2013
    [Differentiation] You Cannot Sell Without A Buyer!
    The energy to foster personas will lead to higher engagement and greater lead conversation and will ultimately differentiate your company in the marketplace. 'It’s a simple statement, but it’s one so that many companies seem to forget when developing their demand generation programs. The who in this case is your buyer. The Bottom Line.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  SATURDAY, OCTOBER 19, 2013
    [Differentiation] Simple Strategy to Turn Lost Sales Into Sales Success
    What differentiates them from other sellers is their approach to the setbacks (or ugly frogs) they invariably encounter in selling. 'The other day I was at the Olive Garden talking to a prospective client over lunch. He was telling me about all the challenges his sales organization was facing. Decisions were taking longer and longer to make.
  • THE ROI GUY  |  WEDNESDAY, MARCH 9, 2011
    [Differentiation] The Demand Spectrum and Value-Based Sales & Marketing
    Buyers seeking solutions in established categories usually know the problem that needs to be solved, but might not be clear on how important it is to solve the problem, or what differentiates the different solutions and providers. Vendors in established categories struggle to differentiate their solutions and compete beyond price.
  • DIANNA HUFF - B2B MARCOM  |  WEDNESDAY, OCTOBER 17, 2012
    [Differentiation] For Freelancers / Consultants: Under What Name Should You Do Business?
    If you have a common name, such as “Jane Smith,” purchase your full name – either first-middle-last or use your middle initial to differentiate yourself. I like to joke that I’m semi-famous online, but in real life I’m known as “James’ mom.” She’s James’ mom!” Great kid!”
  • FEARLESS COMPETITOR  |  FRIDAY, MAY 4, 2012
    [Differentiation] How to Select a B2B Marketing Agency
    It’s this network that’s the key differentiator for Find New Customers. Criteria for Choosing a Full-Service Content Marketing Agency. That’s the name of an article that recently appeared at the Content Marketing Institute and it was written by a good friend and interviewee on Mad Marketing TV, Joe Pulizzi. Cultural Fit.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, APRIL 18, 2012
    [Differentiation] 6 Steps to Thought Leadership
    Links to differentiators. Hand in hand with commercial teaching/insight marketing approaches – something we at MLC understand to be the most effective method to break buyer assumptions and make complex sales – comes something else: namely, having smart things to teach customers in the first place. Quality of insight. Presentation.
  • B2B MEMES  |  FRIDAY, AUGUST 10, 2012
    [Differentiation] Lewis DVorkin: Content Marketing or Advertorial?
    But, radically, DVorkin argues against such differentiation between an advertiser’s content and, say, Forbes ’s own editorial: “content is content, and transparency makes it possible for many different credible sources to provide useful information.” Is Lewis DVorkin a visionary or a sell-out? can never quite make up my mind. That’s
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  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.
  • B2B MARKETING INSIDER  |  TUESDAY, MAY 13, 2014
    [Differentiation] Six Steps For Delivering On The New Vision In Marketing
    And companies with complex product lines, delivered across multiple channels will seek to differentiate themselves based on customer experience. The report states that “The role of marketing is changing” as companies further leverage data and customer insights to deliver content across a wider variety of consumer channels. Strategy
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, NOVEMBER 19, 2013
    [Differentiation] Examples of What To Say When Prospecting
    Increased competitive differentiation. 'To get sales meetings, the business value of your offering must be crystal clear. while back, I had lunch with the president of a $1/2 billion division of a major corporation. She told me that if someone contacted her and said he could reduce waste by just 1%, she would meet with him immediately.
  • 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 ).
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 27, 2015
    [Differentiation] How to be a Great B2B Marketing Coach
    You can do the marketing version of this by getting so cautious that you lose your differentiation and competitive advantage. 'In honor of Super Bowl week, I thought I would explore just what it takes to be a great B2B marketing coach. Hopefully you won’t have to deal with issues like injuries and deflated footballs. Some coaches (e.g.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JUNE 10, 2014
    [Differentiation] 4 Ways Outsourced Lead Generation is Similar to Parenting
    The reason I differentiate between them is that those who don’t have children tend to think they are the best parents in the world, and some insist on telling you how to raise your kids. 'I have always been a firm believer that there are two types of people in this world: those who have children and those who don’t.
  • EVERYTHING TECHNOLOGY MARKETING  |  THURSDAY, APRIL 8, 2010
    [Differentiation] 5 Steps to B2B Marketing Success
    Step 2 – Build a Strong Value Proposition Build a strong customer-centric value proposition that puts your product and services in the context of the customer's problem, communicates the value you provide and your differentiators vis-a-vis competing alternatives. Customers are are in the driver’s seat today. Time to get ready
  • DIGITAL B2B MARKETING  |  TUESDAY, JANUARY 3, 2012
    [Differentiation] Marketers Ruin Good Marketing Opportunities
    Unique marketing stands out, it is differentiated simply because very few companies are doing it. Innovative marketers constantly put new ideas into practice, and some of the most effective new ideas quickly become marketing best practices or emerging trends. The incredible results the early adopters reported are not repeated.
  • B2B MARKETING INSIDER  |  WEDNESDAY, MARCH 26, 2014
    [Differentiation] Business Buyers Relying More On 3rd Party Content
    Buyers use content to Identify best practices and best-of-breed solutions (51%), to determine where competitive differentiation can be achieved (50%) and to set the strategic agenda understand needs and prioritize (42%). Hence the article here!). Additional Key Findings From the Research. Content Marketing
  • GREAT B2B MARKETING  |  FRIDAY, MAY 31, 2013
    [Differentiation] B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different
    Differentiation is still a challenge. 'Last week, I attended a major technology conference on behalf of a B2B software client. My assignment was to gauge the marketplace, understand the key trends, research what competitors are doing, and gain insight from prospects and partners.  In prior jobs I’ve spent hundreds (maybe thousands!)
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, NOVEMBER 6, 2012
    [Differentiation] 7 Habits Of Highly Effective (And Successful) Teleprospectors
    Successful sales reps have a way of differentiating themselves from the average person. A colleague of mine recently discussed the 7 bad habits inside sales people practice. So in this edition, we’ll flip the coin and take a look into the actions and habits that make Business Development Reps successful. Track yourself in several ways.
  • SAVVY B2B MARKETING  |  WEDNESDAY, NOVEMBER 2, 2011
    [Differentiation] Savvy Speaks: Content Marketing Mistakes to Avoid
    Here's the thing: ideas are easy, but execution is tough, and I think that is where companies will be differentiating themseleves. Content marketing is all the rage, but as with any new and exciting marketing tool, a lot of companies trip over their own feet in the rush to get into the action. Not having a plan. What outlets will you use?
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, DECEMBER 15, 2011
    [Differentiation] 2012 Content Marketing Trends for Manufacturers and Industrial Companies
    Blog posts written by internal experts establish thought leadership and help to differentiate you from your competition. I just finished reading an excellent research report from the good folks at Content Marketing Institute (CMI). This report is chock full of statistics and graphs about B2B content marketing. See chart below ).
  • SALES CHALLENGER  |  TUESDAY, OCTOBER 25, 2011
    [Differentiation] Behind Enemy Lines: A View from Procurement
    And the best way to do this remains  teaching customers something new in a way that leads back to suppliers’ unique differentiators. (This is a guest post by Shelley West of the Marketing Leadership Council , our sister program for heads of Marketing. ). I have to admit, it felt a bit like I had snuck behind enemy lines. 
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 30, 2010
    [Differentiation] My thought leadership interview at Marketo
    It is getting harder and hard for businesses to differentiate themselves. Jill gave me a great example of how someone might differentiate themselves. However, if they focus on restaurant menus and help the restaurant design menus that engage the diner and increase the average ticket, they can truly differentiate their offerings.
  • MARKETING INTERACTIONS  |  FRIDAY, AUGUST 6, 2010
    [Differentiation] Spin Your Marketing Dialogue Wisely
    Choice 2: You can re-frame the dialogue in a unique way - one that leads to the same desirable outcome prospects want via a differentiated path that encourages prospects to engage. Often times, I absolutely agree that the outcome they're adamant that they help their customers achieve is indeed correct. It's all in the spin.
  • NUSPARK  |  FRIDAY, JULY 15, 2011
    [Differentiation] A Lead Generation Plan Begins With Content Marketing Strategy
    What is your value proposition and your differentiation? How will you be differentiated? Here’s a sample excerpt of a  digital marketing/ lead generation proposal we did recently I thought I’d share because it really is a compilation of recent blog posts in a way. In essence, this is what we do. Introduction. Objectives.
  • NUSPARK  |  FRIDAY, JULY 15, 2011
    [Differentiation] A Lead Generation Plan Begins With Content Marketing Strategy
    What is your value proposition and your differentiation? How will you be differentiated? Here’s a sample excerpt of a  digital marketing/ lead generation proposal we did recently I thought I’d share because it really is a compilation of recent blog posts in a way. In essence, this is what we do. Introduction. Objectives.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MAY 21, 2014
    [Differentiation] Your Teleprospecting Question Workbench
    Great questioning skills and the ability to interpret the answers you hear is one of the core differentiators that top sales guides possess over others. 'Sales Prospecting Perspectives is pleased to bring you a guest post from John Jantsch , a marketing consultant, speaker, and the acclaimed author of several bestselling books.
  • FIFTH GEAR ANALYTICS  |  WEDNESDAY, JULY 7, 2010
    [Differentiation] There Is No Quick Fix. But Lead Generation Can Get You Off To The Races.
    Sales methodologies and good marketing techniques will insure a value-added, differentiated approach over techniques that turn people off.  Rick Volz. Bad idea, he writes. Instead, B2B pros should take a step back, breathe deeply and “look at the big picture&# to determine the best way to approach lead generation. Test and measure.
  • TRADESMEN INSIGHTS  |  TUESDAY, JANUARY 29, 2013
    [Differentiation] 3 Tips to Help Your Social Media Break Through all the Clutter
    With all the clutter and noise out there, you need to differentiate yourself (branding) and engage your potential customers. So you finally got in the social media game and you’re trying to make your mark. Let’s work smart and not hard. Locate where your potential customers hang out.
  • BUYEROLOGY  |  MONDAY, JANUARY 10, 2011
    [Differentiation] Why Buyer Experience Matters to Get B2B Buyers to Stick Around
    B2B companies that put a premium on differentiating from their competitors through buyer experience innovation will have the edge.  Image by racoles via Flickr. Two of the most compelling issues facing B2B marketers today is how to not only reach buyers but how to get buyers engaged. 
  • BUYEROLOGY  |  WEDNESDAY, JULY 6, 2011
    [Differentiation] The Future of Buyer Personas is Social - Part 1
      A little known fact is that it was Alan Cooper who first coined the phrase buyer personas in his book to differentiate from user personas as well as to highlight that products should be designed for users and not buyers. Image by eliazar via Flickr.   Cooper barely survived the bust - and I am glad it did. 
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MARCH 5, 2014
    [Differentiation] Memory, Information Overload, and 3 Ways Marketers Can Maximize Content
    One thing to keep in mind when putting together a content strategy is to differentiate between short and long form content. When he’s not buried in emails, you can find him thinking out loud on Twitter about journalism, tech/startups, data, copyright, open access, and how the brain works. . What might this mean for marketers?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, FEBRUARY 12, 2014
    [Differentiation] 31 business building benefits of Buyer Personas
    Buyer Personas are extremely useful for developing and evaluating messaging, content and offers that differentiate your brand from competitors. Buyer Personas are extremely useful for developing and evaluating messaging, content and offers that differentiate your brand from competitors. 'By Rob Petersen, {grow} Community Member.
  • THE EFFECTIVE MARKETER  |  FRIDAY, NOVEMBER 18, 2011
    [Differentiation] Content Marketing Starts With Your Brand
    Promise: what differentiates you from everyone else? Branding used to be a high-level exercise bigger companies went through as part of their strategic marketing processes. You get an agency, brainstorm cute pictures, logos, and tag lines, come up with the visual guidelines, and move on. Fast forward to today. You are creating content.
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