INDUSTRIAL MARKETING TODAY | SUNDAY, APRIL 3, 2011
[Differentiation] Content is the Foundation of Good Relationship Marketing
That is its key differentiator from other forms of marketing that tend to focus more on advertising and promotional messages. Building strong customer relationships is probably a close second only to lead generation for most manufacturers and industrial companies. Here’s a quote from billionaire industrialist H. Think again!
VIEWPOINT | TUESDAY, MAY 7, 2013
[Differentiation] PowerViews with Tony Zambito: Buyer Predictability
Click to start video at this point — The ability to build a model of your buyers and to predict their behavior will be a key differentiator between successful companies in the near future. 'My guest today is Tony Zambito. In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales.
THE B2B RESEARCH BLOG | MONDAY, JUNE 30, 2014
[Differentiation] Finding the brand positioning sweet spot
The trick here is to choose a positioning which is relevant, differentiated, authentic and flexible: Relevant: It needs to be based on dimensions which are relevant to customers and prospects. Differentiated: It needs to make you stand apart from the competition. 'Managing a B2B brand isn’t easy.
B2B MARKETING INSIDER | TUESDAY, SEPTEMBER 3, 2013
[Differentiation] The Four Biggest Content Marketing Pain Points
Overlay inputs and create a topic “Venn diagram” to determine topics best suited for brand differentiation and marketplace resonance. Brands face multiple obstacles when organizing the content function. Brands identify multiple pain points when dealing with content strategy and the execution of content marketing programs. Content Marketing
SALES CHALLENGER | TUESDAY, SEPTEMBER 11, 2012
[Differentiation] Getting Challenger Skills to Stick
the ability to teach for differentiation, tailor for resonance, and take control of the sale) are tacit in nature, and therefore require a different-in-kind approach to be taught effectively. Over the last few years, we’ve worked with countless members on their journey to become a Challenger sales organization. Because Challenger skills (i.e.,
SALES CHALLENGER | MONDAY, FEBRUARY 13, 2012
[Differentiation] Putting the Swagger Back in Sales
ADAMSON: Most sales reps, when they show up in front of a customer, rely pretty heavily on their product, their brand, or the service with which they deliver that product to differentiate themselves from competitors in the eyes of that customer. Yeah, they likely differentiate the top three from everybody else. Why and how?
SALES CHALLENGER | TUESDAY, NOVEMBER 8, 2011
[Differentiation] What Makes a World-Class Sales Organization Tick?
The Anatomy then covers Customer Management, a section which includes everything from best practices around segmentation to the need to develop commercial messaging that leads customers to a company’s unique differentiators. Salespeople are famously competitive and they’re often looking to improve upon how things are being done.
WINDMILL NETWORKING | FRIDAY, DECEMBER 14, 2012
[Differentiation] 6 Twitter Contest Ideas Worth Exploring
One way to differentiate yourself with your competitors is to organize a different type of contest. Pin It Twitter contests help you spread the love – and reach important marketing objectives. Twitter contest is a great way to increase engagement, increase followers as well as increase product awareness. Fastest correct answer. Pin It.
CUSTOMER EXPERIENCE MATRIX | TUESDAY, APRIL 5, 2011
[Differentiation] Whatsnexx Manages Customer States, Not Campaigns
It seems to me that this approach is actually a more important differentiator for Whatsnexx than its state-based logic. Whatsnexx offers itself as a radically easier way to manage customer and prospect interactions than conventional marketing automation. Whether it’s radically simpler is another question. Some perspective is in order.
BIZNOLOGY | MONDAY, JULY 23, 2012
[Differentiation] The Second Layer of Web Sales Success
In fact, when we’re actually doing window-shopping or more serious product-comparison shopping, we’re able to differentiate between whatever offers we find, even to the point of knowing when we’re spending a bit more than we could, if certain other circumstances were present. Basically, In last month’s post on this. Getting more sales?
IT'S ALL ABOUT REVENUE | MONDAY, AUGUST 19, 2013
[Differentiation] Spin A Story That Stands Above The Noise: Content Marketing Tips From ?Ardath Albee
'by Amanda Batista | Tweet this Storytelling is one of the last opportunities marketers have to differentiate their companies, brands, and products. Stories are difficult to copy. Albee will present during the event, and highlight how content marketing tips for marketers and help you learn how to: Elevate your brand in the minds of buyers.
PHOENIX RISING | MONDAY, JULY 27, 2009
[Differentiation] Stop with the 4 Letter Words!
Technical standards, definitions, interfaces and acronyms do not belong as the lead in creating your corporate brand, positioning or differentiation. I brought the soapbox out to talk about both 3 and 4 letter words - those pesky acronyms that seem to permeate technical and complex B2B product marketing. Which is fine.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, DECEMBER 4, 2013
[Differentiation] 30 Seconds or Less: 10 Best Practices for Delivering an Efficient Buying Experience
You have to be able to deliver the value prop and differentiation in 30 seconds. 'Sales Prospecting Perspectives is pleased to bring you a guest post from Craig Rosenberg, the Funnelholic and a co-founder of Topo. Follow him on Google+ or Twitter. Don’t get me wrong, you have to optimize your sales and marketing processes for efficiency.
JILL KONRATH'S SELLING TO BIG COMPANIES | WEDNESDAY, FEBRUARY 23, 2011
[Differentiation] Ever Wondered About the Secrets to Prospecting Success?
Jonathan is now training and coaching small to medium businesses who need to learn how to differentiate themselves in today's crazy-busy business environment. Today They should also “plant seeds” which highlight their key differentiators and influence the prospect's thinking. DIFFERENTIATION. Why both? Because
FEARLESS COMPETITOR | MONDAY, MAY 20, 2013
[Differentiation] 10 Things Your CEO Needs to Know Now about B2B Demand Generation
One of the things that differentiates best in class marketers is their determination to measure and define key metrics which drive business results. '10 Things Your CEO Needs to Know Now about B2B Demand Generation. love salespeople. Are you one? feel for your suffering and want to help you. That’s the theme of this post. was you.
CHRIS KOCH | FRIDAY, NOVEMBER 5, 2010
[Differentiation] Is the era of PR over?
In order to differentiate themselves from the many other journalists receiving the same releases, self-respecting journalists never used anything from press releases in their stories. Among the many interesting ideas thrown around at ITSMA’s annual conference this week was that the era of PR is over. As in dead. Don’t do it anymore.
TRADESMEN INSIGHTS | THURSDAY, FEBRUARY 18, 2010
[Differentiation] Are B2B Social Tactics Different Than B2C ?
In that study, both use the same basic tools, but how they use them differentiates the two groups. Marketing to the professional tradesman in the Construction, Industrial and MRO markets Home About Me Contact Market Overviews Newsletter Podcasts Services Are B2B Social Tactics Different Than B2C ? B2B an B2C are more aligned than you think.
INBOUND SALES NETWORK | THURSDAY, JUNE 23, 2011
[Differentiation] Is the Role of a Hunter Salesman Dead?
That being the case, how does a salesperson deliver real value and differentiate himself once in front of a prospective buyer? The traditional sales model as we knew it has changed. In the past, it was the salesperson who introduced a company and its services to the potential buyer. The Hunter has now become the hunted. It's time to wake-up.
FEARLESS COMPETITOR | WEDNESDAY, MARCH 6, 2013
[Differentiation] Awash in an Ocean of Content, Companies with the best Buyer Insights win the digital marketing battle
If customers hold the keys to relevance, more and more BtoB sellers will differentiate themselves based on buyer insights – what you know about those customers. 'Buffer Buyer Insights are what separate the best marketers in their digital marketing campaigns. suggest you leave buyer insights to the pros. But what is compelling content?
MARKETING LEADERSHIP COUNCIL | TUESDAY, NOVEMBER 22, 2011
[Differentiation] Right-Sizing Your Marketing Analytics
Much as we like to account for everything from individual demographics, industry characteristics, macroeconomic trends all the way to business models and geographies, 80% of the controls will turn out to be non-differentiators. Thanksgiving is just around the corner. Ask Rachael Ray or Martha Stewart if you don’t believe me.
FEARLESS COMPETITOR | TUESDAY, APRIL 26, 2011
[Differentiation] The Truth About Leads by Dan McDade
It’s increasing difficult to differentiate your company from the pack and acquire new customers. B2B Lead Generation | The Truth About Leads. Dan McDade of PointClear wrote an awesome book on the realities of business today, The Truth about Leads. And it’s being lost. The Lead: Revered, sought after, valued. What do you think?
B2B MARKETING UNPLUGGED | MONDAY, JANUARY 20, 2014
[Differentiation] How Marketing is Pushing Customer Service Under the Bus
This year, marketers should resolve to find and destroy all the unrealistic proclamations of customer joy, obsequious service and free stuff we are flinging about the universe and seriously reconsider the notion that most of us can differentiate on the basis of service. Here’s why that makes sense: customers are not always right. Right?
INSIGHTIQ BLOG | THURSDAY, JUNE 7, 2012
[Differentiation] Four Steps to Defend Against Audience Commoditization
Incorporating key metrics such as avg exposure time for display ads and average % complete for video ads by DMP segment on the publisher’s site vs. industry averages can be a key differentiator for publishers where the results are above the norm. What do I mean by audience commoditization in this case? So what should an online publisher do?
SALES LEAD DYNAMICS | TUESDAY, APRIL 5, 2011
[Differentiation] Publish or Perish. Become a Thought Leader.or Else
That’s differentiated him from other employment attorneys while enriching his personal network and opening up new business opportunities’. In academia, it’s “publish or perish.” It’s getting that way in professional services, too. Thought leadership” (a.k.a. But it’s not just a great marketing tool. It’s becoming a necessity.
INBOUND SALES NETWORK | FRIDAY, DECEMBER 14, 2012
[Differentiation] The B2B Lead Generation War Chest: Are your guns loaded?
Differentiated message. However, understanding how to take that database from status quo and use your war chest and create sales qualified leads is what differentiates the average demand generation companies from the great ones. Successful demand generation includes a broad range of tactics. What’s In a Good War Chest? Email Marketing.
B2B IDEAS @ WORK | THURSDAY, JUNE 10, 2010
[Differentiation] Brogan to B2B Marketers: "I See You" at BMA Engage 2010
You must differentiate your product, even if you're selling something really boring. The last day of the BMA Engage 2010 conference in Chicago last week began on a high note, with Chris Brogan delivering a rousing keynote. With just a Sharpie, a digital camera and a copy of Trust Agents, he delivered an innovative, one-of-a-kind presentation.
GROW - PRACTICAL MARKETING SOLUTIONS | TUESDAY, JANUARY 4, 2011
[Differentiation] The 10 Best Corporate Blogs in the World
This personal involvement has won the site loyal fans since they know they are getting the word from a real executive — a powerful point of differentiation. My reaction to most company blogs: “Blah, Blah and Double Blah!. IBM, SAP and Oracle are examples of innovative and remarkable blogs. And many of these blogs are U.S.-based
CUSTOMER EXPERIENCE MATRIX | WEDNESDAY, JUNE 30, 2010
[Differentiation] LoopFuse Offers Free Marketing Automation System: Another Step Towards Industry Consolidation
The window for new entrants is rapidly closing, so any new player will need a major differentiator that creates a clear advantage and distinct identity. Summary: LoopFuse has launched a free entry-level version of its marketing automation system. It's one example of how vendors are now competing to attract new users.
DIGITAL B2B MARKETING | THURSDAY, FEBRUARY 9, 2012
[Differentiation] 4 Problems Killing Thought Leadership Marketing
This is a position that creates differentiation for a company, before getting to any individual product or service. Chris Koch shared Four Reasons to Hate Thought Leadership earlier this week. He made some great points in his call to end the use of the phrase thought leadership, but ultimately I disagree with his conclusion.
PAUL GILLIN | TUESDAY, DECEMBER 18, 2012
[Differentiation] My New Book, ‘Attack of the Customers,’ is now available
In the age of the empowered customer, service is one of the few points of differentiation left. An idea I’ve been kicking around for a couple of years became a formal book project in January. Eleven months later, Attack of the Customers on sale on Amazon ! Farming Out Customer Care. Goodbye to all that, and good riddance.
HINGE MARKETING | WEDNESDAY, AUGUST 21, 2013
[Differentiation] Top 5 Brand Building Tools for Technology Firms
Start with your differentiator. High growth firms are 3X more likely to have a strong, easy-to-understand differentiator. Here is a quick test to see if you have a true differentiator. If the answer is “no,” it is probably not a good differentiator. But how do you do it? Your brand is partly your reputation.
PAUL GILLIN | WEDNESDAY, SEPTEMBER 8, 2010
[Differentiation] Tribes Rule the Hyper-Social Organization
Any line of business that does not provide the opportunity for clear competitive differentiation should be discarded, the authors say. wasn’t disappointed. In this groundbreaking book, the authors expand upon ideas laid down in their early research that are both simple to grasp and momentous in their implications. Rules Have Changed.
CUSTOMER EXPERIENCE MATRIX | SUNDAY, MAY 15, 2011
[Differentiation] DIGIDAY:TARGET, or, Yogi Berra Meets Data in the Online World.
Where is the differentiation potential? I was scheduled to attend the DIGIDAY:TARGET conference on May 4 but wasn't able to be there. Download the conference agenda and presentations.) Happily, my colleague and big-data guru Matt Doering was able to take my place. Here are Matt's thoughts: Yogi Berra meets data in the online world.
THE ROI GUY | SUNDAY, MARCH 24, 2013
[Differentiation] Are White Papers Dead?
Likely your traditional white paper fueled marketing campaigns are getting lost in a sea of look-alikes, with little to differentiate your white papers from the hundreds of others. Traditional white papers are likely the staple of your content marketing portfolio, and for good reason. You can’t get any more vague than that for a follow-up.
EVERYTHING TECHNOLOGY MARKETING | MONDAY, MAY 24, 2010
[Differentiation] The Brave New World of B2B Marketing - Are You Ready?
Also, consider how you will make sure that your content is on message and consistent (this is not trivial when you have multiple writers) - for example, do you have message maps that capture your key messages, differentiators, value proposition and positioning - by audience and segment? Your B2B markets are changing rapidly.
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. .
TRADESMEN INSIGHTS | TUESDAY, FEBRUARY 19, 2013
[Differentiation] New Business Pitches: Do You Use Corporate Speak or Plain English?
It came down to two firms who differentiated themselves by not talking about themselves, but instead talking about the client’s issues and how they might be able to help. Blah, Blah, Blah. Is this what people hear when you give your 30-second elevator pitch that explains why your firm is different? What are best practices anyway?
MODERN B2B MARKETING | TUESDAY, JANUARY 17, 2012
[Differentiation] 5 Tips for a Social Media Profile Extreme Makeover
by Jason Miller It can be difficult to stand out in the fast paced world of social media, but having a well branded cohesive design across your social profiles can help differentiate your business from the masses. Doing so will help reinforce your brand with existing customers and give a fantastic first impression to new prospects.
TOM PISELLO | TUESDAY, JANUARY 25, 2011
[Differentiation] White Papers are Influence Kings, But Need Personalization to Maintain Crown
This results in information overload, with low response rates, a slower buying process and lack of competitive differentiation. Savvy buyers are using on-line content to set strategies, explore and select solutions, all before ever engaging a sales representative. Content that Matters Most?
SALES INTELLIGENCE VIEW | TUESDAY, NOVEMBER 1, 2011
[Differentiation] How to Sell to People Not Contacts
What creates differentiation is cutting through the noise and engaging people. A New Type of Connection. What are People Insights ? Connections are more important than ever for reaching and engaging your prospects. ” Going beyond the business card. There is no competitive advantage to be gained by using basic contact data.
HINGE MARKETING | WEDNESDAY, JANUARY 15, 2014
[Differentiation] Top 3 Ways to Use Infographics for B2B Marketing
With this being the case, it has become increasingly hard for content marketing professionals to differentiate their data visualizations from the rest. 'Content marketers in business-to-business industries have jumped on the infographic bandwagon over the last few years. We interact with and use them everyday without thinking about it.
THE ROI GUY | WEDNESDAY, JUNE 13, 2012
[Differentiation] ROI now Guaranteed on Alinean Value Marketing Tools
As a result, you absolutely need to invest in Value Marketing Tools to drive revenue: challenging the “do nothing” buyer to take action, justifying the investment in your proposed solutions, and quantifying your differentiating value. With Frugalnomics, buyers are more overloaded, skeptical and frugal than ever before.
BUZZ MARKETING FOR TECHNOLOGY | TUESDAY, JULY 15, 2008
[Differentiation] Gmail Superstars
The unfortunate thing is that, as Atul was pointing out, when Im using the Blackberry (or any GMail Mobile, I believe), the lack of QuickLinks *and* Superstars means that I cant differentiate between, say, Red and Green stars. #. An unofficial blog that watches Googles latest attempts to move your operating system online. Gmail Superstars.
GROW - PRACTICAL MARKETING SOLUTIONS | MONDAY, OCTOBER 7, 2013
[Differentiation] How do you use social media to promote a boring product?
They created yet another point of differentiation by WHERE this content was being viewed because it was a wide open space. 'Is your business boring? Here are some products that don’t measure very high on the Schaefer Sexy Scale©: Scissors. Printer cartridges. Blenders. Waterproofing. Shipping containers. This product is burritos. tweet?
KOMARKETING ASSOCIATES | MONDAY, JUNE 2, 2014
[Differentiation] Is There A Connection Between SEO Link Building and PR-Based Brand Mentions?
SEOs need to better understand the organization’s brand, including its objectives, target markets, points of differentiation, and the competitive landscape in a more traditional sense. 'Google might be doing it’s best to create a divide between PR professionals and SEO practitioners. Image / quote via SEO by the Sea. How so?
SALES PROSPECTING PERSPECTIVES | THURSDAY, JANUARY 20, 2011
[Differentiation] 3 Tactics To Avoid While Cold Calling
This went on for a solid 5 minutes and covered integration into current systems, implementation, differentiators and even references. I hate being cold called, which is somewhat ironic seeing as though I work for a company that specializes in cold calling. Actually, let me rephrase, I hate being poorly cold called.
BLUE FOCUS MARKETING | SUNDAY, JULY 27, 2014
[Differentiation] REGISTER NOW Join #TEDx Speaker and Best-Selling Author, @mnburgess, for AMA #ContentMarketing Workshop
From the AMA : This workshop will focus on how to create and leverage the myriad forms of content to promote businesses, retain customers, influence word of mouth, close the decision gap on prospects and leverage content as a brand differentiator. 'I am proud to announce that, on Sept. Place: Marina del Rey Marriott, Marina del Rey, CA 90292.
LEAD VIEWS | FRIDAY, FEBRUARY 11, 2011
[Differentiation] ‘Woo Your Prospects, Make Them Fall In Love With Your Solution’
Also like I mentioned in the post earlier, your positioning should also help you differentiate your offerings from your competitors. Valentine’s day is round the corner and the season of expressing love is right here. But the point is can you make someone fall in love with you, your brand, your product, your services? Happy Wooing!
SAZBEAN | FRIDAY, JULY 20, 2012
[Differentiation] How to Stalk Your Competitors in Social Media (So You Can Crush Them)
know Woody Allen said 80% of success is just showing up, but if everyone’s already nailed the showing up part, it’s no longer much of a differentiator. Alright, I think marketers have jumped on the social media gravy train. Wait, no, that’s decidedly not what it means. And use it well. News & Notes
E-QUIP | WEDNESDAY, JULY 16, 2014
[Differentiation] Three Value-Adding Strategies
Unfortunately, these assets generally don''t differentiate us; they are expected by our clients. Added value, by contrast, differentiates. 'Value drives business success. The premier companies are those that provide distinctive value. to the provider. Yet value creation as a strategic objective is rarely mentioned in the A/E industry.
CONTENT MARKETING FOR BI | TUESDAY, NOVEMBER 30, 2010
[Differentiation] Who Am I? Regularly Revisiting Your Brand
Defining your personality attributes will give a greater dimension to your image and should help differentiate your brand. As the New Year approaches, it’s a good time to take a step back and ask a fundamental question, “Who am I?” I don’t mean this from a personal perspective, though that is always helpful, too. Customers’ needs change.
WEBBIQUITY | WEDNESDAY, JUNE 8, 2011
[Differentiation] How to Build the Ultimate Online Newsroom
It’s best to provide both a short version (often just the news release boilerplate) and a longer version that includes more company history, competitive differentiation, and how the company’s products and/or services help customers solve problems (backed up with facts). by TomPick and guest blogger Maria Verven.
GROW - PRACTICAL MARKETING SOLUTIONS | WEDNESDAY, MARCH 2, 2011
[Differentiation] How do I find the “voice” on my company blog?
When you get right down to it, your “voice is the key differentiator for your blog — it probably makes the difference on whether somebody even reads your blog or not. I received this great question from Josh Cantrell, a B2B blogger … Who is my audience? How do I determine the blog’s “voice”? Are you witty or buttoned up?
FATHOM | WEDNESDAY, MARCH 12, 2014
[Differentiation] 3 Questions to Ask When Creating College Degree Pages
No other university can offer your school’s personality ; that’s your program-level differentiator. 'Your degree page content is critical for student recruitment and college retention rates. And if a school doesn’t match a new student’s expectations, often set by the website, the student is more likely to transfer. Annual events.
FATHOM | TUESDAY, NOVEMBER 26, 2013
[Differentiation] Don’t Let Your Prospects Be Like the Relatives You Only Think About When You See Them
All of this communication is essential to differentiate yourself from the competition. 'You may be traveling to see family this Thanksgiving holiday. Chances are you are going to see a relative that you have not seen since last year or even longer. It is also likely she has not thought of you, either. You – “So! Communicate.
BLOG MY CALLS | FRIDAY, JULY 26, 2013
[Differentiation] 4 Unique Ways You Can Optimize Your AdWords Campaign After Implementing Call Tracking
Optimizing AdWords without the extra data that Call Tracking includes is like having 10 different store locations, but not being able to differentiate the revenue that each store generates. 'This is a guest blog from Andrew Lolk , CMO and Co-Founder of White Shark Media. You base your assumptions and decisions on this data.
HUBSPOT | THURSDAY, SEPTEMBER 5, 2013
[Differentiation] What Exactly Does Google Consider High Quality Marketing Content?
Invest significant time and resources into differentiating within your niche, and providing value. Does continual effort to differentiate in search of quality mean you should exclusively focus on newsjacking, or pick a very narrow focus and stick with it permanently? 'Every 24 hours, 2 million unique blog posts are published. Cloaking.
FATHOM | MONDAY, FEBRUARY 17, 2014
[Differentiation] Introducing Google ‘Location Groups’ in AdWords
Wal-Mart) or on differentiation (i.e. 'As part of a company’s business strategy and goal of obtaining a competitive advantage, they typically decide who their target market will be before releasing their products or services. Companies try to either focus on being a low-cost leader (i.e. Ferrari) to gain a competitive advantage. Google+).
SALES PROSPECTING PERSPECTIVES | FRIDAY, JUNE 14, 2013
[Differentiation] What's the Difference Between Teleprospecting and Telemarketing?
The term “inside sales” came about in the 1980s to differentiate from the term “telemarketing,” which had been around since late 1970s. '“Please place me on your no-call list.”. This is the phrase I’ve learned to repeat whenever someone calls my house during dinner time. Shake Weight? No thank you! subscription to Martha Stewart Living?
SAVVY B2B MARKETING | THURSDAY, FEBRUARY 2, 2012
[Differentiation] Want to be a Rock Star Guest Poster? Read This!
How did those who got published differentiate themselves? We get a decent amount of Guest Post requests here at Savvy. Early on we thought this was great! The more guest posters the less work for us! Well the joke is on us because managing guest post submissions has become at times more laborious than simply writing the posts! If not move on.
IT'S ALL ABOUT REVENUE | THURSDAY, MAY 22, 2014
[Differentiation] How Kele Developed a Personalized Email Strategy
It’s no new news that to get your ideal buyer’s attention, you need to differentiate your brand and value proposition. 'by Contributor Friendly | Tweet this Editor's Note: Today's post comes courtesy of Jennifer Igartua , Marketing Automation Consultant at Bluewolf, an agile business consulting firm. Email marketing
IT'S ALL ABOUT REVENUE | THURSDAY, OCTOBER 10, 2013
[Differentiation] Study Shows SMB Marketers Want to Communicate Value with Metrics
This is why SMB marketers say the implementation of Modern Marketing best practices will help to increase revenue performance and differentiate with preferred customer experiences. Advertising, engineering, construction, architecture and transportation companies also participated. More SMBs are Becoming Modern Marketers. Action Items: .
SALES CHALLENGER | MONDAY, MARCH 4, 2013
[Differentiation] 3 Steps to Becoming a Challenger Organization
Our reaction in this more commoditized, price driven space, cannot simply be attempting to differentiate on price. As David Bowie so eloquently put – “Ch-ch-ch-ch-Changes”. Sums up the world of selling pretty well these days, doesn’t it? In fact, it also sums up the world of customer buying pretty well too. Broaden Challenger adoption.
IT'S ALL ABOUT REVENUE | TUESDAY, JUNE 25, 2013
[Differentiation] European Markie Award Winners Honored in London
This strategy moves Philips CRM capabilities from basic email marketing to differentiated and consistent multi-channel experiences with the support Eloqua. 'by Eloqua | Tweet this The winners of the 2013 European Markie Awards were honored last night at Eloqua Experience in London. Best European Lead Scoring Programme: DocuSign.
DIANNA HUFF - B2B MARCOM | WEDNESDAY, DECEMBER 8, 2010
[Differentiation] Make Your B2B Website Stand Out with a Compelling Message
My client, Greenway Golf , for example, differentiates itself from other golf course maintenance companies by stating that they help golf course owners and managers significantly lower costs while vastly improving playing surfaces. Choose any B2B vertical / industry, a professional service or a product and then do an online search.
GROW - PRACTICAL MARKETING SOLUTIONS | MONDAY, DECEMBER 19, 2011
[Differentiation] Sometimes not having a strategy is the best strategy
Now, I need to be clear that although my strategy was in flux, being fully aware of my core competencies and points of differentiation were not. The importance of strategy is woven into the fabric of every consultation and class I teach. I shout it from the mountaintops. And yet, sometimes I break my own rules … and with good reason.
HUBSPOT | WEDNESDAY, FEBRUARY 12, 2014
[Differentiation] PPC for Startup Marketers: An Introductory Guide
Do other startups offer a benefit for which you offer a strong differentiation? When looking at the competition, keep in mind to differentiate harmless competitors from dangerous ones. 'For startups looking to get going with PPC, it can be overwhelming. 1) Define your goals as specifically as possible. What makes us special?
HUBSPOT | THURSDAY, DECEMBER 27, 2012
[Differentiation] The 5 Questions You Should Ask to Nail Your Product Messaging
With a broadly known slogan, “Tapped From the Rockies,” one of Coors' biggest brand differentiations was the freshness of the water used in its beers' brewing process. 4) How will the message differentiate us from our competitors? Market differentiation is partly product and partly message. It was going to change everything.
HUBSPOT | THURSDAY, DECEMBER 8, 2011
[Differentiation] Twitter Launches Brand Pages for Business Accounts
Separating @Replies From @Mentions: Brands will also now be able to easily differentiate between their @replies (tweets directed at the brand) and their @mentions (tweets just mentioning the brand with @username), as Brand Pages will separate these tweets into two buckets for account administrators. Business Benefits of Twitter's Redesign.
B2B MARKETING INSIDER | THURSDAY, MARCH 8, 2012
[Differentiation] Is Your Content Boring? Here’s 6 Steps To Great Content
Joe outlined 6 things that differentiate the good from the truly great content: Having a focused content mission and platform or destination. Does your content bore your audience to death? Good content educates, entertains or even amazes your audience because it starts with a focus on them, not you. The Content Marketing Challenge. Blogs.
TRADESMEN INSIGHTS | TUESDAY, MAY 8, 2012
[Differentiation] How Are You Using Social Media to Find and Engage Your Target Audience?
What are you doing to tell your story and points of differentiation? Do you know where your customers and prospects are spending their time online? Wouldn’t that be an important part of an overall social media strategy to find and engage them? If trends continue, social networks will soon surpass internet portals like AOL and Yahoo!
MANHATTAN MARKETING MAVEN | SUNDAY, SEPTEMBER 12, 2010
[Differentiation] The 6 Most Important Issues in Social Media
Differentiation. Even after you filter out his competitive need to differentiate mass from class, he might have a point. The move to differentiate networks is even more critical for the second tier networks like Hi5, Tagged, Bebo, Plaxo, MyYearbook, BlackPlanet or Yelp.
WEBBIQUITY | TUESDAY, APRIL 23, 2013
[Differentiation] 33 Phenomenal Content Marketing and Copywriting Guides and Tips
” Since content marketing itself is no longer a differentiator, practitioners are asking questions like: how can I efficiently create a steady stream of fresh, relevant content? 'Content marketing represents the most fundamental and widespread rethinking of marketing practices in decades. Content Marketing Guides, Tips and Tactics.
IT'S ALL ABOUT REVENUE | THURSDAY, JUNE 9, 2011
[Differentiation] Eloqua Book Review: Likeable Social Media
What differentiates Dave, however, is his focus on the necessary behaviors to be “likeable” / successful in social media – as opposed to simply sharing how to use social tools. by Andrew Moravick | Tweet this In a recent TechCrunch article , Gary Vaynerchuk mused that, “99.5 percent of social media experts are clowns.” Who knew? Share email.
BIZNOLOGY | THURSDAY, APRIL 24, 2014
[Differentiation] Email marketing done right (or how to keep people from unsubscribing)
If discounts are your point of differentiation, you will live and die by the price sword and you can count on coupon-hunting customers punching the unsubscribe button the minute you stop offering discounts. 'I recently stumbled across an interesting website: Unroll.me. 1-800 Flowers topped the list with a 52.5% unsubscribe rate.
PAUL GILLIN | THURSDAY, JANUARY 24, 2013
[Differentiation] Attack of the Customers Press Release
Delighting the customer is the only sustainable source of competitive advantage today, because product differentiation is fleeting and price differentiation is unprofitable, ” said co-author Greg Gianforte. I’ve read thousands of press releases over the years but don’t believe I ever wrote one until now. About The Authors.
LEADER NETWORKS | FRIDAY, MARCH 1, 2013
[Differentiation] Spotlight on Cognizant's B2B Online Community
Question: Does Cognizant differentiate between social media marketing and social business? B2B online customer communities are often the elusive queen of the social business world- gated, private and not often in the limelight, but powerful to the companies that host them. Now on to Alan’s insights…. Why do you do it?
MARKETING GENIUS BLOG | WEDNESDAY, AUGUST 4, 2010
[Differentiation] Releasing Every Fortnight
Ease of use is a key differentiator at Genius, as is performance. Genius.com’s successful adoption of agile practices has been covered at some length in earlier postings, including Presenting on Going Agile with Scrum and An Agile Fortnight. So, how did we get here and how long did it take? Testing as the foundation. When is a story done?
IT'S ALL ABOUT REVENUE | MONDAY, JULY 16, 2012
[Differentiation] How to Go Beyond “Check the Box” RFPs
Ask open-ended questions so your prospective vendors have a chance to articulate the differentiators with their offering. by Kevin Mcardle | Tweet this Ah, the RFP. We encounter them constantly, either issuing them or filling them out. Fan or not, the RFP process is a reality of doing business, especially in the B2B world. Reverse the Roles.
FATHOM | TUESDAY, MARCH 4, 2014
[Differentiation] Your Strategy for Staying Competitive in Online Retail
Utilize Sitelinks for differentiators or promotions. Just as ads should be used to get key messages across to potential customers, Sitelinks should be used to share key differentiators from your competitors. 'I’m sure all of us have made a purchase of some kind online in the last month, and we’re not alone. Bid on competitive terms.
B2BMARKETINGSMARTS | MONDAY, NOVEMBER 22, 2010
[Differentiation] B2B Marketers: Put your competition in its place.
Differentiate with the customers’ best interests at heart. When working with a client on her company’s new B2B Website, she mentioned that she was looking at what her competitors were doing with their sites. It then occurred to me to write a blog about this subject. The competitor’s focus may not be the same as yours.
ANNUITAS | TUESDAY, JUNE 17, 2014
[Differentiation] Not All Content is the Same – Insights into Defining a Content Marketing Strategy
However many organizations are not differentiating which is preventing them from having true success. 'Content marketing is center stage now in the world of B2B Marketing. However, many organizations are struggling to see much, if any, payback from their increased spend and efforts in content marketing. Let me explain further.
JILL KONRATH'S FRESH SALES STRATEGIES BLOG | THURSDAY, DECEMBER 29, 2011
[Differentiation] My 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.
LEADER NETWORKS | THURSDAY, AUGUST 11, 2011
[Differentiation] Moderation Best Practice: Give Three Gifts To Every One Take
It is the connection aspect that differentiates an online community from a web site. (image credit: anankkml) My professional life and daily operations are permeated by people who want or need something, as I am sure is an experience shared by all. Do you have? Could we meet? Can you do?” And then it happened a few days ago.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, MARCH 26, 2014
[Differentiation] Why Modern Marketers Fail at Big Data
Groupon had gauged success solely on sales; they didn’t take market differentiators into account when expanding. '(and how to stop failure from happening). You can find her on Google + ! Radius offers a marketing platform built on top of a database that sorts through billions of data about U.S. businesses each day. Duck Dynasty. Esurance.
THE ROI GUY | THURSDAY, SEPTEMBER 20, 2012
[Differentiation] ROI now Guaranteed on Value Marketing Tools
Your marketing programs need a differentiating edge in order to generate the right opportunities and drive revenue performance”, says Barry Harrigan, Chairman of Pure Incubation. Alinean announced this week an ROI Guarantee for Value Marketing Tool campaigns. Click here to learn more about Alinean Value Marketing Tools.
WEBBIQUITY | TUESDAY, SEPTEMBER 21, 2010
[Differentiation] Content Aggregation: The Future of (B2B and Consumer) Media?
Content aggregation offers PR firms a way to build relationships with bloggers, increase exposure for their clients through more social media coverage, increase billings by providing clients with a differentiated offering, and serve the market by collecting relevant, independent third-party content on one site. Paper.li Share this on Bebo.
SAVVY B2B MARKETING | THURSDAY, NOVEMBER 1, 2012
[Differentiation] 4 Mistakes You Are Making With Your Case Studies
It is fine to put a direct quote from a client about the product feature that has been most beneficial to them or the one that differentiated you from your competitors and thus served as the tipping point but don’t try and get them to quote every last feature or sneak them in to the body of your case study. The Fix. The Fix. The Fix.
SAVVY B2B MARKETING | THURSDAY, AUGUST 16, 2012
[Differentiation] How Converged Media is Changing Content Marketing
They don't differentiate terms such as channels or devices like marketers do, they are just engaging." As if marketers aren’t juggling enough balls in the air, they now need to wrap their heads around the concept of converging their various content efforts. B2B Buyers are Also Consumers. The world moves faster in general.
SALES PROSPECTING PERSPECTIVES | TUESDAY, JULY 3, 2012
[Differentiation] Is Your Marketing Content Leaving Footprints In The Sand?
What can you do to differentiate yourself and get more views for your content? You just created the best blog, case study, or ebook ever and want people to know it. So how do you get your information out into the industry? Here are a few things you can do to help get your content more publicity and out into the social world.
ANYTHING GOES MARKETING | THURSDAY, JANUARY 25, 2007
[Differentiation] Viral Marketing in B2B - It Works!
If you're in B2B, you need to think about how you can differentiate yourself from what your competition is doing and make the web experience one that people will not forget. When comparing B2B marketing to B2C, many see B2B as having very generic campaigns that lack the excitement and creativity of B2C. It's Time to get Interactive. Chad H.
B2B VOICES | THURSDAY, MAY 31, 2012
[Differentiation] Live from BMA International Conference: Tapping Into P2P Side of B2B
One of the more interesting sessions was by Tim Riesterer, author of Conversations That Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate Your Solutions and C lose More Deals. It’s been a lot of fun and the speakers have been quite interesting. And that fact has a lot of implications for us.
DIANNA HUFF - B2B MARCOM | TUESDAY, SEPTEMBER 14, 2010
[Differentiation] Jargon: The Classic B2B Marketing Content Mistake
Talk about making it difficult to differentiate yourself.). Tweet September, 2010. Published by Dianna Huff. Volume 10, Number 9. Welcome! ve been working on an e-book with Mac McIntosh, the B2B sales lead expert. We polled our respective blog and Twitter followers for the top 10 B2B marketing mistakes, one of which is “jargon.”. Yikes!
INDUSTRIAL MARKETING TODAY | WEDNESDAY, NOVEMBER 17, 2010
[Differentiation] Dawning of the Age of Content Marketing in the Industrial Sector
slick video not only describes who Miller is but what truly differentiates them from the competition. Manufacturers and industrial companies have a reputation of being slow to adopt new marketing strategies and techniques. As a result, many industrial companies remain in the dark about the power of content for inbound marketing.
CONNECT THE DOCS | FRIDAY, AUGUST 27, 2010
[Differentiation] How should B2B content differ for Business and Technical Decision Maker?
Those that manage innovation most effectively not only grow faster than their peers but are also more profitable and have stronger competitive differentiation. B2B Marketing Content falls under 2 broad category - 1. Content addressed to a Technical Decision Maker 2. Content addressed to a Business Decision Maker. Ardath Albee. Tom Pick.
BIZNOLOGY | WEDNESDAY, JULY 30, 2014
[Differentiation] Is your SEO content suffering from Useless Box Kit Syndrome?
But you’ll also want to determine how your Title can differentiate your listing and pop off the page. 'Your company is blogging on a regular basis. Your site has all the social media bells and whistles. But sadly, your SEO content could still be pretty useless. was thinking about this after I watched ThinkGeek’s Useless Box Kit video.
MARKETRI | FRIDAY, DECEMBER 14, 2012
[Differentiation] Accountants are Cool (No, Really!).Show the World with Video Marketing
Be sure to identify your firm’s culture, personality, and differentiators. In fact, he saw economic downturn as an opportunity to invest in marketing -- as a means to differentiate. Everyone thinks CPA's are totally boring, right? Well, there's no reason people have to have that impression! So, want to be famous?
CONNECT THE DOCS | WEDNESDAY, JULY 21, 2010
[Differentiation] Marketing is a Mindset
Marketers who create "experiences" where buyers can engage with them in fun or interesting ways will differentiate themselves. Brands that continue to use outdated, uninteresting methods to shout messages to buyers will get lost and lose market share. What should brands do to keep buyers interested, engaged and loyal. Bernie Borges.
FIFTH GEAR ANALYTICS | MONDAY, SEPTEMBER 20, 2010
[Differentiation] Sales Enablement 101 – Getting Started.
Differentiate Between Global and Local. Kyle Milko. Simply put, Sales Enablement is about providing an organization’s sales force with the information needed to increase sales. Sales people need access to relevant information without having to open up a laptop, boot-up, sign in and spend a lot of time searching for the information they need.
ANNUITAS | THURSDAY, JUNE 28, 2012
[Differentiation] 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 2
Yes, differentiate yourself from the competition, but be truthful. In our last post , we introduced a list of 9 things marketers need from marketing automation vendors and consultants. Hence, the list. Our first four things that marketers need from us are…. More education beyond the technology. More transparency. Honest sales pitches.