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  • 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.
  • DIGITAL B2B MARKETING  |  TUESDAY, NOVEMBER 29, 2011
    [Differentiation] Inbound Marketing: A Square Peg in a Round Hole?
    Every company is looking to differentiate by meeting specific business needs. They have successfully differentiated with additional services and logistics, and they have become one of the leading businesses in their category. Two weeks ago, I wrote Just Say NO to Marketing Advice. But it doesn’t make sense for all. Period.
  • DIGITAL B2B MARKETING  |  TUESDAY, NOVEMBER 29, 2011
    [Differentiation] Inbound Marketing: A Square Peg in a Round Hole?
    Every company is looking to differentiate by meeting specific business needs. They have successfully differentiated with additional services and logistics, and they have become one of the leading businesses in their category. Two weeks ago, I wrote Just Say NO to Marketing Advice. But it doesn’t make sense for all. Period.
  • LEAD VIEWS  |  FRIDAY, JULY 22, 2011
    [Differentiation] Demand Generation Necessary For Lead Generation!
    In this post, I make an attempt to explain the various factors that differentiate Demand Generation from Lead Generation, and why one is important for the other to succeed. Demand Generation and Lead Generation, can be easily voted as the most used words in the B2B Marketing space. valid observation. Marketing Vs Sales. Industry Vs Company.
  • 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?
  • HUBSPOT  |  THURSDAY, MARCH 1, 2012
    [Differentiation] How to Conduct Competitive Analysis to Step Up Your Content Strategy
    When you ask marketers who their competitors are, they can rattle off a list quite quickly, and perhaps a few anecdotes about notable differentiators like product features, sales techniques, and site structure. Maybe they'd like to know more information about them (say, their marketing techniques?) Right? Step 1: Find Where Content Lives.
  • MARKETING ACTION  |  MONDAY, APRIL 1, 2013
    [Differentiation] 7 Ways to Use Facebook to Display Brand Personality
    Not only will boring, text-based content fail to help you differentiate from competitors, it’s likely going to damage your engagement. If you’re using Facebook to heavily advertise your products using corporate-speak, the approach probably isn’t doing your brand any favors. Let your fans finish your posts. Ask your fans to engage. Use memes.
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 12, 2011
    [Differentiation] Social media and mobile produce a commoner sense
    Having a social presence for your brand and products was once optional, a way to differentiate yourself favorably to the digital elite. In the future, every company will be discussed in one or more social presences—the only differentiation will be whether your company is part of that conversation. Image via Wikipedia.
  • 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?
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 24, 2012
    [Differentiation] Don’t Stop A-Meme-In’ – Using Memes for Lead Generation and Buzz Building
    Adding a bit of humor to the world of B2B marketing can be a great way to differentiate your business and chances are your customers and prospects will appreciate the laugh. by Jason Miller Looking for a fun way to engage with customers and prospects through your social media channels? Try using a meme tied back to a specific offer.
  • WINDMILL NETWORKING  |  THURSDAY, AUGUST 12, 2010
    [Differentiation] 7 Great Social Media Websites and Blogs for Insightful Advice and News
    What also differentiates Chris is that he is also one of the most genuinely approachable people in social media, which no doubt adds fuel to his social media fire of creativity, content, and popularity! But where do you start seeking out this information? How can the blog of one person be voted into the #2 position on this list? Thanks!
  • B2B IDEAS @ WORK  |  THURSDAY, JUNE 23, 2011
    [Differentiation] Copyright to prevent copy wrongs in B2B content marketing
    Publishing unique and compelling content attracts visitors and differentiates you from your competititors. You've worked hard researching, writing and editing your content for your B2B website. Your site is realizing more visitors and leads for your efforts. You've been scraped! solution: Copyright your content. What did you do?
  • HINGE MARKETING  |  THURSDAY, JANUARY 23, 2014
    [Differentiation] Agile Marketing for Professional Services
    Related Stories SlideShare Presentation: How a Meeting of the Minds Can Grow Your Professional Services Firm Find Your Differentiator: 21 Ways to Gain a Competitive Advantage for Your Firm 5 Steps to Revamp Your Email Marketing Strategy in 2014 Marketing efforts now need to be evaluated and adjusted continually. On Twitter or LinkedIn?
  • SALES CHALLENGER  |  TUESDAY, MARCH 19, 2013
    [Differentiation] Measuring Sales Force Effectiveness
    When it comes to individual sales reps and how they spend their time, companies often compare time spend to sales performance (called a time/productivity analysis; learn more here ) to identify and differentiate between high value activities and low value activities. How do you measure the effectiveness of a sales force? What did we miss?
  • MARKETING LEADERSHIP COUNCIL   |  TUESDAY, JUNE 5, 2012
    [Differentiation] Equipping the Sales Force of the Future
    We can help you differentiate your benefits in two ways – first, by conducting an onsite meeting ( contact your account manager ), and second, by administering our proprietary Customer Experience Diagnostic , which will help you market-test your unique benefits. Why is it happening? This means two things for Marketing and Sales.
  • FEARLESS COMPETITOR  |  WEDNESDAY, NOVEMBER 30, 2011
    [Differentiation] The BIG problem in job search – finishing second…and what to do about it
    That enables you to change the entire process – and differentiate you from the other job seekers. I usually write about B2B demand generation and marketing, but I’m sick of hearing the lament from senior level job seekers. They tell me about a great opportunity, and then weeks later I learn they lost out. But only one frame wins. Want
  • THE ROI GUY  |  FRIDAY, FEBRUARY 15, 2013
    [Differentiation] Are ROI Calculators Dead? Not so Fast.
    These ROI Calculators are often simplified so much that the unique differentiators of the Solution are not reflected, making the ROI solution agnostic. Solution: Good ROI Sales Tools are developed using a methodology to identify the unique differentiators and tie them to value realization. Solution Agnostic? Pain vs. Gain? link] ?
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, JULY 6, 2012
    [Differentiation] Teleprospecting: Coming To A Theatre Near You
    Highlight the differentiators, set yourself apart, and give them a reason to want more. Sales Prospecting Perspectives is pleased to bring you a guest post from one of our BDR's, Katherine Dantis. This week, I saw the newly popular comedy Ted. suppose that is what previews are meant to do.
  • 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
  • SAVVY B2B MARKETING  |  THURSDAY, JULY 23, 2009
    [Differentiation] Ebooks and White Papers: A Complementary Pair
    love this differentiation by Jonathan Kranz, author of the new (and very engaging) The Ebook Ebook: How to Turn Your Expertise Into Magnetic Marketing Material : "A successful ebook is more collegial, reader-friendly and visually interesting than the traditional white paper." I have been thinking a lot about ebooks lately.
  • SAVVY B2B MARKETING  |  THURSDAY, JULY 23, 2009
    [Differentiation] Ebooks and White Papers: A Complementary Pair
    love this differentiation by Jonathan Kranz, author of the new (and very engaging) The Ebook Ebook: How to Turn Your Expertise Into Magnetic Marketing Material : "A successful ebook is more collegial, reader-friendly and visually interesting than the traditional white paper." I have been thinking a lot about ebooks lately.
  • VIEWPOINT  |  TUESDAY, MARCH 22, 2011
    [Differentiation] B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience?
    Delivering a great prospect experience can help you differentiate and become one of those B2B brands that businesspeople talk about like consumers rave about Zappos! Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. Imagine going into bank to open up a checking account with a few dollars you've managed to scrape together.
  • STORIES THAT SELL  |  THURSDAY, DECEMBER 1, 2011
    [Differentiation] Customer Quotes That Compel and Sell in Case Studies
    Decision – Feature a quote that speaks to why the customer chose the solution - a great opportunity to call out your competitive differentiators. In a customer story, quotes are the very voice of the customer, your sound bites. Without them, a story can feel flat. How do you use quotes for maximum impact? Add More for Emphasis.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, MARCH 9, 2010
    [Differentiation] How to Use the Social Web to be a Star at Work
    But Dr. Kelly’s research seems to indicate that expert networking skills like an ability to navigate the social web can also be a crucial differentiator in your career. A few years ago, I was in a graduate leadership program at Carnegie Mellon University and took a class from a talented educator and author named Robert E. Kelly. 
  • SALES INTELLIGENCE VIEW  |  TUESDAY, FEBRUARY 28, 2012
    [Differentiation] Pushy or Persistant: Is There a Difference When it Comes to Salespeople?
    Bob Marsh   This is probably one of the key things that differentiates the decent salesperson from the great ones. Part of being a salesperson is having to stay on top of your prospects and active sales opportunities. I’ve found that when done right, clients want persistence because your helping them keep you top of mind. Seriously!
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 16, 2013
    [Differentiation] Marketing Continues to Drop the Ball for Sales in online marketing programs, as per Crain’s B2B study market
    New data from Crain’s BtoB Magazine underscores need for brand differentiation, better targeting and segmentation strategies, and more visibility into online marketing program performance across the entire marketing funnel. Brand differentiation is becoming increasingly important, but marketers struggle to achieve it. ” 2.
  • 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?
  • B2B MEMES  |  THURSDAY, SEPTEMBER 15, 2011
    [Differentiation] Facebook Subscriptions: Overdrive for Journalists?
    That’s why I’ve so far stuck with Twitter and its follower model and dallied with Google Plus and its concept of differentiated social circles. Though I understand its appeal, I’ve never found Facebook compelling. With Facebook’s introduction yesterday of Twitter-like subscriptions , though, that could change. Related posts: Be Yourself.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MAY 27, 2011
    [Differentiation] What PR Pros Can Learn from The Huffington Post
    But with dozens of companies claiming to be privacy experts (and let’s face it, “privacy” is a niche within a niche – it’s not like business journalists can distinguish one expert from another), we issued the announcement publicly as a way to differentiate ourselves right at the time when the reporters were selecting their interview subjects.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, OCTOBER 10, 2011
    [Differentiation] Beanstalk Data Adds Service to the Marketing Automation Recipe
    Beanstalk sees its marketing services as a major point of differentiation. Exploring a new marketing automation system is like biting into a bonbon: part of the fun is you never know what you’ll find inside. Thinking in those terms, Beanstalk Data is a tasty morsel. And it adds just enough spice to leave a pleasingly distinctive flavor.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JULY 22, 2011
    [Differentiation] HubSpot Spreads Its Wings
    In other words, the app markets are useful but not huge strategic differentiators. The folks at HubSpot have been busy this summer, announcing their acquisition of Performable in June and their HubSpot App Marketplace last week. Both events mark a continued expansion of their product. However, the multi-step campaign engine is quite basic.
  • WEBBIQUITY  |  MONDAY, FEBRUARY 7, 2011
    [Differentiation] 55 (of the) Best Social Media Tips, Tactics and Tools of 2010
    Now that social networks have global reach, account for a significant percentage of time spent online, and are increasingly being adopted as core marketing channels, Danny Flamberg says the next steps are about differentiation, quality, and accurately valuing brand advocates. Adoption soared. 85% of Inc. Mistakes were made. Magazine.
  • THE ROI GUY  |  TUESDAY, AUGUST 27, 2013
    [Differentiation] VMware Cloud Compass Tool (powered by Alinean)
    Starting with a few simple questions about your company and workload requirements, the tool then provides: A comparison of Total Cost of Ownership (TCO) for various compute options, differentiating the costs for on-premise with public and private cloud options, tallying differences in CapEx, OpEx and business benefits.
  • HUBSPOT  |  FRIDAY, JULY 9, 2010
    [Differentiation] 6 Lead Generation Offer Ideas for Content You Already Have
    This is a great way to differentiate two products or services that might seem identical to a top-of-the-funnel lead. As a small business owner it can be overwhelming to think of new content ideas. The good news is that compelling offers can be created from the content that you already have. Dust that content off and re-use it online.
  • WINDMILL NETWORKING  |  THURSDAY, FEBRUARY 9, 2012
    [Differentiation] How Does Your Brand Experience Translate in Social Media?
    ” A good brand, however, does more than merely differentiate itself from the others: It creates an emotional attachment, a bond that says even at a higher price it still has fans that will buy the product.
  • SALES LEAD DYNAMICS  |  TUESDAY, JANUARY 4, 2011
    [Differentiation] The Phone Has Stopped Ringing. Now What?
    Differentiate between “deliverables” (a marketing plan) and benefits (more revenue). When times were good, many successful professionals didn’t need a well defined niche. All their business came via “R & R” (Repeat and Referral). They relied on their reputations and connections. The The phone rang. Business flowed in. What’s Your Niche?
  • VIEWPOINT  |  FRIDAY, SEPTEMBER 23, 2011
    [Differentiation] The Power of the Human Voice in Lead Qualification & Lead Nurturing
    Following are some initial thoughts on characteristics that differentiate conversations from digital media in lead qualification and lead nurturing. It’s because there’s something about a human being’s voice that is powerful and personal—a welcomed experience in today’s hyper-digital market.” Understanding.
  • BLOG MY CALLS  |  FRIDAY, MARCH 29, 2013
    [Differentiation] Your LogMyCalls Easter Basket (Plus Creepy Easter Pictures)
    When we launched LogMyCalls we knew that we needed something to differentiate in the marketing war with our competitors (besides our world-class and award-winning product), so we decided to create a mascot. When I was a kid, I loved Easter. It was second only to Christmas in its utter wonderment. mean think about it! This mascot is a Beaver.
  • HINGE MARKETING  |  WEDNESDAY, FEBRUARY 26, 2014
    [Differentiation] How Can Professional Services Firms Boost Their Value?
    Their communications are driven by a strong marketplace positioning built on differentiators that are true, demonstrable and highly relevant to target audiences. To learn more about identifying differentiators, download our brand new Differentiation Guide for Professional Services. So, what drives value?
  • SALES INTELLIGENCE VIEW  |  THURSDAY, OCTOBER 18, 2012
    [Differentiation] New Playbook: Lead Qualification with Sales Intelligence
    Read why Discipline, Determination, and Curiosity differentiate the cream of a crop of job candidates. As technology and social media continue to disrupt traditional sales methodologies, many companies fall behind in their business strategies – and their sales results show it. How is your company adjusting to modern sales tools?
  • HUBSPOT  |  MONDAY, AUGUST 29, 2011
    [Differentiation] 4 Marketing Lessons From Steve Jobs [Marketing Update]
    Quote #3: Differentiation. In case you somehow hadn't heard, Steve Jobs, an amazing marketer, presenter, and product designer, resigned as CEO of Apple earlier this week. This week on the Marketing Update , Karen Rubin and Kipp Bodnar discussed lessons marketers can learn from Jobs. Quote #1: Marketing Budget. It’s not about money.
  • BIZNOLOGY  |  TUESDAY, MAY 3, 2011
    [Differentiation] Digital marketing success: Do you have "the one thing"?
    If you want to know the one thing, the most important thing, the thing that differentiates the winners than the losers the great majority of the time, then check out my latest post on Search Engine Guide, " Digital marketing success: Do you have 'the one thing'? ". Image by cogdogblog via Flickr. They want to know what it takes.
  • EMAGAZINE B2B BLOG  |  THURSDAY, FEBRUARY 28, 2013
    [Differentiation] What is Duplicate Content?: What you don’t know may in fact be hurting you
    If your content cannot be differentiated, the problem is not with the content, but your site architecture. For many businesses, the number one headache is having a regular stream on content to put on your site, in the form of web pages, blog posts, whitepapers, videos, data sheets, etc. know, this sounds like a no-brainer. Same with pigs.
  • HUBSPOT  |  THURSDAY, JANUARY 24, 2013
    [Differentiation] 20 Awesome Homepage Examples to Inspire Your Next Redesign
    Oliver Russell is an agency that "builds brands for new ventures and for companies that differentiate through acts of good.". A few weeks ago, we published a blog article featuring 15 examples of brilliant homepage design. And man was it popular! Not even a full three weeks later, the article has already attracted more than 36,000 views.
  • 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.
  • 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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  FRIDAY, JUNE 27, 2008
    [Differentiation] Research Methods 'Beyond Google' :: Inside Higher Ed :: Higher Education's Source for News, Views and Jobs
    differentiated instruction). Friday. June 27, 2008. Sign up. Views. Blogs. FOR JOB SEEKERS. POST A JOB. FOR EMPLOYERS. About us. Audioconferences. Contact us. Advertisement. ); Advertisement. ); Print this page. mail this page. News, Views and Careers for All of Higher Education. June 17. Looking for a job? FEATURED EMPLOYERS. mail Print.
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, JANUARY 10, 2014
    [Differentiation] Sales Prospecting Perspectives Weekly Recap - Week of January 10, 2014
    His advice - add value and educate, differentiate from competitors, make it easy for prospects to move forward and more - is especially relevant as companies look to expand their pipeline in Q1. 'Happy Friday, Sales Prospecting Perspectives readers! At AG Salesworks, we often hold contests for inside sales reps. Have you ever heard of TL;DR?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 1, 2013
    [Differentiation] How to Become a Thought Leader In Your Industry
    Although the term has morphed over the years, I like the definition from Thought Leadership: how to differentiate your company and stand out from the crowd. 'A company with a reputation for dependability, consistency and quality services or products will win consumers'' business. Becoming a thought leader is harder than you think.
  • 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?
  • VIEWPOINT  |  THURSDAY, MARCH 1, 2012
    [Differentiation] Demand Generation Strategies & Lead Management Processes First
    In part one , Carlos differentiates between demand generation strategies and lead management processes. Successful demand generation strategies fill the sales funnel with the right prospects and engage them correctly so they progress from marketing qualified leads (MQLs) to sales accepted leads (SALs) and sales qualified leads (SQLs).
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, FEBRUARY 21, 2012
    [Differentiation] Quantivo Offers High-Volume Customer Analytics at a Modest Price
    Some of these issues are mitigated by Quantivo’s other major differentiator: it was designed from the start as a true multi-tenant cloud-based solution. These are exciting times in the world of analytical systems. The Web has created new demands to handle unprecedented data volumes and semi-structured data. Yes there are trade-offs.
  • GREAT B2B MARKETING  |  THURSDAY, JUNE 16, 2011
    [Differentiation] How to Shorten the B2B Sales Cycle
    Make sure that you have a brand promise that is clear and differentiated. If there is one thing that aggravates the modern B2B company, it is the constantly lengthening sales cycle.  Everyone, from CEO to sales VP to sales rep, suffers from this problem and wants to know what to do about it.  What exactly do I mean by the term “sales cycle”?
  • HUBSPOT  |  FRIDAY, MARCH 7, 2014
    [Differentiation] How to Create a Business Card That's Actually Useful
    What is the one statement that most clearly defines your value and differentiates you from your competitors? 'This post originally appeared on the Insiders section of Inbound Hub. To read more content like this, subscribe to Insiders. Or worse, business cards that just get thrown in the trash.). 1) Include a clear positioning statement.
  • ENGAGE  |  TUESDAY, NOVEMBER 22, 2011
    [Differentiation] A Magazine is Not a Broken iPad (No Matter What Your Baby Says)
    However, what does differentiate children from adults—at least right now—is the younger set’s willingness to gobble up content from any medium. H omer Simpson understands children. Well, his children. All right, maybe just Maggie because she rarely speaks. Bravo, Homer. The images don’t move! Swiping only produces a crumpled page! Amazing!
  • SAZBEAN  |  WEDNESDAY, NOVEMBER 17, 2010
    [Differentiation] How P&G Designed Success with the Old Spice Guy Campaign
    Smell was clearly an important differentiator. Proctor & Gamble (P&G) came to the Ross School of Business at the University of Michigan about their recently successful Old Spice guy campaign. These thoughts were gleaned from that presentation. The success of the Old Spice Guy campaign was no fluke.
  • MARKETRI  |  TUESDAY, FEBRUARY 19, 2013
    [Differentiation] Starting to Think About Purchasing B2B Marketing Services? (Part 2)
    Differentiation: Distinguishing one B2B company from another. Differentiation. If this point of differentiation is something that B2B customers’ value, your B2B company is well on its way to standing out from the crowd. Here are the Most Frequently Asked Questions for the Mid-Stage Buyer. Part Two of Three. Branding.
  • B2BMARKETINGSMARTS  |  THURSDAY, FEBRUARY 24, 2011
    [Differentiation] One great B2B marketing reminder and one new trend.
    Valkre has created a new metric, called the differential value proportion or “DVP&# , which measures the amount of increased profit that a customer can bring in by doing business with one company versus another.&#. ???????Great Reminder. This isn’t a new B2B marketing thought. It sounds like a great event. YES, YES YES. New Trend.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JANUARY 20, 2014
    [Differentiation] Case study: Creating social media benefits in a regulated industry
    ” Baker learned quickly that a combination of human connection and helpful content was creating a point of differentiation in a field that is typically “too stiff.” 'It’s been wonderful to observe the growth and progress in social media marketing over the years, but certain fields continue to lag behind. Legal. Legal.
  • HUBSPOT  |  MONDAY, APRIL 9, 2012
    [Differentiation] Why Marketers Should Invest in Visual Content Creation
    Or maybe your staff does something fun together to unwind -- capture that moment to help differentiate yourself as more than just any old company. The other day I was commenting to a friend that I was on Facebook when it was still 'The Facebook.' The point is, I’m only 25 and I already feel old in the history of social media.
  • HUBSPOT  |  MONDAY, AUGUST 2, 2010
    [Differentiation] 8 Steps to Build An Inbound Marketing GamePlan
    Following is a recommended eight-step system to build and execute your Inbound Marketing GamePlan: STEP 1: Clearly define and differentiate your brand. You can find Paul on Twitter @ paulroetzer , and the PR 20/20 blog. commissions, retainers and hourly fees). The basic theory is, “outspend your competition to gain market share.”
  • HUBSPOT  |  FRIDAY, DECEMBER 10, 2010
    [Differentiation] Why PR Doesn't Drive Sales
    It's the only way to differentiate yourself in the noisy media landscape. A common goal among many companies that hire public relations agencies is: "We want to use PR campaigns to increase sales.". In reality, sales success and public relations campaigns do not have a direct correlation. Why PR Doesn't Drive Sales. Create remarkable content.
  • BLOG MY CALLS  |  MONDAY, MARCH 25, 2013
    [Differentiation] Research: Marketers Decreasing Direct Mail Spend.Sort Of
    How Does a Direct Mail Firm Differentiate Itself? One of the best methods of differentiation is call tracking. According to an article in the most recent issue of Target Marketing magazine , nearly 12% of direct marketers say they're doing to decrease direct mail spend in 2013. relatively surprising 11.7% The Good. Think about it!
  • HINGE MARKETING  |  WEDNESDAY, JANUARY 15, 2014
    [Differentiation] SlideShare Presentation: How a Meeting of the Minds Can Grow Your Professional Services Firm
    Related Stories Find Your Differentiator: 21 Ways to Gain a Competitive Advantage for Your Firm 5 Steps to Revamp Your Email Marketing Strategy in 2014 3 Tips for Professional Services Firms on LinkedIn Hinge recently asked buyers and sellers a series of key questions. When we analyzed the results, five gaps stood out. On Twitter or LinkedIn?
  • FUNNEL FOCUS  |  TUESDAY, JULY 20, 2010
    [Differentiation] Thought Leadership Interview: Jill Konrath on Closing the Gap between Marketing and Sales
    At this phase, sellers need content that differentiates them from other vendors and supports the company's strengths. Jill Konrath wrote the first section of The Quintessential Marketing Automation Guidebook where she wrote a letter from Sales telling Marketing exactly what was needed to help drive revenue. If only companies were that brave.
  • HUBSPOT  |  TUESDAY, MARCH 11, 2014
    [Differentiation] 10 Drool-Worthy Product Pages (And Why We Love Them)
    Whereas other product pages depend on the text that highlights product differentiation, this page depends on a viewer taking in all of the visual elements. Coin provides their product positioning and differentiation, but also shows you how it works by taking you through a visual journey of the Coin card. 1) Bellroy. 2) Wistia. 5) Coin.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  MONDAY, OCTOBER 15, 2012
    [Differentiation] Finally! The True Secret to My Sales Success Revealed
    Turns out that the ability to ask insightful, thought-provoking questions was the single biggest differentiator between top performers and average reps. I owe it all to teenage angst. That's right. wanted to be popular and have a boyfriend. But it wasn't my natural style to be a big flirt. I'd much rather have been immersed in a good book.
  • HUBSPOT  |  FRIDAY, JANUARY 17, 2014
    [Differentiation] 10 Ways to Segment Your Donors to Improve Fundraising Effectiveness
    'There is plenty of recent evidence showing that donors are looking for differentiated, personalized, and unique communications. The report went on to conclude that "declining response rates illustrate a saturated channel with non-differentiated messaging and campaigns.". Personalization a Big Key in Gaining Donor Support. Nobody?
  • INBOUND SALES NETWORK  |  THURSDAY, MARCH 31, 2011
    [Differentiation] How to Get Your Prospects from a Blind Date to Married with Children
    Sometimes the ability to pull back can be one of the biggest differentiators in the customer’s buying decision, because no one likes a pushy salesman. Sometimes the ability to pull back can be one of the biggest differentiators in the customers buying decision - no one likes pushy sales people. Wedding The Deal. The Close.
  • HUBSPOT  |  WEDNESDAY, JANUARY 18, 2012
    [Differentiation] 7 Terrific Ways to Use Social Media for Instant Feedback
    At the very least, you can learn how to differentiate yourself from competitors; in the best circumstances, you can nurture them as a lead and turn them into your new favorite customer! Social media moves at the speed of light, and marketers have done an admirable job at keeping pace. So we thought we'd share them with you! And you know what?
  • LOOPFUSE  |  MONDAY, MAY 21, 2012
    [Differentiation] LoopFuse in the Marketing Automation Times [Podcast]
    I had the opportunity to catch up with Jason Kort from Marketing Automation Times recently and the result was a nice podcast covering thoughts on marketing automation broadly, how companies can best unlock the value from using it, and how LoopFuse is unique and differentiated in an otherwise pretty noisy market. Enjoy!
  • SAVVY B2B MARKETING  |  THURSDAY, JUNE 18, 2009
    [Differentiation] Does Your B2B Website Content Create Competitive Advantage?
    Your content should also provide an immediate, competitive advantage by differentiating your company from the competition. At Savvy B2B Marketing, we thrive on different perspectives and new ideas, which is why we are thrilled to welcome today's guest blogger, Ardath Albee. More fantastic guests are planned for the weeks ahead, so stay tuned.
  • 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?
  • WRITING ON THE WEB  |  MONDAY, NOVEMBER 15, 2010
    [Differentiation] The Ladder of Emotional Values: Pleasure Reigns
    This is where greater differentiation and profitability become evident. The only way to differentiate a company’s products and services is through adding emotional value. What emotions are people seeking to satisfy online? What can we understand about human motivations and values in order for content marketing to work? Videos.
  • ENGAGE  |  TUESDAY, OCTOBER 4, 2011
    [Differentiation] Look Before You Leap When Creating a Marketing Plan
    That’s how you truly differentiate yourself from your competitors. I s your company brand image a Mercedes or a Ford Fiesta? Before you try to answer, the key question you must answer to figure out how your company stands out from the crowd is, “what is your value discipline?” The answer is not as straight-forward as it may sound.
  • 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.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 27, 2010
    [Differentiation] Finding Blue Ocean Keywords: A Fresh Look At The Long Tail
    Blue Ocean Keywords Keywords on the left, on the other hand, represent creative, outside-the-box keywords that differentiate a product or service from the masses. A few years ago we posted an article inspired by the book "Blue Ocean Strategy" by W. Chan Kim and Renee Mauborgne. Instead of working hard to beat the competition, eliminate it.
  • VOICE-BASED MARKETING  |  WEDNESDAY, JANUARY 22, 2014
    [Differentiation] The Hipster’s Guide to Better Business
    You need a differentiator that sets you apart from the competition. If you want to appeal to a crowd that treasures differentiators, not only do you need to do something unique…you need to do something that flies in the face of the norm. You see, hipsters don’t buy into a product or service unless a few boxes are checked. Tell a story.
  • 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.
  • B2B IDEAS @ WORK  |  MONDAY, JULY 12, 2010
    [Differentiation] Will Your B2B Brand Stand the Test of Time?
    Seeing these displays reminded me of how far we’ve come as marketers, and how far we’ll need to go to truly differentiate our brands. On a recent trip to London, one of many tourist stops was the Museum of Brands, Packaging and Advertising , in Notting Hill. Less “push,” more “pull.”
  • 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, JANUARY 19, 2012
    [Differentiation] Ad Copy Must-Haves That Make or Break a PPC Campaign
    But in these days of differentiation, anything you can add to make your offer more unique will draw eyes away from other ads and onto yours. Writing ad copy isn’t sexy. Typically done using a program like Excel (boring), it’s easy to just go through the motions and write copy that “will do.” Vital Element #1: Value.
  • 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.
  • 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!
  • HUBSPOT  |  THURSDAY, MARCH 28, 2013
    [Differentiation] Native Advertising Is Broken: Here's How to Fix It
    Maybe it has a shadow box behind it to differentiate it from truly organic content (it should). Native advertising is all the rage these days. In its current form, however, native advertising is destined to fail just like the banner ad failed. Rather, the content is treated as the end point. Maybe it's not. Maybe it doesn't. Maybe it doesn't.
  • 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.
  • 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.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 6, 2014
    [Differentiation] When Sales “Intelligence” is Actually Sales Interruption
    And when a company puts a lot of work into creating a highly differentiated tool, like Marketo Sales Insight for instance, this drives a product marketer mad.  However, whether you realize it or not, some of these tools actually cause your sales team to ignore critical buying signals. In other words, they harm sales productivity. This is bad.
  • 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.
  • ENGAGE  |  MONDAY, MAY 16, 2011
    [Differentiation] 4 Must-Haves for Must-Have Brands
    What Branding Used to Mean Back in the cattle-prodding days, the word ‘brand’ was used as a way to differentiate one line of product from another. W hen money’s tight, people look at their budget and separate things into two columns: must-have and might-have. Organizations (e.g. Plus, they didn’t want to lose cattle.
  • 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.
  • 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. 
  • 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?
  • 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.
  • HUBSPOT  |  SUNDAY, DECEMBER 9, 2012
    [Differentiation] The Instagram-Twitter Saga, and Other Marketing Stories of the Week
    Marketers, take note: If you're thinking about developing a subscription-based mobile news app for your content, you'll need to find a way to differentiate it from the content you're already offering for free on the web. Or maybe you were just doing it from the comforts of your couch using a tablet or your laptop. Sigh.). the sky's the limit!
  • 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?
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