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.
VISIONEDGE | THURSDAY, OCTOBER 31, 2013
[Differentiation] 10 Questions to Sharpen Competitive Advantage
How can the competition adapt any of their existing products to differentiate them further? . 'Although most markets are fiercely competitive, with so much focus on demand generation, many marketers cannot allocate sufficient resources to anticipating competitors’ moves. Our competitors are doing the same. In bringing a new offer to market?
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.
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?
DIGITAL B2B MARKETING | TUESDAY, APRIL 29, 2014
[Differentiation] The Dark Future of Native Advertising
But content marketers committed to producing valuable and differentiated content have an alternative. 'Native advertising, and specifically native publishing programs, will struggle in the future. It comes down to a marketplace issue that, over time, will be a thorn in the side of native publishing. The Allure of Native Publishing. Or is it?
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.
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.
IT'S ALL ABOUT REVENUE | TUESDAY, JULY 19, 2011
[Differentiation] 5 Common Stages of B2B Lead Nurturing
This is an excellent period to start showing off your credentials, provide list of industry reports and accolades you’ve received, cost comparisons, relevant facts and figures that differentiate you from your competitors. Let’s just say it can feel more like an odyssey than a simple business transaction. Welcome. Progressive. Accelerator.
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.
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.
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
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.
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.
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.
JILL KONRATH'S SELLING TO BIG COMPANIES | WEDNESDAY, OCTOBER 30, 2013
[Differentiation] Elevator Speech vs. Unique Selling Proposition vs. Value Proposition
Its primary value is to create competitive differentiation. 'Without a strong value proposition , it’s much harder to sell your products or services in today’s economy, much less even get in the door of big companies. But what is a value proposition? And how is it different from other commonly used terms? Elevator Speech. Specialty).
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.
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.
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.
B2B MARKETING INSIDER | TUESDAY, APRIL 30, 2013
[Differentiation] 5 Mindset Shifts Marketing Leaders Must Make
Firms need to differentiate through brand experience. 'We all know that real change starts with a shift in thinking. And so we are winding down the Future of Marketing series (for now) with this post on the 5 mindset shifts marketing leaders need to make. CMOs must walk in customers’ shoes. d like to add curiosity. Photo Source.
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!
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.
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?
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?
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.
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.
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?
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
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?
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.
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. .
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.
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?
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.
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.
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.
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
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!
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.
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.
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?
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
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.
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
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.
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+).
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.
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.
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.
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.
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.
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?
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?
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.
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.
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.
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.
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.
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?
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.
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?
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.
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.
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.
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.
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.
BIZNOLOGY | WEDNESDAY, FEBRUARY 29, 2012
[Differentiation] Five Ways to “Get Real” With B-to-B Social Media
Social media can help you differentiate your company from your competition. Image by Getty Images via @daylife. Today, 89% of B-to-B marketers in the U.S. But the B-to-B marketers I talk to still sound confused. What should I be doing,” they ask. What’s really worth my time?” Here’s a simple plan of attack. First, get busy on LinkedIn.
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.
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?