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.
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.
INBOUND SALES NETWORK | TUESDAY, MAY 8, 2012
[Differentiation] If Your Website Is Designed To Sell, Why Do You Need Sales People?
Nothing is worse than getting a client to go through the whole process only to have them decide either that the problem is not big enough to solve or that they cannot differentiate you from your competitors. If you are like most B2B companies, your website is all about selling your product or service. In reality, that is not the case.
B2B MARKETING ONLINE | THURSDAY, OCTOBER 21, 2010
[Differentiation] What’s it like to be in B2B marketing?
The research, which Luisa and I have developed together, will allow us to differentiate between business to business and other marketers. This is the year when I get to do what I want to do – or at least most of the time. At the advanced age of 62, I experienced the benefits of formal coaching for the first time, and saw its benefits.
VIEWPOINT | TUESDAY, APRIL 23, 2013
[Differentiation] Sales Qualification Isn’t an Event - It’s a Process
As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. Parallel Thoughts. BANT Won’t Help.
IT'S ALL ABOUT REVENUE | TUESDAY, MAY 6, 2014
[Differentiation] Content2Conversion Keynote Recap: 5 Tips For The Challenger Marketer
Keep these core beliefs close to your content : Customer centricity; customer understanding; customer relationships; and customer value. 3, Define commercial insight - The content, or heart and soul, of how you’re going to compete, is your key differentiator and the way you demonstrate your value as a trusted advisor. This isn’t new.
SMASHMOUTH MARKETING | FRIDAY, JUNE 5, 2009
[Differentiation] Smashmouth Review - LeadLander - Who's Really Visiting Your Site?
It touts the ability to provide to you all the standard website visitor stats, along with one huge differentiator - the names of companies that visit your website. We thought it might be interesting to augment our thought leader interviews with some demand gen product reviews. They meet their promise. Day 1. Day 2. Day 3. Presto.Leads!
THE FORWARD OBSERVER | TUESDAY, APRIL 7, 2015
[Differentiation] 6 Steps To A More Successful B2B Sales Approach
The research phase will help with the five steps that follow. 2) Ask – The more information you get, the more you can help, add value, differentiate yourself from your competition and close sales. Are you adjusting to the changing way B2B prospects are buying? They want to learn but not be pitched. The customer replies, “a car.” Dramatically.
LEADER NETWORKS | THURSDAY, NOVEMBER 1, 2012
[Differentiation] Why Branded Online Community Deliver On Social Customer Care
This is the power and differentiation a branded online community can provide. Just last week my colleagues at Social Media Today released the 3rd annual Social Customer Index Report which is chock full of data to fuel any organization’s efforts to leverage social media for customer service. At last, some answers!
FATHOM | MONDAY, MARCH 9, 2015
[Differentiation] Hospital Search Implications of Google’s Healthcare Knowledge Graph
With the same basic information available on most websites and now directly on Google, the way a hospital website can differentiate itself is by providing an experience that competitors aren’t. Differentiators. The goal of this update from Google was to help users find health information quickly and easily. Final thoughts.
HUBSPOT | WEDNESDAY, JANUARY 28, 2015
[Differentiation] How to Create a Benchmark to Measure Content Marketing ROI
Content in this phase should be more biased towards your company, displaying factors that differentiate you from your competitors in your ability to solve said problems. According to the Content Marketing Institute’s 2015 B2B and B2C benchmark reports, less than a quarter of marketers are able to prove content marketing ROI. Awareness.
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. What can I do?
HINGE MARKETING | MONDAY, AUGUST 25, 2014
[Differentiation] The New Reality for Architecture, Engineering and Construction Marketing
The undeniable, and new reality for A/E/C firms: to continue growth of new business, they need to demonstrate their power – differentiation. Some of those tools include a brand strategy with clear, differentiator-driven positioning. With some reflection time, I’ve internalized the conference theme of “power: play.”
FATHOM | WEDNESDAY, MARCH 12, 2014
[Differentiation] 3 Questions to Ask When Creating College Degree Pages
Adding your brand’s value propositions to the degree pages sets each program apart from your competitors’. 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. Challenges most students face. Annual events.
SALES CHALLENGER | TUESDAY, AUGUST 27, 2013
[Differentiation] FLIP Your Management Style
Also access our Ideation Toolkit , which contains exercises, guides, and tools to assist FLSMs innovate and our Insight Selling Manager Competency grid to learn about differentiated manager responsibilities needed for Insight Selling. This serves to improve information sharing, and encourages reps to leverage firm-wide resources.
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.
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.
JILL KONRATH'S FRESH SALES STRATEGIES BLOG | WEDNESDAY, OCTOBER 30, 2013
[Differentiation] Elevator Speech vs. Unique Selling Proposition vs. Value Proposition
Its primary value is to create competitive differentiation. A USP is often used in marketing materials or in talking with customers who are ready to buy. 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?
MARKETRI | MONDAY, FEBRUARY 11, 2013
[Differentiation] Get the Best Return for Your Marketing Investment (and Make Sure Your Plan Doesn't Flop!)
This blog post describes some of the differentiation in roles, but to put it simply – marketing strategizes, positions the firm positively, creates awareness and essentially "warms up the market;" business development focuses on making direct connections and relationships, hopefully "closing red hot prospects."
FATHOM | THURSDAY, DECEMBER 18, 2014
[Differentiation] The Secret to Success for Manufacturing Websites: Foundation Pages
Foundation pages are fundamental content that describe a business, its services, its clients, and its differentiators. Consider creating separate pages for company history, business locations, employees and management, and differentiators (“Why Our Service is Unmatched,” for example). Go check him out! ABOUT US. PRODUCTS. SERVICES.
PWB MARKETING BLOG | MONDAY, APRIL 28, 2014
[Differentiation] Channel Your Efforts
For me, the implications for the channel are clear – differentiation is a must. Over the years, PWB has worked with a lot of clients with independent sales channels. Earlier this year, I presented a marketing workshop for independent resellers of one of our clients. Again, they all sell the same stuff. If I can buy the new SuperWidget 3.0
SALES PROSPECTING PERSPECTIVES | TUESDAY, NOVEMBER 6, 2012
[Differentiation] 7 Habits Of Highly Effective (And Successful) Teleprospectors
Successful sales reps have a way of differentiating themselves from the average person. A colleague of mine recently discussed the 7 bad habits inside sales people practice. So in this edition, we’ll flip the coin and take a look into the actions and habits that make Business Development Reps successful. Track yourself in several ways.
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.
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.
TRADESMEN INSIGHTS | TUESDAY, JANUARY 29, 2013
[Differentiation] 3 Tips to Help Your Social Media Break Through all the Clutter
With all the clutter and noise out there, you need to differentiate yourself (branding) and engage your potential customers. So you finally got in the social media game and you’re trying to make your mark. Let’s work smart and not hard. Locate where your potential customers hang out.
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 | 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?
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. 1. 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.” Serving.
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
NUSPARK | FRIDAY, JULY 15, 2011
[Differentiation] A Lead Generation Plan Begins With Content Marketing Strategy
What is your value proposition and your differentiation? How will you be differentiated? Here’s a sample excerpt of a digital marketing/ lead generation proposal we did recently I thought I’d share because it really is a compilation of recent blog posts in a way. In essence, this is what we do. Introduction. Objectives.
NUSPARK | FRIDAY, JULY 15, 2011
[Differentiation] A Lead Generation Plan Begins With Content Marketing Strategy
What is your value proposition and your differentiation? How will you be differentiated? Here’s a sample excerpt of a digital marketing/ lead generation proposal we did recently I thought I’d share because it really is a compilation of recent blog posts in a way. In essence, this is what we do. Introduction. Objectives.
MARKETING INTERACTIONS | FRIDAY, AUGUST 6, 2010
[Differentiation] Spin Your Marketing Dialogue Wisely
Choice 2: You can re-frame the dialogue in a unique way - one that leads to the same desirable outcome prospects want via a differentiated path that encourages prospects to engage. Often times, I absolutely agree that the outcome they're adamant that they help their customers achieve is indeed correct. Quite often this may surprise you.
HUBSPOT | WEDNESDAY, JULY 24, 2013
[Differentiation] Why Media Companies Are Struggling (And How Inbound Can Help)
As media companies have taken their content and advertising digital, it’s hard for readers to differentiate one media company from the next. But how can you do that in a way that differentiates you from the competition? Some might even call them inbound marketers light years ahead of their time. Why Media Companies Are Struggling.
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. 2. Social
HUBSPOT | SATURDAY, NOVEMBER 15, 2014
[Differentiation] How to Train Your Brain to Learn Faster
Much of sales today hinges on deep understanding of prospects’ industries and problems, and positioning your product or service around personal expertise and insight can do a lot to differentiate you to buyers. This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Inbound Sale
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?
INBOUND SALES NETWORK | TUESDAY, JUNE 12, 2012
[Differentiation] Your Story Sucks… and Your Sales Are Reflecting It.
Good stories are memorable, impactful and differentiate your from your competitors. They differentiate you in such a way that your prospects and customers will never forget you or your story. Harsh? Maybe. Hell Yeah. Your bad story is costing you money in potential sales. ” That is a value proposition not a story.
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.
MODERN B2B MARKETING | WEDNESDAY, JANUARY 28, 2015
[Differentiation] How to Integrate Social Media and Blogging from The Art of Social Media
Now, I’d like to answer a few great questions we received after the presentation: Q: What are the best practices for differentiating between a ‘professional’ social media presence and a ‘personal’ social media presence? A: The reality is that your personal and professional social media presence is one and the same. We hope so. Add drama.
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.
HINGE MARKETING | MONDAY, MARCH 23, 2015
[Differentiation] 10 Essential B2B Marketing Strategies to Grow Your Professional Services Firm
specialization is a differentiator that proves itself. 3) A High Performance Website In today’s professional services marketplace, your firm’s website is one of your most crucial assets. Web and graphic design can influence your audience’s perceptions, aid recall, and swiftly and intuitively differentiate a business.
B2B MARKETING UNPLUGGED | THURSDAY, JULY 25, 2013
[Differentiation] B2B Marketers Need to Pay More Attention to HR Trends
It sounds a little icky, but if we accept that content is a big differentiator, then it makes all kinds of sense to raid the internal knowledge bank first for some Grade A proprietary info. I have never read a romance novel because I’m fairly sure I won’t like it, and I can see plenty of heaving bosoms at soccer any old time.
CUSTOMER EXPERIENCE MATRIX | WEDNESDAY, MAY 4, 2011
[Differentiation] Intuit / Salesforce.com Alliance Is No April Fool's Joke
The revenue differential isn’t as large ($3.5 Am I the only one who missed the April 1 announcement of a strategic alliance between Salesforce.com and Intuit ? For those of us used to thinking of Salesforce.com as the 900 pound gorilla, it’s disorienting to see Salesforce on the Intuit App Center, rather than the other way around.
PUZZLE MARKETER | WEDNESDAY, FEBRUARY 6, 2013
[Differentiation] Strategies for a Successful Paid Search Campaign
That last part is what differentiates this kind of advertising from other forms of advertisements online, such as banner placements on websites. Originally posted here on USSCOSpeaks.com First off, let’s take a step back and understand people’s behavior online. This advertising is known as Paid Search.
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. The management mandate seems clear: Find ways to create more customer value than your competitors.
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?
FEARLESS COMPETITOR | TUESDAY, MARCH 30, 2010
[Differentiation] My thought leadership interview at Marketo
With empowerment of buyers, companies are facing increasing demands to empower their people to have relevant and provocative conversations with prospective buyers. It is getting harder and hard for businesses to differentiate themselves. Jill gave me a great example of how someone might differentiate themselves. Jeff).
HUBSPOT | FRIDAY, APRIL 3, 2015
[Differentiation] 4 Lessons From the Most Purposeful Ads of 2014-2015
Every purchase is mere clicks away; there are increasingly few strangleholds on distribution, proprietary sales territories, patented common goods, price or quality differentials. Advertising used to be about smoke and mirrors. But today, “BEST IN THE WEST” billboards are no longer effective because consumers’ expectations have changed.
MARKETING LEADERSHIP COUNCIL | TUESDAY, SEPTEMBER 11, 2012
[Differentiation] 3 Steps to Better Channel Alignment
As if working with our own direct sales forces isn’t hard enough (just kidding, Sales, we love you!), a huge segment of B2B suppliers also sell through indirect channels – brokers, agents, distributors, etc. Reward quality, not just quantity. Incentive structures are a commonly cited challenge in managing channel partners. Know their customers.
MARKETING LEADERSHIP COUNCIL | TUESDAY, NOVEMBER 22, 2011
[Differentiation] Give Your Channel Partners the Right Incentives
The key to growth for a large portion of B2Bs hinges on suppliers’ abilities to successfully leverage channel partnerships. While simple to administer and easy to track, volume-based incentives often don’t deliver what we want them to. We’ve all heard the saying, “You get what you pay for.” Use the Comments section below to share ideas.
WEBBIQUITY | TUESDAY, JANUARY 6, 2015
[Differentiation] 27 (of the) Best Social PR Guides and Tips of 2014
Noting that “Positioning as a ‘leader’ is generally a difficult proposition because every company claims to be a leaders; if everyone is a leader, then leadership as point of differentiation has lost its luster,” Frank Strong suggests nine alternative positioning strategies that are less shopworn and more defensible.
TRADESMEN INSIGHTS | WEDNESDAY, JUNE 11, 2014
[Differentiation] Are You Putting the WHY Before the HOW in Your Marketing Programs?
typical method of selling these types of products is on price since most users can differentiate the different levels of quality. Traditional marketers are still, for the most part, selling the features and benefits of their products and why they are better than the competition. Ways to make his life better.
GROW - PRACTICAL MARKETING SOLUTIONS | SUNDAY, FEBRUARY 14, 2010
[Differentiation] How do I get a job in social media marketing?
Find every possible way to differentiate yourself! In my role as an educator and an advocate for social media marketing, this is a question I get asked at least once a week. Here are some ideas on how to prepare yourself for a marketing career in the social economy: If you’re just starting out. If you are pursuing a career change.
BIZNOLOGY | MONDAY, NOVEMBER 18, 2013
[Differentiation] How does Vodafone prove digital media’s effectiveness?
Then Vodafone uses weightage to differentiate the various factors depending on the campaign’s goals. (Photo credit: Wikipedia). Vodafone’s objective was to design and take advantage of new technologies and trends to develop a new approach to accurately measure media effectiveness. 350B in spending power. 16 to 19 hours online each week.
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.
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?
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. So there.
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.
WINDMILL NETWORKING | FRIDAY, JUNE 22, 2012
[Differentiation] How Hotels Can Use Video in Unique Ways
In an increasingly visual world, it’s imperative for brands to think outside of the box in order to differentiate themselves from competitors and stay ahead of the curve. Hotels in particular are able to do this in a unique way, since every hotel has some sort of defining quality that sets it apart from others. Social Hospitality Video
HUBSPOT | TUESDAY, MAY 7, 2013
[Differentiation] HubSpot Announces Social Inbox: An Integrated App to Make Social Media Personal Again
She can respond right away and bring up points of differentiation between your company and your competitor on her next call. At HubSpot, we’ve been using social media as part of our inbound marketing strategy since before Twitter was born and back when Facebook was only accessible to students. Social Inbox Custom Notifications.
HUBSPOT | MONDAY, JANUARY 20, 2014
[Differentiation] Marketing Campaigns That Broke the Internet [SlideShare]
For this list, Pouy sought out a mix of innovation, creativity, and differentiation in campaigns. "Do you want to break the internet?". That''s what Grégory Pouy , founder of French digital consulting firm La Mercatique , poses in his latest SlideShare in which he breaks down the best digital campaigns of 2013. Share your opinions below.
THE FORWARD OBSERVER | TUESDAY, JANUARY 6, 2015
[Differentiation] 4 Tricks To Master The Magic Of Modern Lead Generation
The latter can enable a seller to become known, liked, differentiated and trusted by the buyer, making price less of a deciding factor when the decision is made. Do you want to generate more leads from buyers shopping only on price –OR– from prospects looking for your help? If it''s the latter, here''s how. It’s no magic trick. Your Offer.
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).
EB2BLEADS | TUESDAY, MAY 17, 2011
[Differentiation] Generating Profits From Freemium Content
Its a short term sacrifice that builds a long term market position that would be difficult to undermine. 5 – Differentiate yourself, your content and your business. The internet has been scaring business for some time now. Eroded Value. Lowered Expectations. Blocked Revenue. Community Buster.
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.
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.
SALES LEAD INSIGHTS | TUESDAY, JANUARY 5, 2010
[Differentiation] B-to-B Lead generation: What Enterprise-size Companies Should be Doing Differently in 2010
So to generate more business your lead generation strategies must clearly communicate value while differentiating your products and services from the competition and resonating personally with your prospective customers. If you are responsible for business-to-business lead generation at a large company, don’t miss this webcast!
SALES LEAD INSIGHTS | MONDAY, DECEMBER 21, 2009
[Differentiation] Planning B2B Lead Generation for 2010? Attend this Webcast on January 27th
So to generate more business your lead generation strategies must clearly communicate value while differentiating your products and services from the competition and resonating personally with your prospective customers. Are you responsible for B2B lead generation at a large company? We will show you how best to accomplish this, and more.
FEARLESS COMPETITOR | SUNDAY, MAY 13, 2012
[Differentiation] In Sales, less is definitely more. Ditch the Pitch!
Ditch the pitch.The noted sales expert Jill Konrath of SNAP Selling suggests you differentiate yourself by acting as if “You already have the account.” If you don’t ditch the pitch, then your salespeople will fail. That means less and less talking about me and my company. She said “ Tell me what you do.
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.
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?
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?
SYNECORE | SUNDAY, FEBRUARY 15, 2015
[Differentiation] Why it's a Good Time to be a Digital Marketer
In fact, survey respondents cited customer experience as the single most exciting marketing opportunity for 2015; moreover, nearly half (44%) listed CX as the primary way their organization will seek to differentiate itself from competitors moving forward. The Rise of the Digital Marketing Function. CX: Easier Said than Done. Takeaway.
HINGE MARKETING | MONDAY, MARCH 16, 2015
[Differentiation] The Battle for Marketing Talent in Professional Services
Related Stories The Battle for Marketing Talent in Professional Services The New Science of Professional Services Marketing Creating the Ultimate Differentiator: Tools for Business Model Strategy & Innovation. The world of marketing is changing, and it’s happening faster than ever before. Figure 1. Figure 2. It is good news.
B2B IDEAS @ WORK | FRIDAY, JULY 22, 2011
[Differentiation] B2B Aware: This Week in B2B Marketing - Week of 7/18/2011
Win with B2B customers by delivering differential value. D. WEEK OF JULY 18 - 22, 2011 This week in B2B marketing we're sharing our picks for the most compelling content: suggestions for sales and marketing alignment meetings, data supporting the most effective B2B content, award winners, a Google+ overview and more. Take a deep breath.
FEARLESS COMPETITOR | TUESDAY, NOVEMBER 15, 2011
[Differentiation] How to Find Real Talent (Go Beyond the Resume)
Dan Paulson of InVision Business Development wrote this great post. (We reviewed his new book on company differentiation, Apples to Apples , here.) Resumes are poor predictors of people performance. LeadershipIQ found the vast majority of new hires were so-so and almost as many failed. Learn more about Dan here. By Dan Paulson. Amen, Dan.
B2B LEAD BLOG | FRIDAY, OCTOBER 17, 2014
[Differentiation] 3 Points, 5 Questions – Personas Driving Marketing Insight
How many personas are in your decision making unit and do you market to all of them? If so, with differentiated messaging? New year approaching, time to start planning for 2015. The 4 th quarter has started and not only are we working to close out this year strong but we’re also reflecting back on what we want to do better next year.
HUBSPOT | MONDAY, JANUARY 9, 2012
[Differentiation] How a 9-Year Old Successfully Newsjacked the GOP Primary
Here's the CNN interview with Soledad O'Brien: I see several marketing lessons in how the candidates answered, and in the propagation of the story itself: Messaging 101: Be Able to Articulate and Differentiate Your Brand. Most of the candidates chose Superman, which is about as safe as it gets, and missed an opportunity for differentiation.
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.
MODERN B2B MARKETING | MONDAY, JULY 21, 2014
[Differentiation] 5 Reasons to Invest in Interactive Content
Content marketing aims to reach buyers in the awareness stage, differentiate our brands in the consideration stage, and make our brands the clear winner in the selection stage. Author: Dennis Shiao The first time I downloaded a white paper was in 2000. As Mark Schaefer rightfully notes, we live in an age of content shock. have no idea.
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?
BIZNOLOGY | MONDAY, DECEMBER 8, 2014
[Differentiation] Using contests to boost sales enablement
Consider dividing your contest into tiers like boxing does, grouping salespeople together by performance, experience, or any other differentiator. When you want above and beyond results from your sales team, you need to offer above and beyond compensation. One way to do that is by having contests. Define your objectives. Like this post?
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.
HUBSPOT | MONDAY, MARCH 17, 2014
[Differentiation] A Beginner’s Guide to LinkedIn Showcase Pages
Here''s what''s important to know to differentiate Showcase Pages in your head from the other LinkedIn Pages. Having more than one buyer persona is a balancing act. If they''re very different, you may feel like you''re constantly in danger of not giving one enough attention, or confusing your personas with untargeted content. Social Media
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.
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.
MARKETING INTERACTIONS | SUNDAY, JULY 25, 2010
[Differentiation] The Fallacy of No Competition
We all want to think our products and solutions are unique, differentiated and give us a competitive advantage in the marketplace. After all, we're passionate about what we do. We wouldn't be in business if we weren't. But competition often has the characteristics of a chameleon. This perspective has its drawbacks.
MARKETING INTERACTIONS | WEDNESDAY, NOVEMBER 11, 2009
[Differentiation] eMarketing is Not a Formula
That's because every company I work for has uniquely differentiating qualities. I've been asked a lot of questions lately about formulaic approaches to eMarketing. People want some kind of measuring stick to compare their results to those of others. Buyers are not the same. Well, that depends upon who opted in.
CRIMSON MARKETING | MONDAY, OCTOBER 28, 2013
[Differentiation] Why B2B Customers Are Not Hearing Your Brand Message
They are “a great source of information about the degree to which customers see your products as differentiated or worth a premium.” You work extremely hard on creating and maintaining your brand message. But what if your brand messaging doesn’t match up with your customers most valued characteristics? McKinsey ).
VERTICAL RESPONSE | TUESDAY, OCTOBER 15, 2013
[Differentiation] How to Find Your Brand’s Content Marketing Narrative
How do you differentiate yourself from similar brands? Using email marketing and social media allows you to not only provide valuable information to prospective customers, but to showcase who you are and what your business is all about. The secret lies in finding your spark and then fanning it into a fire across everything you 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.
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.
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.
LEAD VIEWS | FRIDAY, NOVEMBER 26, 2010
[Differentiation] Familiarity Breeds Success!!
The Goa markets are of full shops selling similar looking stuff, so the only way, a shopkeeper can ensure he differentiates himself and his offerings from the others and his competitors is by bringing in that personal touch (addressing the customer in his local language) and creating a personal connect. Image courtesy -.
VISIONEDGE | TUESDAY, MAY 20, 2014
[Differentiation] Craft a Killer Sales Playbook
With a practical sales playbook, you can leverage strengths, differentiate offers, prove business value, and ultimately improve your win/loss ratio. The Sales Playbook, Defined. The playbook helps you implement a common sales methodology that leverages the processes used by high performers. The outcome? Diagram the engagement experience.
WEBBIQUITY | TUESDAY, APRIL 22, 2014
[Differentiation] 10 B2B Marketing Lessons from Walt Disney World and Universal Studios
True, this is a reflection of costs, but the magnitude of the price differential is such that there are often behavioral considerations in the mix as well. A few weeks ago, we took a spring break / time-to-thaw-out trip to Orlando. Be true to your brand. but establishing and maintaining a strong brand is nonetheless vital. Well, no. million.
CMO ESSENTIALS | FRIDAY, OCTOBER 17, 2014
[Differentiation] Content Marketing Vampires: What’s Sucking the Life Out of Your Content?
October is a frightening month – from ending on Halloween, to marking the beginning of Q4, it’s 31 days of pure terror. Not only are you hectically hurrying to close out the year on a good note, you’re also pressured to produce your budgeted marketing plan for the year to come. You could be falling victim to the Count of Content Counting.
SMALL MANUFACTURER BLOG | 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! I’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!
HINGE MARKETING | TUESDAY, DECEMBER 9, 2014
[Differentiation] Top Trends in A/E/C Marketing for 2015
Often, this knowledge will consist of many different topics and details: from brand differentiators to style guides to logo usage guidelines to social media policies. Moreover, firms should watch for signs that they may need to redefine their brand for a changing marketplace, such as dated differentiators or an aging website. 4.
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.