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  • 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?
  • MODERN B2B MARKETING  |  WEDNESDAY, NOVEMBER 5, 2014
    [Differentiation] [Quiz] Who’s Your Content Marketing Crush?
    Just take a look at some of the top content marketing thought leaders – they each have certain skills that differentiate them from each other, but they are all still considered “grade A” content marketers. Like most other types of marketing, each person has a different approach that works best for them. Grammar skills? Check! Spelling Check?
  • WEBBIQUITY  |  TUESDAY, SEPTEMBER 21, 2010
    [Differentiation] Content Aggregation: The Future of (B2B and Consumer) Media?
    Content aggregation offers PR firms a way to build relationships with bloggers, increase exposure for their clients through more social media coverage, increase billings by providing clients with a differentiated offering, and serve the market by collecting relevant, independent third-party content on one site. Paper.li Share this on Bebo.
  • CONNECT THE DOCS  |  WEDNESDAY, JULY 21, 2010
    [Differentiation] Marketing is a Mindset
    Marketers who create "experiences" where buyers can engage with them in fun or interesting ways will differentiate themselves. Brands that continue to use outdated, uninteresting methods to shout messages to buyers will get lost and lose market share. What should brands do to keep buyers interested, engaged and loyal. Bernie Borges.
  • FIFTH GEAR ANALYTICS  |  MONDAY, SEPTEMBER 20, 2010
    [Differentiation] Sales Enablement 101 – Getting Started.
    Differentiate Between Global and Local. Kyle Milko. Simply put, Sales Enablement is about providing an organization’s sales force with the information needed to increase sales. Sales people need access to relevant information without having to open up a laptop, boot-up, sign in and spend a lot of time searching for the information they need. 
  • ANNUITAS  |  THURSDAY, JUNE 28, 2012
    [Differentiation] 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 2
    Yes, differentiate yourself from the competition, but be truthful. In our last post , we introduced a list of 9 things marketers need from marketing automation vendors and consultants.  Hence, the list. Our first four things that marketers need from us are…. More education beyond the technology. More transparency. Honest sales pitches.
  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, OCTOBER 7, 2013
    [Differentiation] How do you use social media to promote a boring product?
    They created yet another point of differentiation by WHERE this content was being viewed because it was a wide open space. 'Is your business boring? Here are some products that don’t measure very high on the Schaefer Sexy Scale©: Scissors. Printer cartridges. Blenders. Waterproofing. Shipping containers. This product is burritos. tweet?
  • THE ROI GUY  |  FRIDAY, APRIL 5, 2013
    [Differentiation] How can you Be Provocative without being Arrogant?
    Your Sales teams are even more stressed, to deliver a more compelling reason to be invited earlier, and when invited later, empowered to quickly diagnose customer issues and potentially reframe the decision criteria towards your key differentiators. have to say, time-out. Let me ask you a few important questions about what ails you.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, AUGUST 17, 2010
    [Differentiation] Snooping on Facebook: Not just for stalkers any more
    I have one of the world’s best points of brand differentiation — I’m the only business blogger you know old enough to have a daughter-blogger! Lauren is entering her senior year as a journalism major and has been having some intriguing social media experiences. Hope you have all been doing well. The hunt begins. Found him.
  • MARKETING ACTION  |  THURSDAY, APRIL 3, 2014
    [Differentiation] Find the Right Content Marketing Mix
    More created and curated content and slightly less syndicated content will allow these marketers to differentiate themselves and produce valuable content that builds trust in their brand. Curata surveyed over 500 marketers from both the B2B and B2C worlds about their mix of content marketing. percent created, 24 percent curated and 12.6
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 29, 2013
    [Differentiation] LeadSpace Offers A No-Memory Approach to B2B Lead Scoring
    This is one of the major points of differentiation among vendors in this space, so it’s worth understanding exactly what kind of scores each company provides. 'My discussion last week of Infer , Mintigo , and Lattice Engines raised the question of what other B2B data vendors might be considered Customer Data Platforms. Here’s what I found.
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 28, 2014
    [Differentiation] Your Expo Hall Game Plan: Make the Most of Marketo’s Marketing Nation Summit 2014
    How do you differentiate from your competitors? 'Author: Julie Ritchie If you’ve ever been to an industry conference, you know that expo halls, while full of fun schwag and interesting people to meet, can quickly become overwhelming. That’s why you need a game plan. Plan Ahead. New to Marketing Automation: A Broad Approach. Innovation.
  • THE ROI GUY  |  WEDNESDAY, APRIL 25, 2012
    [Differentiation] Alinean Challenges Frugalnomics to Drive Record 2012 Q1 Performance
    The quarter also saw the return of Alinean’s founder Tom Pisello, the ROI Guy , as he re-engaged in day-to-day leadership, and assumed the role of CEO. There is a new breed of buyer, who is more in control, skeptical and frugal than ever before, a condition we call Frugalnomics ,” said Tom Pisello, CEO and Founder of Alinean.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, SEPTEMBER 22, 2011
    [Differentiation] Know Less About The Product & You’ll Pass More Leads (I Swear It Works)
    You need to teach your reps the elevator pitch (based on value not features), top objections, key differentiators, industry terms and most importantly how to navigate through a company and get to the right person. I talk to a lot of marketing/sales executives that have no idea why their inside team’s lead numbers are down.
  • SAVVY B2B MARKETING  |  WEDNESDAY, AUGUST 10, 2011
    [Differentiation] Savvy Speaks: What's Your Strategy?
    Buying questions are what the prospect asks at the very end of the sales cycle, and they can give you deep insight into both what drives decisions and what truly differentiates you from your competition in your customers’ eyes. We Savvy Sisters believe in planning your work and working your plan. What's a content strategy? Read on.
  • 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.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JUNE 9, 2011
    [Differentiation] InsideView Helps Xactly Corporation Cement Market Leadership
    “We have been able to grow rapidly and increase market share, not only because of our highly differentiated product for incentive compensation, but also how we sell with InsideView,&#. Xactly Improves Sales Win Rate by 10%, Triples Lead Volume and Conversion Rate. This is the power of integrated sales intelligence.&#. Sales 2.0
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, OCTOBER 10, 2013
    [Differentiation] Study Shows SMB Marketers Want to Communicate Value with Metrics
    This is why SMB marketers say the implementation of Modern Marketing best practices will help to increase revenue performance and differentiate with preferred customer experiences. Advertising, engineering, construction, architecture and transportation companies also participated. More SMBs are Becoming Modern Marketers. Action Items: .
  • BIZNOLOGY  |  WEDNESDAY, JULY 30, 2014
    [Differentiation] Is your SEO content suffering from Useless Box Kit Syndrome?
    But you’ll also want to determine how your Title can differentiate your listing and pop off the page. 'Your company is blogging on a regular basis. Your site has all the social media bells and whistles. But sadly, your SEO content could still be pretty useless. was thinking about this after I watched ThinkGeek’s Useless Box Kit video.
  • 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.
  • FEARLESS COMPETITOR  |  TUESDAY, MAY 21, 2013
    [Differentiation] Joint Forrester, ITSMA, and VisionEdge Marketing Survey Finds Marketers are Operationally Proficient but Strategically Stalled
    They work with the world’s leading professional services, technology, and communications providers to generate increased demand, strengthen customer relationships, and improve brand differentiation. 'Most Marketers Measure Marketing Activity and Not Business Outcomes – Marketing Metrics are not working – a study finds.
  • MARKETING LEADERSHIP COUNCIL   |  TUESDAY, SEPTEMBER 11, 2012
    [Differentiation] 3 Steps to Better Channel Alignment
    A key challenge is getting channel partners to sell your products and services the way you want them to and to adopt your messaging and compellingly articulate your value proposition and differentiated value to end customers.  As if working with our own direct sales forces isn’t hard enough (just kidding, Sales, we love you!), Make it easy. 
  • FEARLESS COMPETITOR  |  WEDNESDAY, DECEMBER 14, 2011
    [Differentiation] My review of the book, Find Your Next: Using the Business Genome Approach to Find Your Company’s Next Competitive Edge
    This is the special recipe that will differentiate a company and create a competitive advantage in a new world of unprecedented transparency. 4 out of 5 stars. Just finished my review copy of Find Your Next by Andrea Kates. . recommend this book for top business executives looking for fresh ideas for dramatic growth. Note about our reviews.
  • 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.  This can be particularly challenging because frequently, your marketing priorities do not 100% align with those of your partners.  We’ve all heard the saying, “You get what you pay for.”  Cornerstones B2B Marketing
  • THE ROI GUY  |  THURSDAY, JULY 19, 2012
    [Differentiation] Personalize, Challenge & Engage
    via quantifying the differentiating value and competitive cost advantages of your solution versus competitive offerings. You have two options 1. Receive a sure $800 that I am offering you 2. Take a chance with an 85% chance for you to win $1,000 Which do you choose? So why do most select the sure bet? You” wording works best.
  • ONPATH  |  MONDAY, FEBRUARY 7, 2011
    [Differentiation] Top 10 B2B Tele-Sales Trends for 2011
    Coaching will be the means to differentiate their selling efforts from the multitude of competitors. Article by Jim Domanski, President of Teleconcepts Consulting. Published on January 31, 2011. Follow him on Twitter @telesalesexpert. Nowhere is this more evident than in the world of B2B tele-sales. Here are 10 observations or predictions: 1.
  • VIEWPOINT  |  WEDNESDAY, MAY 2, 2012
    [Differentiation] PowerViews with Paul Gillin: Social Media – Pick Your Spots & Focus
    ” He adds that a major challenge is differentiation by noting, “Good content is hard and expensive because the stakes are constantly being raised. ” He cites the example of infographics that were cutting edge two years ago, but inexpensive, widespread and no longer differentiating today. Social Media: What's Hot?
  • SAVVY B2B MARKETING  |  THURSDAY, MAY 10, 2012
    [Differentiation] B2B Marketers: Are You Delivering a B2C-Worthy Buying Experience?
    According to Caroline Morris with the marketing research organization Sky IQ, " They [consumers] don't differentiate in terms such as channels or devices like marketers do, they are just engaging." The fact that buyers are now in control causes no end of frustration in B2B organizations. B2B Buyers are Consumers Too.
  • 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.
  • MODERN B2B MARKETING  |  WEDNESDAY, APRIL 17, 2013
    [Differentiation] How to Design Emails to Reach the Inbox
    Email deliverability and trust is important to your reputation as an email sender , but what are some best practices to maximize the probability that it reaches the intended inbox and differentiates you from a dreaded spammer? 'by Dayna Rothman When you send out an email blast you hope and pray that it reaches your intended recipients. Forms.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 14, 2011
    [Differentiation] The 8 Stages Of Lead Nurturing Romance
    You’ll want to differentiate yourself. by Jesse Noyes | Tweet this. Happy Valentine’s Day! It’s a day of flowers, chocolates and plenty of dates. So what does dating have to do with lead nurturing ? There are actually some striking similarities. On this day dedicated to love, we take a romantic romp through eight stages of lead nurturing.
  • STORIES THAT SELL  |  THURSDAY, APRIL 21, 2011
    [Differentiation] Eek, My Own Process Broke Down!
    Understand the messages and competitive differentiators that should be reinforced in every customer story. In the customer story process, you can't miss any bases on your way to home plate. After 11 years of working on customer stories, I've become set in my ways. And with good reason. shouldn't have been surprised. The Story. The upside?
  • ENGAGE  |  WEDNESDAY, JUNE 15, 2011
    [Differentiation] Want Your Message to Resonate? Say it Again. Want Your Message to Resonate? Say it Again.
    Differentiate your approach, give more context and vary the storytelling surrounding your message, but stay on point in order to resonate. G rowing up, my mom had to constantly remind me to do the things she needed me to do. On my way back to couch potato land, I’d let her know how much of a nag she was under my breath.
  • WEBBIQUITY  |  TUESDAY, APRIL 5, 2011
    [Differentiation] The “Social Media Certificate” – Smart Move or Scam?
    When companies hire, does having a social media certificate really differentiate a job candidate? Ultimately, social media is a tool. powerful and flexible tool, to be sure, but still a tool. Kind of like other powerful, flexible tools, like…Microsoft Excel. What do you think?
  • SOCIAL MEDIA B2B  |  TUESDAY, NOVEMBER 2, 2010
    [Differentiation] 9 Indispensable B2B Social Media White Papers
    This eBook defines content curation and presents processes, best practices and case studies to help B2B marketers differentiate their brands and gain competitive advantages through content marketing and curation. White papers and eBooks can be helpful resources when they’re well-prepared and provide usable information.
  • FATHOM  |  TUESDAY, APRIL 29, 2014
    [Differentiation] Social Advertising Trends in 2014
    These features don’t bombard the user with unwanted ads and give a clear differentiator between paid and organic results. 'As many social media networks have made the switch to public ownership, the pressure to advertise while simultaneously providing a pleasant user experience has become greater. Pinterest. Instagram. Twitter.
  • MARKETING INTERACTIONS  |  FRIDAY, MARCH 19, 2010
    [Differentiation] Does Curated Content Drive Vendor Preference?
    Actually, if someone else is actually telling your story as their own, then I'd suggest you've got a differentiation issue. I've read quite a bit lately about the suggestion that marketers become content curators in lieu of developing content of their own. Second, they need to be interested enough to digest the ideas.
  • EVERYTHING TECHNOLOGY MARKETING  |  SUNDAY, OCTOBER 10, 2010
    [Differentiation] B2B Market Segmentation – Part 2: How to Approach Segmentation
    Price Sensitivity Do you position your product in segments that are price sensitive and invite vendors to complete on price or segments that pay a premium for a solution that is highly differentiated? In part one of our segmentation series , we discussed the importance of and rationale behind market segmentation. HOW DO I MARKET TO SEGMENTS?
  • E-QUIP  |  MONDAY, JANUARY 28, 2013
    [Differentiation] Are We Clear About Client Service?
    was consulting a regional A/E firm a few years ago that was seemingly committed to making service excellence the centerpiece of its differentiation strategy. One well-known professional services marketing guru stated in an interview that trying to differentiate your firm based on superior client service is not likely to succeed.
  • WEBBIQUITY  |  TUESDAY, JULY 31, 2012
    [Differentiation] Nine B2B Marketing Lessons from College Visits
    Focus on your differentiators. I’ve spent several weekends this summer experiencing the excitement and trepidation of visiting colleges with my eldest offspring. Only the largest b2b enterprises approach that level of sales activity. So, here are several lessons b2b marketers can take from that high-volume learning. Use multimedia.
  • B2B MARKETING ONLINE  |  WEDNESDAY, JULY 28, 2010
    [Differentiation] The magic of integration
    If we accept that knowledge of a customer is even more important than performance of your product, then CRM can be a key differentiator, and a key to business survival. For CRM to really work its magic, integration must be a crucial ingredient. But services such as customer support are only as valuable as the customer views them to be.
  • B2B MARKETING ONLINE  |  WEDNESDAY, MARCH 3, 2010
    [Differentiation] Labelling for Dummies?
    Some brands choose to differentiate visually between their B2B and B2C communications. Labelling or sub-branding is something we come back to time and again in my business. There are many ways of doing this. But is all this necessary? Our own research shows that they do. Labelling is a way of demonstrating this in a very visual way.
  • BIZNOLOGY  |  WEDNESDAY, OCTOBER 8, 2014
    [Differentiation] Social business and the competitive landscape
    Quite often the sole goal of advertising was to differentiate one’s business from that of key competitors, and to point out all their faults. 'It used to be relatively easy to determine who was a competitor and who was not. Competitors were, simply put, one’s rivals. As such, they may make their product available for minimal or no cost. 
  • CMO ESSENTIALS  |  FRIDAY, OCTOBER 17, 2014
    [Differentiation] Content Marketing Vampires: What’s Sucking the Life Out of Your Content?
    Research shows aligning content to specific stages of the buyer’s journey yields 73% higher average conversion rates, as opposed to not doing so, and the Trend Temptress is exactly the kind of monster that would trick you into being on the wrong side of that differential.  You could be falling victim to the Count of Content Counting.
  • WRITTENT  |  MONDAY, APRIL 22, 2013
    [Differentiation] 20 Exclusive Copywriting Tips Even Gurus Will Be Surprised to Know
    Writing web copy that truly stands out from the pack can differentiate your brand online, allowing you to retain an edge in an era of fierce competition. 'Quality content is more than king, it’s the modern equivalent of a life boat. Today’s consumer is savvier and more connected than ever. Split Long Sentences in Half. Play Devil’s Advocate.
  • MANHATTAN MARKETING MAVEN  |  TUESDAY, JULY 30, 2013
    [Differentiation] A Snapshot of Social Media Metrics
    No other tool got more than 20% of responses in an arena where 52% of agencies believe the current tools available are insufficient and seven in ten have trouble evaluating and differentiating between tools.  'Eight out of ten agencies are monitoring social media for clients.
  • VIEWPOINT  |  THURSDAY, AUGUST 22, 2013
    [Differentiation] Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?
    His approach can be applied to marketers and are valuable reminders of what differentiates mediocre marketing from great marketing. 'Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues.
  • BUYEROLOGY  |  MONDAY, NOVEMBER 14, 2011
    [Differentiation] Buyerology Trend: Think BIG Insights vs. BIG Data
      The quest for deeper insights will grow as it becomes the path to finding ways to differentiate in a constantly changing social world.  This is the second in a series of articles planned on looking at buyer trends that will influence marketing and sales in the near and foreseeable future.  The Future. Follow @TonyZambito.
  • INBOUND SALES NETWORK  |  THURSDAY, APRIL 12, 2012
    [Differentiation] Do You Know What Your Customers Want?
    Many focus on their corporate message or their differentiated customer conversation. At the end of the day, all the differentiated messages you can develop and headline changes you can make, won’t make a difference if they’re not connected to what your customers want. This is a very powerful question. Think about it.
  • WEBBIQUITY  |  MONDAY, JULY 15, 2013
    [Differentiation] Funny Business: The Best Digital Marketing Humor, 2013 Edition
    Noting that the concept of a Facebbok phone “looks to be a derivative product developed a few years too late into a market that it can’t differentiate in,” the prolific Jim Dougherty suggests a handful of enhancements that could nevertheless turn this product into a winner, among them: “Game thwart. by Bit Rebels.
  • VOICE-BASED MARKETING  |  THURSDAY, MAY 15, 2014
    [Differentiation] What’s On The “To-Do List” for SaaS Marketers
    This means pitching the basic idea of SaaS products is less of an uphill battle, and messaging should focus more on the details, differentiators, and special features. Because SaaS customers have a basic idea of what they want and need, marketers must approach messaging and campaigns as an opportunity to focus on differentiators.
  • B2B MARKETING TRACTION  |  THURSDAY, FEBRUARY 14, 2013
    [Differentiation] How to Love Your Customers with Inbound Marketing
    Differentiate your company and products. In today’s busy, information congested world, you need to love your customer to stand out. Don’t sell to them, spam them, tolerate or ignore them. Love them. Don’t sell, nurture. Nurture? What does that have to do with marketing? Don’t spam them. 70% are from marketers.
  • THE ROI GUY  |  FRIDAY, AUGUST 17, 2012
    [Differentiation] Build It, They Will Come?
    In any of the campaigns, it is important to differentiate the tool from traditional content, so they know the on-line analysis and resultant white paper deliverable from using the tool will be more personalized and relevant, helping them understand their opportunities and drive the right investment decisions. Why Now?” and “Why You?”.
  • MODERN B2B MARKETING  |  THURSDAY, MAY 1, 2014
    [Differentiation] What the Board of Directors Expects from Marketers Today
    Now that everyone has access to “big data”, it’s the way you use your data that will differentiate your company within your space. 'Author: Brian Kardon We’ve all heard (and will continue to hear) about the increasingly prominent role of the Chief Marketing Officer, or CMO. Here are a few of my favorite takeaways: 1. Use Your Data.
  • MODERN B2B MARKETING  |  WEDNESDAY, APRIL 30, 2014
    [Differentiation] The Colossal Content Marketing Report: Blogging Basics and Beyond
    In fact, you may want to differentiate your blog by posting at a less crowded time. Also, 'Author: Maggie Jones Last week, competitive intelligence platform TrackMaven released their “ Colossal Content Marketing Report ” – an analysis of blogging culture, pain points, analytics, and more. For this report, they analyzed over 1.2 Fair enough!
  • TRADESMEN INSIGHTS  |  WEDNESDAY, OCTOBER 2, 2013
    [Differentiation] Are You Missing out on Mobile Marketing Opportunities to the Professional Tradesman?
    Please note that a recent report by Forrester, “ Don’t Confuse Tablet And Mobile Marketing ,” a B2B marketer needs to differentiate between smart phones and tablets. 'We’ve talked many times about the importance of having a mobile strategy when wanting to reach the professional contractors.
  • REPUTATION TO REVENUE  |  THURSDAY, MARCH 4, 2010
    [Differentiation] TL in 4D: Four dimensions for thought leadership success
    B2B marketers know that thought leadership is essential, especially when selling high-value solutions. Business buyers tune out most traditional marketing, but they are always looking for new ideas. For most B2B firms, however, thought leadership is getting a great deal more lip service than investment. We're still learning, too.    .
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, OCTOBER 6, 2013
    [Differentiation] Joe Pulizzi Shares Principles of Epic Content Marketing
    So how do you differentiate yourself? 'by Amanda Batista | Tweet this Content Marketing isn’t just an important component of your modern marketing strategy. It’s a must-have mindset that dictates how we engage with our audiences. They are bombarded by 5,000 messages a day, and the last thing they want is to be pitched anything.
  • MARKETING ACTION  |  THURSDAY, MAY 9, 2013
    [Differentiation] Email Marketing: Best Practices in a Multichannel, Multi-Device World
    Phil Dolan, CMO of Navicure, spoke about some of his company’s challenges, including complacency and differentiation. 'In the last twenty years, email’s become a well established, stalwart marketing channel with dependable ROI. Hmmm…things marketing automation does well. Just sayin’.). Use trigger emails. Usage encouragement.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MARCH 16, 2011
    [Differentiation] The Four Pillars Of Revenue Performance Management
    Another key differentiator with the RPIs is that they drill-down to a level that allows someone to take action. by Paul Teshima | Tweet this. Every revolutionary business strategy can usually be traced back to an initial challenge. For Eloqua that challenge was in 2002. We were on the path to Revenue Performance Management. Share email.
  • E-QUIP  |  FRIDAY, NOVEMBER 20, 2009
    [Differentiation] Focusing on Your Key Client Relationships
    Evaluate our Positioning What are our relevant strengths, differentiators, weaknesses, vulnerabilities? The Pareto Principle is evident among most A/E firms, with roughly 80% of their revenues coming from 20% (or less) of their clients. Obviously these few client relationships are critically important to the well-being of our firms.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 10, 2011
    [Differentiation] Case study: How one blog post helped me get a job in social media
    Companies have a ton of applicants to choose from and if you don’t differentiate yourself from all the others, you won’t be successful. Antonia Harler is a friend from the {grow} community who blogged and tweeted about her challenges finding a job in social media marketing. And then, it finally happened! And that’s why I’m here today.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, JULY 5, 2013
    [Differentiation] Inside Sales Teams: Don’t Let Your Reps Turn into Droids
    What typically happens when an inside sales rep first gets hired is that the kitchen sink gets thrown their way during training – technical functionalities, competitive differentiators, key benefits, etc. And why should prospects on the other end of the phone show interest or enthusiasm if sales reps haven’t done that themselves?
  • 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 -.
  • THE ROI GUY  |  WEDNESDAY, OCTOBER 30, 2013
    [Differentiation] SiriusDecisions – Scary Late: How to Turn a Big Sales Challenge from Trick to Treat
    If they are later in the process, it is important to differentiate proving you have a lower total cost and delivers superior value. 'I recently had the pleasure of interviewing Jim Ninivaggi, SiriusDecisions’ Services Director for Sales Enablement in a recent webcast ( on-demand here ). The approach focuses on “Why Change?” and “Why Now?”.
  • 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?
  • THE ROI GUY  |  WEDNESDAY, JUNE 29, 2011
    [Differentiation] Who Do B2B Buyers Trust?
    A common debate in B2B marketing is how to create and deliver the right content at the right time to help improve the connection and engagement with prospects and their buying decisions. However, since buyers have been impacted by successive downturns and forced to “do more with less”, they are more pressed for time than ever before.
  • SALES LEAD DYNAMICS  |  THURSDAY, APRIL 19, 2012
    [Differentiation] For an Effective Elevator Speech Obey The 10 Commandments
    Differentiate yourself. Fred the marketing consultant is at a networking event. He’s explaining his business. Mary, the woman next to him, is falling into a boredom-induced trance, a common occurrence at networking events. She will awaken shortly, driven by an uncontrollable urge to run to the bathroom (and get away from Fred). It’s boring.
  • SALES LEAD DYNAMICS  |  THURSDAY, APRIL 19, 2012
    [Differentiation] For an Effective Elevator Speech Obey The 10 Commandments
    Differentiate yourself. Fred the marketing consultant is at a networking event. He’s explaining his business. Mary, the woman next to him, is falling into a boredom-induced trance, a common occurrence at networking events. She will awaken shortly, driven by an uncontrollable urge to run to the bathroom (and get away from Fred). It’s boring.
  • SALES LEAD DYNAMICS  |  THURSDAY, JUNE 9, 2011
    [Differentiation] Do You Have a Brand?
    Your competitors’ offerings, and how you differentiate from them.”.  I used to think a brand was just a logo. also used to think that “branding” applied to consumer products, not to b2b businesses or professional services firms. Wrong on both counts. A brand is a lot more than a logo. And it’s more than a niche. It’s your reputation.
  • DIGITAL VOICES  |  SATURDAY, SEPTEMBER 11, 2010
    [Differentiation] Enterprise Content Management Vendor Predictions
    The market is primed for a SaaS (Software as a Service) based approach to ECM, so this might be a potent platform differentiator for Big G. The Enterprise Content Management (ECM) space is really starting to consolidate. For enterprise customers, these acquisitions may mean some pain and trepidation in the short-term. Form content). Hurry up.
  • MARKETRI  |  WEDNESDAY, SEPTEMBER 19, 2012
    [Differentiation] Can You Handle the Truth? Realize Greater Future Marketing Success with a Comprehensive Marketing Assessment
    Finally, as marketers we simply cannot help but ask, “What are your key differentiators?” ” Inconsistent messaging and content can lead to both internal and external confusion about a company’s differentiators and unique selling proposition. Judge: You don't have to answer that question! You want answers?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, MAY 14, 2013
    [Differentiation] A Simple Teleprospecting Pitch Can Be Easier Than You Think
    Working with some of the brightest sales and marketing minds out there has helped to provide us fresh perspective on how to differentiate your product from the masses. The consistent challenge we see is being able to present those differentiators in a short 15 seconds window. Prospects will appreciate this. 2) Keep it simple!
  • ILLUMINATING THE FUTURE  |  TUESDAY, MARCH 22, 2011
    [Differentiation] Level the Field, Win the Deal
    Differentiated? What's impeding your growth and undermining your success? Well, there's one detrimental factor I'm seeing quite a bit these days. I'm wondering if it's an issue that you face. What I'm seeing is companies failing to position themselves as thought leaders on the issues that matter most to their potential clients. Let them.  .
  • WRITTENT  |  MONDAY, JULY 7, 2014
    [Differentiation] The Only 7-Step Guide to Creating Content You’ll Ever Need
    Essentially, keyword research is a tool for differentiating your content creation, and providing better value within your verticle. Your graphic design skills don’t need to be super sophisticated, but any effort at all to create custom visual content will differentiate your blog from companies that rely on stock photos. 'Image source.
  • DIGITAL B2B MARKETING  |  TUESDAY, AUGUST 30, 2011
    [Differentiation] The Importance of Woozles in B2B Marketing
    To differentiate audience perception from logos and names (often referred to as brand elements) or branding (often referring to traditional advertising), we will refer to these behavior-changing perceptions as your Woozle. With complex buying processes, multiple stakeholders, and a high touch sales process, how important is a brand?
  • B2B MARKETING UNPLUGGED  |  MONDAY, AUGUST 11, 2014
    [Differentiation] The Revenge of the Content Monster
    The people wanted differentiation. 'I think it is fair to say that marketers have unleashed some pretty horrible things on the world over the years. New Coke, plug-in air fresheners, negative option billing, scent strips, greeting cards that make noise and those little family icons on the backs of cars come immediately to mind.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, FEBRUARY 2, 2010
    [Differentiation] Can Old Database Marketers Learn Digital Tricks?
    Control is also a major differentiator when it comes to marketing measurement. Summary: Database marketing and digital marketing are more different than it seems. It's hard for experts in one to adjust to the other. This is an important topic, so I thought I’d return for a closer look. Sorry for the rant.
  • HUBSPOT  |  SUNDAY, OCTOBER 5, 2014
    [Differentiation] 5 Industry Changes Keeping CMOs Up at Night
    Access to data and ownership of this data is becoming a point of differentiation, and brands are going to be more selective about who and which agencies have access to their information. 'This post originally appeared on The Agency Post. To read more content like this, subscribe to The Agency Post. Change. No one pleads for more data.
  • WEBBIQUITY  |  TUESDAY, MAY 14, 2013
    [Differentiation] 30 Awesome Blogging Guides, Tips and Resources
    How can you differentiate yourself from others who are blogging in your niche?”). How to Differentiate Your Content by Geoff Livingston’s Blog. 'Despite the occasional “death of blogging” pronouncements (often made, ironically, in blog posts), blogs remain the core of a robust social media strategy. Why Blog.
  • GREAT B2B MARKETING  |  THURSDAY, NOVEMBER 21, 2013
    [Differentiation] The Criteria of an Effective B2B Marketing Offer
    There are ways to stand out from the crowd, such as having a strong and differentiated product and precise targeting of the potential audience. 'B2B marketing is always challenging, but even more so when you are in a crowded market space filled with tough competitors. The offer is the “What’s in it for me?”
  • GREAT B2B MARKETING  |  WEDNESDAY, DECEMBER 12, 2012
    [Differentiation] Marketing Life Lessons
    One great way to do this is to make sure that you have a differentiated and compelling message and communicate it relentlessly through multiple media. There are some lessons learned in life that apply strongly to marketing (and vice versa).  Here are five for your consideration. Lesson 1:  What you don’t know can hurt you.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JULY 14, 2011
    [Differentiation] Don't Take "No Budget" For An Answer.
    If someone tells you they are all set because they are using "xyz" instead.you most likely have ways to combat that by describing what differentiates your product. Aside from "using a competitor.", the "no budget" response is one of the topobjections that I had to deal with in my cold calling days. It's also one of the toughest to overcome.
  • LEAD VIEWS  |  FRIDAY, JUNE 17, 2011
    [Differentiation] Build Lead Personas For Better Lead Nurturing
    So what is it that really differentiates a lead nurturing activity from your regular email marketing activity? Lead nurturing is an important aspect of B2B marketing and plays a pivotal role in the conversion of leads into qualified leads and qualified leads into customers. Developing personas. Image courtesy – Toon Pool.com.
  • WEBBIQUITY  |  THURSDAY, FEBRUARY 23, 2012
    [Differentiation] 34 (of the) Best Google+ Tips, Tactics and Guides of 2011
    Mark Burgess explains how small business can build trust and creatively use circles on Google+ (“This insight [that people prefer to share specific information with specific groups of friends or followers] led to the creation of Google+ circles, a major differentiator between Google+ and Facebook.  It will fundamentally change SEO.
  • VERTICAL RESPONSE  |  THURSDAY, JUNE 12, 2014
    [Differentiation] Online Banner Ads: Out with the Old, in with Interactive
    Anytime you can differentiate yourself, it’s a win. 'The world of online advertising is evolving. Soon those rectangular display banner ads that sit at the top of your screen will disappear and new interactive ads will take their place. After all, display banner ads have been around since the early 2000s. Sign up for the free VR Buzz.
  • MARKETING ACTION  |  TUESDAY, APRIL 16, 2013
    [Differentiation] Linking Content Marketing to Sales Results: Ian Michiels’ Webinar, Thursday April 18
    Ian’s webinar will include a discussion of how to measure inbound as a profitability lever, attribution, the cause and effect relationships between content and sales, and how to differentiate your content from your competitors’, all leading to understanding which bait works, which leads to economies of scale.
  • B2B MARKETING INSIDER  |  TUESDAY, DECEMBER 20, 2011
    [Differentiation] How To Generate ROI (Return On Interesting) With Content Marketing
    But they typically aren’t very  engaging  or  interesting , and do little to differentiate the company from other vendors. Lately I have been having some very passionate discussions about the best place to start in Content Marketing. Do you start with products, personas or topics? So you can eliminate product as the starting point.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, OCTOBER 12, 2012
    [Differentiation] Lead Scoring Best Practices
    Differentiate high scoring activities like clicking on contact us or how we help tabs from low scoring activities such as clicking on about us. Remember when sales reps used to track sales progress on Excel spreadsheets? CRM has become such a massive part of our sales process that those days seem long gone. Normalizing Definitions.
  • SAZBEAN  |  TUESDAY, MARCH 11, 2014
    [Differentiation] Rethink The Psychology of Your Calls to Action
    By recognizing these factors in CTA psychology, you and your company will be able to understand and differentiate what works well for your visitors and what achieves the most conversions. Color  Color is a huge factor in CTA button psychology. For a look at how color choices can affect your marketing, take a look at this infographic.
  • 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.
  • MODERN B2B MARKETING  |  WEDNESDAY, JUNE 26, 2013
    [Differentiation] 5 Creative Ways Cloud Software Companies Can Market Throughout The Customer Lifecycle
    The self-service trial is, therefore, a powerful differentiator for Cloud software as customers can immediately take it for a test drive. Many cloud service providers see this as a chance to differentiate themselves in the marketplace and establish trust and credibility with their customers. Engage throughout the customer lifecycle.
  • MODERN B2B MARKETING  |  WEDNESDAY, JUNE 5, 2013
    [Differentiation] Don’t Get Left Behind: The Rise of Digital Marketing in Financial Services
    Trend – The nature of financial services products make offerings easy to copy and hard to differentiate. This not only engages clients more and with higher results, it differentiates firms from those who are ignoring this growing trend. 'Author: Fab Capodicasa Every business is different. Mobile Marketing is Exploding.
  • THE ROI GUY  |  THURSDAY, MAY 1, 2014
    [Differentiation] The Three E's of Boosting Sales Productivity
    2) A Failure to Advance: As a result of not being able to provide valuable insight or differentiate the value of their solutions to buyers, up to 80% of marketing leads don''t advance , and only 7% of sales reps get a 2nd meeting , this according to research by Forrester.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, JULY 11, 2010
    [Differentiation] Why your company may not need social media
    As a marketer, we want to increase sales by promoting these points of differentiation.  Let’s have some fun with my buns.  Cinnamon buns, that is. One of the myths we recently discussed on {grow} was the claim that every business needs to use social media in its marketing strategy. One key is industry structure. Attentive Service.
  • JUNTA 42  |  THURSDAY, DECEMBER 15, 2011
    [Differentiation] 15 Reasons Why Marketers Don’t Use Content Marketing
    Before defining what we want to see in results, we need to first understand the need, define how big the need really is, organize the business model, understand what your differentiating value really is to your customers, and define the risks involved. Had some fun today going through my archived blog posts and this one stuck out. Little.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 18, 2012
    [Differentiation] Inside Sales Reps: How Is Your Relationship With Your Sales Team?
    Throughout my conversation with this prospect, it struck me that one of the biggest differentiators we have from our competitors are the relationships we have developed, not only with our clients marketing teams but with their sales reps as well. Being a Business Development Rep at AG is more than just making dials and passing leads.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 10, 2012
    [Differentiation] Suggestions For Changing Habits Of An Ineffective Sales Employee
    ” Whatever alternative scenario you can dig up will help differentiate yourself from the “rest” and help stop your prospects from acting like they’re too busy for you to be heard. Try saying something like, “Did you see the Bloomberg report about your customer X who just won a $2M bid with XYZ Company?
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, DECEMBER 19, 2011
    [Differentiation] Effective Email Strategies: It’s all about the Subject Line
    In thinking about the thousands of listeners that were reaching out to the host via email and phone, this rep knew she really needed to differentiate herself in such a way that would get his attention. This week, I’ve decided to discuss an interesting scenario that a business development rep on my team stumbled across last week.
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