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  • 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.
  • 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.
  • 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.,
  • 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.
  • BUYEROLOGY  |  MONDAY, NOVEMBER 1, 2010
    [Differentiation] The Design of Buyer Experience
       As products and services are subjected to increasing entry into the level playing field we call commodity, differentiation is made in designing innovative buyer experiences.  Cover via Amazon. The expression “monumental shift” is a powerful one. 
  • 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.
  • HUBSPOT  |  THURSDAY, MARCH 8, 2012
    [Differentiation] 7 Components That Comprise a Comprehensive Brand Strategy
    If it doesn’t tie back to your brand's message, you will have trouble differentiating yourself from competitors. By harping on every move your competitor makes, you lose that differentiation. Your brand’s strategy should be based on company goals. So is your company's brand strategy smooth like Bond? Play the word game.
  • SAVVY B2B MARKETING  |  FRIDAY, OCTOBER 21, 2011
    [Differentiation] Savvy Week in Review - October 21
    Eric Wittlake sparks a terrific discussion by putting forth his belief that content is now the norm, not a differentiator. We can't believe that another week has flown by. If you're like some of us, you've been soaked in rain the last couple of days, so it's been nice to be indoors. catching up on the blogosphere, of course!
  • 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.
  • JUNTA 42  |  SATURDAY, DECEMBER 27, 2014
    [Differentiation] This Week in Content Marketing: Here’s What Verizon Should Have Done with SugarString
    Robert sees this as a sign of the accelerating pace of change in big media. I see it as a failure of strategy, in trying to play the same game as BuzzFeed rather than differentiating itself. PNR: This Old Marketing with Joe Pulizzi and Robert Rose can be found on both iTunes and Stitcher. This week’s show. Content Marketing in the News.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, APRIL 6, 2012
    [Differentiation] Hunger Games and Sales - How to Make the Odds Ever in Your Favor
    In inside sales, a quality list or training and direction from your mentor can be the differential in whether or not you make bonus. In the hungry and cut throat world of sales, you have to be smart about how you play the game. The keys to success are the tools and support you must employ to find your opportunities. &rdquo
  • 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.
  • CONNECT THE DOCS  |  TUESDAY, DECEMBER 8, 2009
    [Differentiation] ClickLaunch: Jonathan Kantor's Crafting White Paper 2.0
    Jonathan Kantor: There are four things that clearly differentiate The White Paper Company from other white paper writers/marketers: An exclusive focus on white papers. As the number of short, all-text white papers proliferates across the web as a result of driving the cost downward, design will become a new strategic differentiator.
  • 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.
  • 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.
  • EMAGINE B2B BLOG  |  THURSDAY, JUNE 11, 2015
    [Differentiation] Digital Awesomeness Series: Sales & Marketing Collaboration. For Real.
    There might not be a clear differentiation between sales and marketing responsibilities. Up until now, it seems as though most companies (agencies included) separate the roles of sales and marketing. The discussion was largely theory and we didn’t see the realization of it. Why is this, you ask? How can B2B’s adapt to this change?
  • 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.
  • 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. 1.
  • LEADERSHIP  |  WEDNESDAY, AUGUST 5, 2015
    [Differentiation] Cost of B2B Lead Generation Services —Why Do they Vary So Dramatically?
    The true definition of a qualified lead is one that is “actionable” , so a qualified B2B lead can be used to start a meaningful dialogue with a potential customer, but the differentiator is that it has a far greater chance of resulting in a sales conversion. Why You Must Resist the Lure of Cheap Data. Cheap data is ultimately expensive.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, OCTOBER 6, 2013
    [Differentiation] Joe Pulizzi Shares Principles of Epic Content Marketing
    Deliver on that promise.  It’s hard to take, but your product is most likely no better than anything else out there.  So how do you differentiate yourself?  By what you say and the stories you tell. by Amanda Batista | Tweet this Content Marketing isn’t just an important component of your modern marketing strategy. That’s it.
  • 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!
  • SALES INTELLIGENCE VIEW  |  THURSDAY, OCTOBER 18, 2012
    [Differentiation] New Playbook: Lead Qualification with Sales Intelligence
    Read why Discipline, Determination, and Curiosity differentiate the cream of a crop of job candidates. As technology and social media continue to disrupt traditional sales methodologies, many companies fall behind in their business strategies – and their sales results show it. How is your company adjusting to modern sales tools?
  • 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?
  • SAZBEAN  |  WEDNESDAY, NOVEMBER 17, 2010
    [Differentiation] How P&G Designed Success with the Old Spice Guy Campaign
    Smell was clearly an important differentiator. Proctor & Gamble (P&G) came to the Ross School of Business at the University of Michigan about their recently successful Old Spice guy campaign. These thoughts were gleaned from that presentation. They also knew what attributes made their product stand out.
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 2, 2014
    [Differentiation] Things We Can Learn From The McDonald's vs. Taco Bell Breakfast Marketing Wars
    For example, defining your value prop and your differentiators is much easier when you can juxtapose those things against established competition. If you''ve watched any TV in the last 3 or 4 weeks you''re probably aware that Taco Bell now serves breakfast. And they''re not just passively promoting their food. The war is on. Just sayin''.
  • NUSPARK  |  THURSDAY, AUGUST 22, 2013
    [Differentiation] The Many Roles of an SEO Professional; What an SEO Tactician Does
    Keyword tools help us identify these, but it starts from being an expert on your products and services, and how they differentiate from competition.  . What is a search engine optimization tactician. We are Content Strategists. We tell you how to organize your content, and will recommend new content if needed, especially with blogs.
  • 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?
  • HUBSPOT  |  TUESDAY, FEBRUARY 24, 2015
    [Differentiation] 8 Rookie Mistakes You Might Be Making With Buyer Personas
    There should be clear differentiators between each persona -- the whole idea of creating personas is to create an experience that resonates with each of them. Sure, demographic information is important to include, but it’s not the information that should differentiate your personas. Creating too many personas can be really tempting.
  • BLOG MY CALLS  |  FRIDAY, SEPTEMBER 27, 2013
    [Differentiation] The Call Tracking Landscape
    And while there are a few minor differences between these companies—basically boiling down to UI, reporting, and integration techniques--ultimately, there are no major differentiators. When we launched LogMyCalls in the Summer of 2012, we joined about a dozen serious call tracking competitors. Call tracking doesn''t change that much. Period.
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 4, 2015
    [Differentiation] Why Website Engagement is the New Marketing “Must-Have”
    This will help secure your company’s position as an industry thought-leader, and encourage prospects to return to your website multiple times to educate themselves about your offering and differentiation—ultimately becoming truly qualified leads. How crucial is website engagement to revenue generation? Wouldn’t that be grand?
  • ENGAGE  |  TUESDAY, MAY 17, 2011
    [Differentiation] 4 Lessons from Matt Drudge on Serving Your Audience
    Hone your differentiating skill. Q uick: what’s black and white, ignores SEO, scoffs at design best practices and is one of the most wildly successful websites in history? If you guessed Craigslist.org you earn partial credit (only because their SEO is formidable). If you guessed DrudgeReport.com , congratulations, you go the lightning round.
  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, AUGUST 8, 2010
    [Differentiation] Can you answer the most painful question in marketing?
    The other night I was having a beer with a friend who is a beginner blogger. He was lamenting that he was not attracting many new readers or comments. I let him go on for awhile but finally had to hit him with the most painful question in all of blogging … marketing… perhaps in all of business: “What makes you special?&#.
  • 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. I was thinking about this after I watched ThinkGeek’s Useless Box Kit video.
  • 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.
  • AVITAGE  |  FRIDAY, JUNE 15, 2012
    [Differentiation] New Thought Leadership Metric for Buyer Driven Markets
    The new realities of B2B marketing has made thought leadership, and the development of big ideas, an important differentiator.  The new realities are also driving a change in buyers’ expectations.   Buyers want relevant and actionable content that enables them to turn big ideas into operating realities.
  • CLIENT BRIDGE  |  THURSDAY, AUGUST 4, 2011
    [Differentiation] Consumer Behavior Secrets to Grow Sales
    Everyone in your organization should be able to articulate what your brand essence and points of differentiation are. From Jamie Turner on the Hubspot Blog, here are some tips about why people pick one brand over another. People buy for emotional reasons, then rationalize the purchase with logic." Most buy because of how it makes them feel.
  • 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.   If you want to be seen as a thought leader in your industry, or a trusted advisor to businesses trying to solve problems, then it’s all about content.  Image by Getty Images via @daylife. Today, 89% of B-to-B marketers in the U.S. What should I be doing,” they ask. 
  • 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.
  • GREAT B2B MARKETING  |  FRIDAY, MAY 31, 2013
    [Differentiation] B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different
    Differentiation is still a challenge. Last week, I attended a major technology conference on behalf of a B2B software client. Here are a few observations. What is the same: Booth giveaways can still attract an audience. Almost every vendor at the show I attended had a giveaway offer of some type. Trust me on this one. ROI is crucial.
  • CK'S B2B BLOG  |  SUNDAY, MAY 16, 2010
    [Differentiation] Want ROI From Today's Technologies, Marketers? Don't Just Show Up (participation), Step It Up (innovation).
    Innovative programs differentiate your brand, provide unparalleled value to your audiences, and pull customers to you vs. push more messages at them (that many times serve only to push them further away). Many B2B marketers advocate for companies to integrate emerging technologies into the marketing mix. Naturally, I count myself among them.
  • 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!
  • 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?
  • FIFTH GEAR ANALYTICS  |  MONDAY, AUGUST 16, 2010
    [Differentiation] Winning With Customers – B2B Playbook Review
    George Hollister. I’m reading a newly published book – “Winning with Customers – A Playbook for B2B” by Keith Pigues and Jerry Alderman.  Before we can understand how to win with customers, we need to first understand why we lose.   Start with “Friendlies”. What value-premium are you bringing to your customers? Tweet This! Digg this!
  • WRITTENT  |  FRIDAY, JANUARY 17, 2014
    [Differentiation] 8 Deep Questions to Define Your Blogging Strategy
    You’ve got to differentiate. Defining the deeper aspects of your blogging strategy means you need to understand the content that’s already being created in your niche, and be prepared to differentiate.  The majority of blogs aren’t a success. But really, those are just competencies and best practices. What’s Your Brand in a Word?
  • 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.
  • MARKETING INTERACTIONS  |  TUESDAY, AUGUST 11, 2009
    [Differentiation] Why Buyers Need Educational Content
    With the commodity status of many products, differentiating by price seems the easiest way to choose when the belief is that all the products they can choose to buy enable the same outcomes. I was reading the July/August issue of Selling Power when I came across the article, Well Worth the Price. Price is understood. And therein lies the rub.
  • JUNTA 42  |  FRIDAY, JULY 16, 2010
    [Differentiation] Create Your Own Content Category
    Are you truly providing anything that will differentiate you from your competitors, over the thousands of other messages out there your customers are possibly engaging with? One of the tenets to delivering higher purpose content marketing is to develop your own content category. What do we do?". Citrix created the category. Think about it
  • FEARLESS COMPETITOR  |  WEDNESDAY, NOVEMBER 30, 2011
    [Differentiation] The BIG problem in job search – finishing second…and what to do about it
    That enables you to change the entire process – and differentiate you from the other job seekers. I usually write about B2B demand generation and marketing, but I’m sick of hearing the lament from senior level job seekers. They tell me about a great opportunity, and then weeks later I learn they lost out. But only one frame wins. Want
  • 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.
  • BLUE FOCUS MARKETING  |  THURSDAY, AUGUST 27, 2015
    [Differentiation] AMA Content Marketing Workshop Coming to Charlotte, NC Taught by @mnburgess
    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. Register before Sept. 24, 2015 for early registration fee! I am proud to announce that, on Oct.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JULY 30, 2012
    [Differentiation] 5 Ways To Maintain Your Clients
    If you don’t make any changes year after year, you will keep delivering the same results, and in a competitive market, you need to do whatever it takes to differentiate yourself from the competition. While some factors are out of our control, there are many steps we should take in order to retain clients as long as possible.
  • ENGAGE  |  WEDNESDAY, JULY 2, 2014
    [Differentiation] So You Want To Be A Thought Leader?
    If everyone’s trying to be a thought leader, how can you differentiate yourself and your organization and really be an authoritative and influential voice in your industry? Differentiate yourself from your competition. Probably one of the most oft-used buzzwords of the moment, ‘ thought leader ’ turns up more than 43.5 Be authentic.
  • HUBSPOT  |  WEDNESDAY, DECEMBER 7, 2011
    [Differentiation] The Ultimate Cheat Sheet for Creating Social Media Buttons
    But with so many social media platforms providing their own individual content sharing and follow buttons, it's often difficult to differentiate between which social media button to use for what purpose. Social media is an extremely valuable tool for promoting your great marketing content. Be confused no more! Official Twitter Follow Button.
  • VERTICAL RESPONSE  |  THURSDAY, MARCH 12, 2015
    [Differentiation] 5 Ways to Create Added Value for Customers
    Added value is an important tactic that can be used by small businesses to acquire and retain customers , increase brand awareness, and differentiate one’s place in the marketplace. Don’t know where to start? Here are five ways to create added value that can be easily implemented into your business plan today: 1.
  • 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.
  • 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.
  • BIZNOLOGY  |  MONDAY, DECEMBER 1, 2014
    [Differentiation] Is your company ready for higher standards of behavior?
    If you do it now, you can actually crow about how consumer-friendly you are–it can be a differentiator. But I think it is hard to argue that businesses aren’t more ethical. Some will scream at this notion and say that businessmen are evil. Some are. Undoubtedly there are many conscience-free business people walking around.
  • MARKETING INTERACTIONS  |  WEDNESDAY, JUNE 2, 2010
    [Differentiation] Take Your Content Strategy Up Stream
    Differentiating your company requires constant evolution with the entry of new player and product that closes the gap on your market advantage. During the Q&A of the Content is Marketing Currency Webinar, sponsored by GoToWebinar today ( #CntCrncy ), a question arose that I don't think I did justice. This is a great question!
  • CONVERSIONATION  |  TUESDAY, JULY 26, 2011
    [Differentiation] The Humanization of User Experiences: the Emotional and Personal Must
    In fact, it’s not even about companies, it can be about those few individuals that are very human in their interactions with customers and really can be the differentiators in a company. How genuinely human can a business be? How much does a business take human values into account? Fortunately, they are becoming exceptions.
  • 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. They may even be relegated to people who lack the authority, influence or ambition to champion a new approach. . We should know. Provocative?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, OCTOBER 10, 2013
    [Differentiation] Study Shows SMB Marketers Want to Communicate Value with Metrics
    This is why SMB marketers say the implementation of Modern Marketing best practices will help to increase revenue performance and differentiate with preferred customer experiences. Advertising, engineering, construction, architecture and transportation companies also participated. More SMBs are Becoming Modern Marketers. Action Items: .
  • SALES CHALLENGER  |  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.
  • 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.
  • AVITAGE  |  WEDNESDAY, SEPTEMBER 5, 2012
    [Differentiation] Asking the Right Questions of Your Marketing Scoreboard
    Knowing what questions to ask of your metrics differentiates successful marketing programs from the money pits.  Your marketing metrics, or your scoreboard, should measure both activity and results.  Unfortunately it is the hidden insights into the relationship between the two that creates actionable intelligence. 
  • 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
  • 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.
  • 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.
  • SOCIAL MEDIA B2B  |  MONDAY, JULY 25, 2011
    [Differentiation] 5 Ways To Influence B2B Group Buying Decisions
    One of the biggest differentiators in B2B marketing is that a B2B purchase decision is not usually a solo effort. It is a group decision. In most cases a team of people review the potential purchase, and in many situations there’s a senior level person who has to approve the purchase. Competitive Information. Unique Benefits. Value.
  • 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!
  • TYPE A COMMUNICATIONS  |  TUESDAY, SEPTEMBER 16, 2014
    [Differentiation] Sales and Marketing: Moving From Content to Conversations
    Tim Riesterer nails it when he says that sales people are the last bastion of what differentiates you from your competitors. September 16, 2014. Equipping B2B sales teams with the relevant content that helps them have long-term conversations with buyers is hard. Few marketers understand the strategy behind it and even fewer execute it well.
  • KOMARKETING ASSOCIATES  |  FRIDAY, NOVEMBER 15, 2013
    [Differentiation] 5 Must-Watch Google Webmaster Videos for the B2B Marketer
    The bottom line: Google knows how to differentiate between natural and paid links; the latter are usually off-topic, keyword stuffed, and include keyword rich anchor text. Every search marketer has a go-to industry source that they rely on for thought-provoking SEO content. Underrated Content Marketing Assets for B2B SEO. Schema 101.
  • 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.  When the contact with someone is this infrequent, it is awkward to strike up a conversation.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MAY 27, 2011
    [Differentiation] What PR Pros Can Learn from The Huffington Post
    by Joe Chernov | Tweet this The Huffington Post built a media empire on the back of the digital zeitgeist.  The blog’s hiding-in-plain-sight genius involved a nose for water cooler conversation and an eye for resultant keyword searches. For the sake of comparison, Newsweek sold for $1. Normally this development would be shared solely with users. 
  • 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. Work the body.
  • SALES LEAD DYNAMICS  |  TUESDAY, JANUARY 4, 2011
    [Differentiation] The Phone Has Stopped Ringing. Now What?
    Differentiate between “deliverables” (a marketing plan) and benefits (more revenue). When times were good, many successful professionals didn’t need a well defined niche. All their business came via “R & R” (Repeat and Referral). They relied on their reputations and connections. The The phone rang. Business flowed in. What’s Your Niche?
  • KOMARKETING ASSOCIATES  |  THURSDAY, JUNE 27, 2013
    [Differentiation] Ways B2B PPC Advertisers Deal with Ad Blindness on Google AdWords
    B2B customers and searchers are literally bombarded with advertisements every day through all different types of media, so it’s important that advertisers take every and any step they can to differentiate themselves from the competition.  . We can do this by  maximizing geography  and  ensuring visibility. Maximize Real Estate.
  • FATHOM  |  WEDNESDAY, FEBRUARY 26, 2014
    [Differentiation] The Importance of Establishing a Strong Brand Identity
    Accompanied with intricate audience persona research and development, mapping out your core values, mission statement and differentiators will guide you as you map out your company’s exterior-facing identity. Why it is so imperative to establish and define a brand image? First, you must understand that a brand is a promise. brand is an asset.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JUNE 20, 2013
    [Differentiation] The essential guide to hiring a marketing specialist … when you’re not a marketing person!
    You’ll want to ensure that the professional you hire has knowledge of basic marketing concepts like positioning, segmentation, and differentiation.  By Debra Andrews, {grow} Community Member. This is a time of cataclysmic change for businesses — large and small. How do you find the right person to lead this charge? Positioning.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 26, 2014
    [Differentiation] Why Modern Marketers Fail at Big Data
    Groupon had gauged success solely on sales; they didn’t take market differentiators into account when expanding. (and how to stop failure from happening). You can find her on Google + ! Radius offers a marketing platform built on top of a database that sorts through billions of data about U.S. businesses each day. Duck Dynasty. Esurance.
  • 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. 
  • JUNTA 42  |  SATURDAY, AUGUST 15, 2015
    [Differentiation] This Week in Content Marketing: The Sad Future Reality of Brands Battling for Advertising
    We discuss what differentiates it from other live video services, and debate what the next steps will be in Live’s expansion. PNR: This Old Marketing with Joe Pulizzi and Robert Rose can be found on both iTunes and Stitcher. We wrap up the show with a #ThisOldMarketing example of the week from Arch Shaw. This week’s show.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 27, 2015
    [Differentiation] Beyond the Hype: 3 Steps to Making Account-Based Marketing Work for You
    It uses ABM to target large, differentiated groups of named accounts, which are mostly high schools and colleges. Author: Mike Telem Account-based marketing (ABM) is the latest buzzword to hit the industry. In a nutshell, ABM is about focus. One customer’s experience in particular is shared later in this post. SchoolDude: ABM in Motion.
  • MARKETING CRAFTMANSHIP  |  FRIDAY, JUNE 19, 2015
    [Differentiation] Making the Short List: Get into the B2B Game or Go Home
    Your B2B firm must find meaningful ways to differentiate itself and showcase tangible assets. There are many ways to differentiate yourself in a competitive marketplace, but most often they require some original thought, clever packaging and elbow grease. You see this big pile of applications?” he chuckled.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, OCTOBER 24, 2012
    [Differentiation] Greetings from CEB Summit 2012!
    Marketing must begin to harness this information in a way that actively challenges customer assumptions about how their businesses work, and subsequently use this new understanding to point to unique supplier differentiators. Hello from Las Vegas! Let’s break this down a bit. Your competition is your competition, right? The internet.
  • 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.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, MAY 30, 2012
    [Differentiation] Manufacturers – Do you Have These Five Essential Website Elements?
    Show Off Your Facility & Processes - It’s important to use your website to show off what differentiates you from the competition. With all the marketing activities we are all doing today, we sometimes forget to review some of the old standbys like your website to make sure it’s current. Enjoy.
  • 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.
  • FEARLESS COMPETITOR  |  SUNDAY, MARCH 13, 2011
    [Differentiation] Sunday thoughts
    It is about differentiating your company and creating remarkable content. (So people start remarking to each other.). Brain-dead marketers are everywhere. Looking for instant results in B2b lead generation ? It ain’t there. I’m shocked at the number of companies who expect instant results. It ain’t happening. Nothing.
  • HUBSPOT  |  THURSDAY, MARCH 8, 2012
    [Differentiation] Why You Need Marketing Analytics, Not Web Analytics
    Let's highlight three of the main differentiators: 1. As you learned earlier, a key differentiator between web analytics and marketing analytics is that the latter uses the person -- not the page view -- as the focal point. Measuring marketing effectiveness has always been a challenge. Enter marketing analytics. Yeah -- pretty sweet.
  • 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.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  FRIDAY, OCTOBER 14, 2011
    [Differentiation] Bad Sales Messages: 1-Stop Shopping & Other Worthless Tripe
    Marketing has convinced them that these words are exactly what customers want to hear - that prospects will be impressed with their vast capabilities which differentiate them from everyone else in the market. These killer phrases are detrimental to their sales objective and actually create massive roadblocks for them. Try these approaches.
  • FUNNEL FOCUS  |  TUESDAY, JULY 20, 2010
    [Differentiation] Thought Leadership Interview: Jill Konrath on Closing the Gap between Marketing and Sales
    Finally, the prospect's 3 rd Decision is to "select resources." At this phase, sellers need content that differentiates them from other vendors and supports the company's strengths. If only companies were that brave. CD: What does marketing need to do to get salespeople to use the content they provide? JK: Write good content. Make it simple.
  • 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+).
  • B2B IDEAS @ WORK  |  MONDAY, JULY 12, 2010
    [Differentiation] Will Your B2B Brand Stand the Test of Time?
    Seeing these displays reminded me of how far we’ve come as marketers, and how far we’ll need to go to truly differentiate our brands. On a recent trip to London, one of many tourist stops was the Museum of Brands, Packaging and Advertising , in Notting Hill. Less “push,” more “pull.”
  • BUZZ MARKETING FOR TECHNOLOGY  |  FRIDAY, JUNE 27, 2008
    [Differentiation] A Behavioral Model of Information Seeking on the Web
    One version of the model describes six categories of information seeking activities as generic: starting, chaining, browsing, differentiating, monitoring, and extracting. During Differentiating , the individual filters and selects from among the sources scanned by noticing differences between the nature and quality of the information offered.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, SEPTEMBER 16, 2013
    [Differentiation] The 6 critical questions guaranteed to drive your social media strategy
    They can actually use their marketing platform as a point of differentiation. If you made ladders for a living and sold them to big chain stores, how much of your budget should you spend on social media marketing? Should you step it up? Sorry, I can’t help myself sometimes). You want to do it. You don’t know where to start.
  • SALES CHALLENGER  |  SUNDAY, NOVEMBER 11, 2012
    [Differentiation] Deal Reviews Are NOT Sales Coaching
    “The only thing worse than coaching someone and having them leave is NOT coaching them and having them stay.”. This powerful statement about the importance of sales coaching was made by one of our members during a panel discussion at last month’s CEB Sales and Marketing Summit in Las Vegas. One is about behaviors, the other is about beliefs.”  .
  • 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! It’s your home after all.” But it is.
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