ViewPoint

article thumbnail

PowerViews with Andrew Gaffney: Tipping Points & Differentiators

ViewPoint

And Andrew says that getting better measurement is a real competitive differentiator. He adds that knowing and tracking where buyers hang out and what social media they engage in is proving to be another competitive differentiator.

article thumbnail

Q&A With Dave Stein and Steve Andersen

ViewPoint

If you don’t want to be commoditized, or pressured into discounting to win the sale, you need to help your customer understand the unique differentiable value that your organization can offer. Without an authentic relationship, the task of helping your customer understand your unique differentiable value becomes much more challenging.

RFP 159
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Revenue Performance Management: Doing For Revenue What ERP Does For Ops?

ViewPoint

In a recent article on Revenue Performance Management in Marketing Automation Software Guide, Lauren Carlson does a nice job of providing a context for the RPM discussion by differentiating it from marketing automation, reviewing the factors motivating its advancement, and raising good questions.

article thumbnail

"Marketing is too important to be left to marketers."

ViewPoint

And this leads to even greater distortion in the marketplace because competition then becomes based on image rather than substance, on choices rather than differentiation. So, what you get is an over-engineered, low-value deliverable that marketers then have to convince you that you need. focusing on continually creating new customers.

article thumbnail

Use This Tool to Calculate Lead to Revenue

ViewPoint

A good one differentiates between prospects and SQLs—which have way different potentials to impact revenue. A useful lead to revenue calculator includes all critically important metrics—including the impact of lead qualification and lead nurturing—on bottom line results.

article thumbnail

Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?

ViewPoint

His approach can be applied to marketers and are valuable reminders of what differentiates mediocre marketing from great marketing. In a recent blog post on the Harvard Business Review blog, Google’s CIO, Ben Fried, talked about how he tackles the challenges of the constantly changing IT industry. Via Chiefmartec.com.

article thumbnail

Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing

ViewPoint

He noted that booths look the same with little differentiation and are staffed with untrained talent. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. Christopher Ryan shares his observations during a recent technology conference. As usual, giveaways and demos are used to get attention of attendees.