Marketing Insider Group

SEPTEMBER 14, 2020

I learned that the firm: Experiences 12 to 18-month sales cycle on enterprise accounts with most efforts leading to RFP automatically reducing margin growth. JDA, Oracle, and the other platforms are looking to create a low “upfront” price to compete.

Differentiation 181

Differentiation Enterprise Management Work Management Marketing Management 181

Lead Forensics

APRIL 2, 2024

This blog equips you with 50 common sales objections, categorized for easy reference, along with effective responses to turn those objections into stepping stones towards closing the deal. Objections: Price & Budget 1. Offer tiered pricing options or highlight hidden costs associated with their current solution.

Effectiveness 52

Effectiveness Work Management RFP Case Studies 52

PathFactory

MARCH 4, 2021

It does not support sales in driving conversations and sales cycles with accounts that are stuck in status quo or in the funnel. Teach for differentiation — Sharing articles, whitepapers, and case studies isn’t sufficient. There is no competitive differentiation. Intent but unengaged. Urgency is not created.

Top of Funnel 111

Top of Funnel Account Based Marketing Paid Search Agency ABM 111

Biznology

OCTOBER 29, 2019

Christine Crandell brought this to my attention recently, with examples like Marriott embracing the UN 17 Sustainable Development Goals 2030 as a source of competitive differentiation, and how event planners are routinely making venue carbon footprints and greenhouse gas emissions an evaluating criterion in property selection.

Enterprise Management 135

Enterprise Management Work Management Buy Marketing Management 135

Lead Forensics

APRIL 2, 2024

This blog equips you with 50 common sales objections, categorized for easy reference, along with effective responses to turn those objections into stepping stones towards closing the deal. Objections: Price & Budget 1. Offer tiered pricing options or highlight hidden costs associated with their current solution.

Effectiveness 40

Effectiveness Work Management RFP Case Studies 40

Strategic-IC

FEBRUARY 16, 2021

This briefing included a comprehensive overview of Acxiom, the key verticals we were targeting, our key differentiators and USPs for each of these verticals as well as detailed guidance, templates and coaching for their sales conversations. Audience: So there are reactive sales and proactive sales.

Account Based Marketing 71

Account Based Marketing ABM Ideal Customer Profiles Demand Generation Agencies 71

Strategic-IC

NOVEMBER 27, 2019

This briefing included a comprehensive overview of Acxiom, the key verticals we were targeting, our key differentiators and USPs for each of these verticals as well as detailed guidance, templates and coaching for their sales conversations. Audience: So there are reactive sales and proactive sales.

Account Based Marketing 15

Account Based Marketing ABM Ideal Customer Profiles Demand Generation Agencies 15