Trending Sources

Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

Why product managers and salespeople should be friends. In most companies, the product/service managers have limited interaction with the sale’s team except for the introduction of a new offering or at an annual customer summit. Generally, the product/service manager (PM) is responsible for determining what the future offering should have from a feature/function capability. They will gather customer feedback, listen to the market thought leaders, consider competitor products and try to foresee future needs. Better product/services released quicker helps everyone.

How PeopleHR Found the Right Marketing Automation Vendor

Marketing Action

Finding the best marketing automation vendor for your business can be a difficult proposition. Finding the right fit for your business isn’t always easy, but it gets a lot easier when you can identify the factors that matter to you, which is what PeopleHR discovered during their vendor selection process. But of course, the right solution can (and should) do much more than that.

Ranking B2B Marketing Automation Vendors: Part 3

Customer Experience Matrix

Summary: The first two posts in this series described my scoring for product fit. The third and final post describes scoring for vendor strength. And I'll give a little preview of the charts these scores produce.without product names attached. As with product fit, I used different weights for different types of buyers. Specific rationales are in the table.

SiriusDecisions Interview - From Pitching Products to Selling Value

The ROI Guy

The research clearly indicates that the issues are not around sales having enough leads, more sales training, improved social selling ability or increased product knowledge. The value articulation issue revolves around improving sales productivity. We need to move beyond product knowledge and superiority and focus on what’s most important to the buyer. What is the Value Gap?

Content Methodology: A Best Practices Report

It also helps maintain relationships with vendors, agencies, and. Product and research divisions can provide dynamic. When Marriott began production on Two Bellmen, its award-winning short film, Beebe largely gave director Miguel Cabrera full reign to exercise his creativity. and crisis management, or even productivity. differentiating factor. Content. According.

Getting the Most Out of Google Shopping as a B2B E-Commerce Vendor

KoMarketing Associates

Google Shopping results also send searchers directly to product listings, arguably making the path to conversion easier. Product Listing Ads (PLAs) and Shopping Campaigns. Product Listing Ads (PLAs), for example, highlight specific products and require the advertiser to connect a Google Merchant and AdWords account in order to create a new campaign. Shopping Campaigns.

Oracle Selected as Strong Leader Among Digital Marketing Platforms

It's All About Revenue

The Ovum Decision Matrix further reviews each vendor with a radar diagram and a SWOT Assessment. Data-as-a-Service is a key service differentiator. This is a key differentiator. Wide and deep product range. It can now justifiably claim to cover most, if not all, digital marketing functional requirements with a wide and deep product range. ” (Page 8).

SWOT 126

5 Questions Every Business Website Must Answer

Webbiquity

The problem is defined, the solution set narrowed, and now it’s time to choose between competing vendors. Do you sell a point solution or something that’s part of a broader product suite? Products only or also associated services? This is where you differentiate yourself from the pack. Who are you? What do you sell? Who do you sell to? How do I buy from you?

Oracle’s Maxymiser Named a Leader in Forrester Wave for Online Testing

It's All About Revenue

” As Forrester writes: "[Maxymiser’s] key differentiators are support for campaign planning and control, segment development and execution, professional services, and executive vision. The platform will appeal to marketing and digital experience teams wanting a close vendor relationship while being able to manage most of their optimization program via self-service."

Oracle’s Maxymiser Named a Leader in Forrester Wave for Online Testing

It's All About Revenue

” As Forrester writes: "[Maxymiser’s] key differentiators are support for campaign planning and control, segment development and execution, professional services, and executive vision. The platform will appeal to marketing and digital experience teams wanting a close vendor relationship while being able to manage most of their optimization program via self-service."

The Seven Sins of Marketeing Automation System Selection

Customer Experience Matrix

The immediate result is you can’t factor those items into your vendor evaluation. Formal, written requirements provide a framework to prioritize your needs, explore them with vendors, and make a complete, consistent assessment of what you learn. Of course not, because you have specific requirements that those products probably don’t meet. Let the Vendor Drive.

B2B Customer Review Websites: 3 Tips For Blowing Past Competitors

Influitive b2b

Code42’s thousands of happy and highly vocal customers are one of our strongest market differentiators,” said Angela. Angela wanted Code42’s customers to review its endpoint data protection and security product, CrashPlan. One of the top goals of the program was to point happy customers to places online where they could share honest feedback about Code42 and its products.

Spotlight on Staff Bios as a Marketing Tool

Marketri

As a B2B marketer with a focus on the professional services industries, I can’t stress enough the importance of “selling” people over services in this battle for differentiation. In fact, the staff makes up every point of differentiation, expertise, background, specific niches, relationships. differentiation Staff bios Video bios Marketing Strategy

Tools 30

SalesPredict Offers Highly Automated, Highly Flexible Predictive Modeling

Customer Experience Matrix

SalesPredict is a perfect example: a small vendor with a powerful system that just launched earlier this year. Back in, say, 2008, a product like this would be big news. In this case, the main technical differentiator is extreme automation: SalesPredict imports customer data, builds models, scores current records, and deploys the results with virtually no human intervention.

Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

The main basis for my prediction is high growth that vendors reported in 2013, and in particular a trend towards higher revenue per client among the vendors who share that information with me. Mintigo’s technology scans the Internet for things like job listings and Javascript tags and infers from those which products are used at every company it finds. Here’s how I see things.

Business Buyers Relying More On 3rd Party Content

B2B Marketing Insider

It found that content downloaded from trusted sources on the Internet was essential to pre-sales discovery, qualification and selection of vendors. These three sharing circles are actually led by organizations where content radiates from the execution or mid-level of the organization outward, informing both senior and junior/functional roles to gain alignment over vendor selection.

Vendor 104

Your Expo Hall Game Plan: Make the Most of Marketo’s Marketing Nation Summit 2014

Modern B2B Marketing

conference isn’t just a place to network – it can also be a place to kick off important internal initiatives, shop around for new vendors, and extend the functionality of your current marketing solutions. Depending on your goals, you can look at solutions that provide content creation, content production, or content distribution. Experienced with Marketing Automation: Vendor Audit.

Seven Ways to Humanize B2B Marketing

Webbiquity

Attributes like product functionality, ROI, total cost of ownership (TCO), fitness for purpose, and integration capabilities are undeniably important. Thing is, the core message of most B2B products and services revolves around how a vendor’s offering helps its customers (companies and government agencies) do things better-faster-cheaper. Here are seven ideas.

Winning Executive Buy-In for Martech Investments

Captora

Scott Brinker , editor-in-chief of Chief Marketing Technologist , released a comprehensive graphic in March depicting over 3,800 different vendors and solutions. How could anyone differentiate between thousands of different marketing solutions, or even hundreds in a particular category — all claiming to be innovative, mission-critical, and superior to competitors? Winning Support.

Buy 97

22 Tantalizing Content Marketing Stats and Facts

Webbiquity

But the capacity of buyers to consume content hasn’t changed, making content quality (as noted by several contributors to the 2016 B2B Marketing Trends report ) the focus of differentiation moving forward. 34% watch product and informational videos. 34% want to watch product or informational videos. Image credit: MarketingProfs. But that won’t last. Video is vital.

Stats 130

B2B Marketing: Virtual display saves money and increases engagement for complex solution

Kaon

SUMMARY: Seagate Technology, a leader in data storage solutions, transported High Performance Storage Solutions that literally weighed a ton to show its product at trade shows and sales presentations. Read on to learn how this virtual version engaged prospects better and, essentially, simplified a complex product. Seagate’s product is for high-performance computing customers.

When are Sales Won or Lost?

Your Sales Management Guru

The sales manager can determine if there are salesperson deficiencies, salesperson effectiveness, Competitor strategies, product limitations, etc. When the decision between two vendors is extremely close, small differences maybe be the stated reason for selecting one vendor over another. When are Sales Won or Lost? WHY is this important to discover?  Actions. Summary.

The Most Important Force for Increasing Leads and Sales

Webbiquity

Clearly it’s not that enterprise software vendors should start running print ads in Vogue magazine, or that machine tool manufacturers should invest in splashy TV commercials on The Golf Channel. With more than 90% of b2b purchases beginning with research on the Web, maximizing online presence is crucial for b2b vendors. Product/Service Friction. Low online visibility.

Winning Executive Buy-In for Martech Investments

Captora

Scott Brinker , editor-in-chief of Chief Marketing Technologist , released a comprehensive graphic in March depicting over 3,800 different vendors and solutions. How could anyone differentiate between thousands of different marketing solutions, or even hundreds in a particular category — all claiming to be innovative, mission-critical, and superior to competitors? Winning Support.

Buy 80

Why Customer Experience is the Hot New Thing in Marketing

Act-On

Everywhere, companies compete based on product, technology, price. Your customers’ experience is part of your product – and a way to differentiate yourself in the market. customer’s experience with you is becoming as important as your products. Customer experience is also a way to differentiate yourself from your competition. Competition in business is fierce.

Matching Webinar Content to the Buying Cycle: Evaluation and Purchase Stages

It's All About Revenue

Editor's Note: Today's post comes courtesy of Tom Masotto, VP Product Marketing & Business Development at ON24 , a cloud-based webinar platform. 66% of respondents said that the winning vendor provided higher-quality content. 61% of B2B buyers agreed that the winning vendor delivered a better mix of content appropriate for each stage of the purchasing process.

5 Overlooked Content Marketing Assets That Can Influence SEO

KoMarketing Associates

If  structured correctly , e-commerce sites in particular may be able to showcase their reviews in search engine results, ultimately having an opportunity to differentiate their listing from the rest. For general contact forms:  Consider adding cross-links on the confirmation page to case studies, white papers, free research, and product information. EMAIL COMMUNICATION. Image Source.

SEO 135

50+ Statistics Designed to Influence B2B Marketing Budgets in the New Year

KoMarketing Associates

Four times as many online consumers would rather watch a video about a product than read about it. Additionally, 80 percent of them consider product videos to be important in the purchasing process. B2B buyers are exploring a number of different channels when conducting vendor. Over channel or product-focused), according to a study from the Leapfrog Marketing Institute.

What’s an Open Marketing Ecosystem? And Why Should You Care?

Act-On

The VISA network is an example of a proprietary network that chose to function like an open platform: VISA standardized data transactions that made it possible for customers of almost any bank to enjoy the convenience of paying with a card at almost any vendor, large or small, almost anyplace in the world. Yes, there are a lot of buzzwords in our industry. It was a royal pain for consumers.

Cable 71

Tealium Grows from Tag Manager to Customer Data Platform

Customer Experience Matrix

Like other tag management vendors, Tealium recognized several years ago that its core competency at capturing customer behavior could be applied to build unified customer profiles. In fact, Tealium explicitly calls its product a CDP, using the tagline “build your own marketing cloud” to stress that it can connect systems from any vendor, not just components within a single vendor’s suite.

Stop presenting- Start engaging!

Kaon

Here is an “inconvenient truth” that all sales and marketing professionals need to understand immediately: No-one wants to sit through a presentation on your products and services. My question to this (clearly exasperated) team was: “What do your prospects need to know in order to better understand why your products are better for them? Just stop doing that.

Why Demand Generation Should Be Perpetual

ANNUITAS

However, there is a fundamental problem to this campaign or tactical approach – buyers do not stop buying just because the campaign has ended and they certainly do not pause their buying process while vendors plan to launch their next campaigns.  When companies take a tactical campaign approach, the vendor is forcing the buyer to adopt to their cadence, which may not map well to the buyer.

Pushy or Persistant: Is There a Difference When it Comes to Salespeople?

Sales Intelligence View

Bob Marsh   This is probably one of the key things that differentiates the decent salesperson from the great ones. I’ve found that when done right, clients want persistence because your helping them keep you top of mind. I can’t tell you the number of times I kept calling/emailing a client with no response, and then when we eventually connected they thanked me for staying on top of them. Pushy for me is the salesperson who uses tactics to try and “close” me, or, as in the case of one vendor they were calling me 2 times a day. ’ That directive stands.”

Multi-Step Campaign Interfaces: A Quick Vendor Survey

Customer Experience Matrix

Naturally, the vendors showing them to me have all thought very carefully about their designs and made the best choices they could, typically based on feedback from their customers. They do perfectly well with flow chart interfaces, which indeed are standard on enterprise marketing automation products (e.g. So I thought I'd take a little scan of the demand generation systems I've looked at to see how the vendors themselves had voted. Gone against the flow, as it were.) I don't expect this news to change the minds of vendors who made the opposite decision.

Three Reasons Content Curation is Overrated

Digital B2B Marketing

Curation, by itself, is not enough to differentiate you. You are reinforcing someone else’s thought leadership With positive vendor profiles increasingly available for a fee and an increasing number of smaller firms that even provide product reviews, analyst content has lost much of its lustre. Does sharing someone else’s content make you a thought leader?

Face-to-Face Selling Is Still Effective

Kaon

While this is certainly not true for every product category, the reality is that in order to improve your sales and marketing effectiveness, you have to excel in face-to-face meetings. Body language, facial expressions, and voice tone are all examples of emotional cues that are not captured in email discussions, chat rooms, and even videoconferencing to help buyers evaluate vendors.

Elevator Speech vs. Unique Selling Proposition vs. Value Proposition

Jill Konrath's Fresh Sales Strategies Blog

Without a strong value proposition , it’s much harder to sell your products or services in today’s economy, much less even get in the door of big companies. unique selling proposition (USP) is a statement about what makes you and your company different from other vendors. But what is a value proposition? And how is it different from other commonly used terms? Elevator Speech.

Is Your Business Ready for Predictive Lead Scoring?

SalesPredict

Perhaps your sales team is losing confidence in your current lead scoring method because they’re not seeing conversions, or maybe you’re launching a new product and are evaluating how to create the most effective demand generation program so your team can hit the ground running. What lift are you expecting and how will you define success? Now, have you thought about cross-selling?

5 Megatrends that Have Redefined Selling - Insights from a Sales Rock Star

Sales Engine

The Death of Sales as a Communications Tool – A hyper active competitive landscape has squeezed the differentiation out of many product offerings, so the former role of sales in communicating “why my product is better” must be replaced by the sales representative adding “personal value” through their expertise to help the prospect to think critically, solve problems, and beat the competition.

RFP 40

The buzz around account-based marketing at MarTech

chiefmartech

The following is a guest post by Bertrand Hazard of TrustRadius , who attended MarTech last month and interviewed a number of vendors exhibiting there about their perspective on “hot” categories within the marketing tech landscape. The TrustRadius research team checked in with some of the leading vendors to get a pulse on how ABM is shaping their product and business.

A Failure to Communicate Value

The ROI Guy

If you allow your competitors to drive the value conversation they will frame the value to their advantage, as Forrester indicates 3 in 4 deals going to the vendor establishing the buying agenda and value framework (as opposed to 1 in 4 to the vendor winning the “bake-off”). So be provocative. Communicate this all as a visual story for today’s “short attention span” buyer.

How to Break Free of the Pack? Differentiate for Success

The ROI Guy

So how can you best differentiate your offerings and break free from the pack? According to a recent Forrester technology sales enablement study, executives showed the best course was for vendors: 1) To match the right combination of capabilities to their given situation 2) Align offerings to help them realize a business result These two differentiators accounted for 53% response, more significant than any other differentiating attribute, including the vendors products and services, their branding, or their customer services.

Value Selling and the Buyer’s Journey: 3 Conversations to Get "Do Nothing" to "Yes"

The ROI Guy

With today’s new breed of buyer, it is vital to not just pitch products, but facilitate the buyer’s journey: sequentially delivering the provocative messaging, insights, financial justification and differentiation to advance from “Do Nothing” to “Yes”. At this middle stage in the buyer’s journey, it is most important to Justify the Gain , proving to the buyer that your solution can solve their priority challenges, proving that you can help reduce costs, improve productivity, streamline processes, mitigate risks and drive incremental revenue. Why Now? Why You