Circle Studio

FEBRUARY 14, 2020

The first method is to survey internal teams. Who is your firm consistently pit against when RFPs (request for proposals) are sent? Surveying or interviewing clients directly presents another opportunity to identify competitors. Which firms do colleagues notice have a presence at industry events?

Analysis 78

Analysis Press Marketing Proposals Comparison 78

Mereo

APRIL 7, 2022

In a recent survey of 330 sales and marketing leaders , in fact, 70% said their salespeople tended to stray off-message during buyer conversations. THE MEREO DIFFERENTIATED VALUE PROPOSITION FORMULA. Creating a differentiated value proposition is just part of the formula, though. Here is a peek behind the playbook cover.

Peer-to-peer 36

Peer-to-peer Planning Paid Search Agency Differentiation 36

Marketing Insider Group

AUGUST 30, 2021

It’s a differentiator…” -Doug Brown, former CMO, IBM Systems. Empathetic understanding is not the product of survey data. Too many marketers rely on survey data or focus groups to tell them how customer’s think and feel, but that’s not enough. The need for empathy towards the buyer is huge. That’s empathetic listening.

Paid Search Agency 175

Paid Search Agency B2B Sales Marketing & Strategy CMO 175

KoMarketing Associates

DECEMBER 8, 2015

Hopefully, the performance metrics associated with your organization’s marketing programs have yielded success and validation for tactics proposed at the beginning of the year. For the proposing new tactics and ideas, it is critical to have resources on hand in the investigative process and to provide support in development.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

The ROI Guy

JULY 9, 2018

Each year CSO Insights produces their Buyer Preferences survey, a tally of how buyers are evolving, and how well Sales is able to connect, engage and close in light of a changing environment. What if you could have the differentiating value messaging you need to better communicate and quantify your unique value to prospects?

Business 53

Business Peer-to-peer Differentiation Case Studies 53

Hinge Marketing

DECEMBER 4, 2019

In reality, however, many mergers and acquisitions produce poorly differentiated brands that lack the focus, personality or market appeal of their progenitors. If so, design your study questions carefully so they make sense in the context of both an initial survey and a follow-up study. Internal team perspectives matter too.

Marketing & Strategy 118

Marketing & Strategy Marketing Strategy Planning Work Management 118

Circle Studio

JUNE 28, 2018

Branding is the process of defining, conveying and maintaining your firm’s core value and differentiators. That’s where discovery and research, conducted by third parties using qualitative interviews and quantitative surveys where appropriate, should be the starting point for a brand refresh process. Buyer persona development.

Brand Identity 68

Brand Identity Branding Buyer Personas Differentiation 68

Hinge Marketing

JUNE 19, 2017

All too often in the professional services field, you see lots of competition with very little differentiation. In fact, most firms rely on “me too” differentiators, so they all sound pretty much the same. What once differentiated you no longer embodies the value that you provide to clients. Online surveys.

Research 75

Research Work Management Marketing Management Brand Identity 75

B2BMarketing.net

FEBRUARY 8, 2024

In a seeming reverse of current product development theories and philosophies, the Kano Model places initial focus on differentiating product features as opposed to a pure, customer-needs focus. Is your name clear, differentiating, easy to say and remember, uncomplicated and uncompromising across languages and cultures?

Enterprise Management 52

Enterprise Management CMO Work Management Customer Satisfaction 52

Mereo

JULY 27, 2022

In Consumption Economics: The New Rules of Tech , only 14% of surveyed business executives rated their software installations as “very successful.” Leverage these services as an essential — and perhaps differentiating — complement of your product offering. A purchase alone does not guarantee this.

Sales Cycle 36

Sales Cycle Marketing Management Lead Ranking Organization 36

Markempa

AUGUST 12, 2021

It’s a differentiator…” -Doug Brown, former CMO, IBM Systems. Empathetic understanding is not the product of survey data. Too many marketers rely on survey data or focus groups to tell them how customer’s think and feel, but that’s not enough. The need for empathy towards the buyer is huge. That’s empathetic listening.

Paid Search Agency 130

Paid Search Agency B2B Sales Account Based Marketing CMO 130

Hinge Marketing

FEBRUARY 26, 2018

Through the survey, top executives at these firms revealed a great deal about the current state of professional services. Learn how to uncover your firm’s true differentiators with Hinge University ‘s Differentiation, Positioning & Messaging. Are revenues growing or slowing? What are the most pernicious threats?

Studies 69

Studies Peer-to-peer Marketing Budget Budget Programs 69

Valasys

MARCH 5, 2019

According to the 2018 State of Inbound survey, 63% marketers consider lead generation their top challenge and for good reason as well. Leverage thought leadership to differentiate your value. Reasons For A Challenging Lead Generation Process.

Enterprise Management 49

Enterprise Management Work Management Marketing Management Budget Programs 49

Hubspot

JULY 30, 2018

Twitter announced today the selection of two proposals to study the health of its network. Here's a look at the proposals, as well as the public perception of them. Twitter Announces Selected Proposals to Study Network Health Metrics. That points to a potential flaw in the selection of these proposals.

Twitter 40

Twitter Studies Pricing Price 40

Hinge Marketing

NOVEMBER 9, 2016

For example, research skills required for developing a brand survey are entirely different from the skills needed to apply the research findings to a marketing strategy. Target audience research will also help inform your differentiators and how you should be positioned in the marketplace. This is the job for a specialist in SEO.

Work Management 82

Work Management Marketing Management Marketing Automation Services Webinar Metrics 82

The ROI Guy

MAY 18, 2017

Here are our top three recommendations: #1: From IT to the Business From another Gartner survey, this one featuring responses from over 350 decision makers: Almost three quarters (74%) say Providers focus too much on their product features and technology, rather than the benefits.

Gartner 65

Gartner Enterprise Management Disintermediation Business 65

The ROI Guy

MAY 11, 2017

3) Persuasive – Leveraging the right content and conversations to recommend and align your specific solution and differentiators to the specific challenges the buyer has, communicating and quantifying the business, functional and personal value you can deliver. The survey produced 179 responses.

Account Based Marketing 45

Account Based Marketing ABM Interactive Marketing Budget Programs 45

Hubspot

NOVEMBER 14, 2018

In September 2017, Amazon released a public request for proposals from cities vying to become the location for its second headquarters -- setting into motion over a year of events that have caused a range of emotions and responses. You need to decide what your differentiation is, as an SMB, to offer recruits.". UK, and Canada.

Amazon 66

Amazon SMB Marketing Proposals Hubspot 66

Hinge Marketing

JUNE 4, 2014

Most leadership teams in A/E/C firms are fastidious about tracking their hit rate – the number of proposals submitted minus the number of proposals won. In fact, the average hit rate in A/E firms was 37.1%, according to Zweig White’s 2013 Annual Marketing Survey. Stop responding to any and every RFP.

Positioning 48

Positioning RFP Marketing Proposals Work Management 48

The ROI Guy

AUGUST 26, 2011

Sales still remains challenged to add value during the sales process, and prove the value of proposed solutions to ever more empowered, skeptical and frugal executives, this according to a significant study by Blue-Sky, a UK sales performance consultancy. Getting procurement to recognize our differentiation 6.

RFP 40

RFP Differentiation Case Studies Comparison 40

The ROI Guy

AUGUST 19, 2014

While buyers are scrutinizing proposals with a keen eye on value / ROI, the average rep still reverts to a less than effective product centric sales pitch – focusing on your product, features and price vs. the buyer challenges and the differentiated value you can deliver in helping overcome these challenges.

Marketing Management 40

Marketing Management Business Differentiation Marketing Proposals 40

The ROI Guy

SEPTEMBER 19, 2011

This according to new research, The Considered Purchase Decision , a survey of 448 b2b buyers across a broad range of industries, confirming that as the economic malaise continues, Frugalnomics remains in full effect. The survey reveals that machinery and equipment-intensive indus­tries (e.g.,

B2B 40

B2B Pricing Price Comparison 40

ClearVoice

JANUARY 26, 2024

Differentiation from Competitors Ask yourself this: How many competitors are in my market? Not to inundate you with stats, but we also think these three are worth mentioning: In a survey of 800+ digital PR experts , 84.39% stated that PR brand mentions have a big impact on brand authority and online traffic.

Paid Content 92

Paid Content Top of Funnel Work Management Marketing Management 92

The ROI Guy

APRIL 18, 2013

A significant 43% of B2B companies indicate that sales cycles have lengthened over the past three years, this according to a recent survey of 243 solution providers by B2B Magazine. Justify the gain , proving that your proposed solution can deliver a good return on investment (ROI) Why You?

Sales Cycle 40

Sales Cycle Marketing Proposals Budget Programs B2B Sales 40

The ROI Guy

JANUARY 15, 2013

The result: More competitive losses, as Buyers don’t properly frame your differentiating value and commoditize the offerings, Longer decision cycles as Buyers struggle to properly understand the “cost of doing nothing” and value of change, More discounting, as purchase price becomes the key differentiator.

Lead Ranking 40

Lead Ranking Marketing Management Forrester Lead Scoring 40

Delivra

OCTOBER 16, 2018

After surveying 488 B2B buyers and 489 sellers, the RAIN Group Center for Sales Research revealed some interesting findings: 82% of buyers accept meetings with sellers who reach out to them. Of those surveyed, 80% said they preferred to be contacted by sellers through email. And only 5% indicated that bulk emails were effective.

B2B Sales 45

B2B Sales Top of Funnel Work Management Marketing Automation Services 45

The ROI Guy

MARCH 9, 2011

To reach today’s more frugal / skeptical buyer, communicating the value of proposed solutions is critical. Like a survey, the interactive assessment asks the prospect a series of probing questions. Vendors in established categories struggle to differentiate their solutions and compete beyond price.

Work Management 40

Work Management Marketing Management Demand Comparison 40

The ROI Guy

MAY 13, 2010

In the article Selling Business Value to Senior Executives, Tony Hillyard proposes that the most effective way to sell to executives is to engage earlier in the sales process. Executive Assessment tools enable sales people to query stakeholders on current capability, maturity and performance using a survey.

Marketing Management 40

Marketing Management Allocation Peer-to-peer Budget Programs 40

Content Standard

JULY 27, 2016

It was late fall of 2015, and we had sent a survey to Content Standard readers asking what they’d like to see us publish more of in 2016. But when I read this survey entry, along with other similarly worded responses from our readers, past successes instantly faded. I remember the feedback well. A lot of fluff and b t.”

Content Marketing 40

Content Marketing Planning Content Storytelling 40

The ROI Guy

DECEMBER 2, 2014

Understanding buyers better and correlating the financial benefits that can be delivered with proposed solutions is key. However, there is still too much focus on product differentiation at a time when products are not too different from one another. You have to improve the conversation to get more effective.

Lead Scoring 40

Lead Scoring Lead Ranking Product Work Management 40

The ROI Guy

APRIL 15, 2014

In this “do more with less economy”, buyers have less resources and budget than ever to apply to new proposals. Second you have to prove the value of your proposed solutions. Third you have to differentiate the value of your solutions versus other alternatives, proving the value vs. price, lower total cost of ownership (TCO).

Storytelling 40

Storytelling Enterprise Management Peer-to-peer Work Management 40

Hubspot

MAY 23, 2017

Expertise is the only valid basis for differentiating ourselves from the competition. What it does mean is that you must differentiate yourself by establishing an expertise no one else can match in another way. Differentiate yourself from all other agencies. Not personality. Not process. Most agencies are small. Get tech-savvy.

Advertising Agencies 69

Advertising Agencies Paid Search Agency Marketing Agencies 1 Ad Agencies 69

The ROI Guy

MARCH 24, 2013

According to a recent IDG survey, 84% of buyers leveraged white papers as a key resource to help them make a purchase decision. Likely your traditional white paper fueled marketing campaigns are getting lost in a sea of look-alikes, with little to differentiate your white papers from the hundreds of others.

Paper 40

Paper Ideal Customer Profiles Marketing Automation Services Eloqua 40

Hinge Marketing

AUGUST 17, 2015

Employee surveys. SEE ALSO: Why Brand Differentiation is Essential for Professional Services Firms to Succeed. We’ve seen firms lose business because of typos in their proposal — while attributing the loss to their fees. There are a number of types of research that your firm can use, including: Brand research.

Research 48

Research Marketing Budget Business Pricing 48

The ROI Guy

MARCH 30, 2011

. • Marketing guru Geoffrey Moore , who’s Crossing the Chasm remains the guidebook for many technology marketers, indicates that buyers are forced to do-more-with-less, leaving less than 15% in discretionary funds to fund new projects, and with less money to go around, subjecting proposals to higher levels of review in buying organizations. •

Enterprise Management 40

Enterprise Management Work Management Marketing Management Practices 40

The ROI Guy

SEPTEMBER 29, 2010

These include: Smart Papers(tm) - interactive white papers that make traditional white papers more effective, more relevant and more One to One via interactive profiling and dynamic generation / delivery Executive Assessment Tools - quick surveys to help customers diagnose and understand issues, benchmark to peers, and obtain intelligent improvement (..)

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

Terminus

JANUARY 16, 2019

We also created a brand survey to get the perspectives of other voices from around the company. Combining data from the workshops and the survey, we were able to see trends and recurring themes in the responses. Differentiate! Step 3: Messaging & Brand Voice. For this, we turned to our content & product marketing team.

Account Based Marketing 29

Account Based Marketing Brand Identity Branding Paid Search Agency 29