Lead Gen: A proposed replacement for BANT
B2B Lead Generation Blog
SEPTEMBER 9, 2013
With this as a context, let me propose a replacement for BANT. Tweet According to the MarketingSherpa 2012 Lead Generation Benchmark Report , 24% of marketers ask a timeline-to-purchase question on their lead capture forms. Q: Please select the most important fields that you need to collect from your leads on the lead generation form. Another 17% ask budget-related questions. And so on.
Why You Should Never Email a Proposal
JUNE 27, 2016
Your team has spent hours researching, writing, and refining a proposal your prospect was eager to receive. Was it the content of the proposal? The issues illustrated above don't occur because of the method of proposal delivery -- though email is probably not the best way to communicate something of such importance to your business. How to Present a Proposal. right?
Automated Marketing Campaigns: An Immodest Proposal
Customer Experience Matrix
DECEMBER 2, 2015
I wrote last June about replacing traditional multi-step campaigns with a system that tracks customers through journey stages and executes short sequences of actions, called “plays”, at each stage. The goal was to approach the perfect campaign design of “do the right thing, wait, and do the right thing again”. Ideally, you’d let machines evolve the stages and plays autonomously. plays”)?
The odds of winning a Request for Proposal (RFP)
SEPTEMBER 3, 2013
Image courtesy of Wikipedia We often hear the knee-jerk response " nobody ever wins RFPs " as the answer to why someone should or shouldn''t respond to Requests for Proposals, and even when the odds aren''t asked, but instead advice is being sought. These are all huge factors in the success rate of your proposal. However, the proposals from those two firms were both over $1.3
Creating Skimmable Proposal Content
MARCH 11, 2014
Making your proposals skimmable and easy to navigate is the competitive advantage that no one is talking about. Yet the A/E professionals I talk to broadly agree on two things: (1) that clients don''t read but skim their proposals and (2) that their proposals aren''t very skimmable. Imagine you only had two minutes to verbally summarize the essence of your proposal.
Writing Effective Proposal Resumes
SEPTEMBER 26, 2013
Several months ago, I reviewed an engineering proposal that weighed in at 34 pages (not bad), plus another 38 pages of resumes (ugh!). So the challenge is to write proposal resumes that serve their intended purpose, and nothing more. Whatever projects you feature in your proposal should be well represented among the resumes included. Or do they?
Dust Off Your Old Sales Proposals – You May Find a Vein of Gold
Sales Prospecting Perspectives
JUNE 5, 2013
Your file of prior proposals to your existing customers may be an excellent source of new business. The result should be a proposal that addresses more than one issue and one recommendation. meaty, consultative proposal will cover four or five things prospects can do to fix problems they face, with a variety of options to consider and ways to get started. Has revenue suffered?
How to Win More Proposals by Interviewing Your Prospects
AUGUST 1, 2016
I’ve been writing proposals for over a decade, and it’s probably fair to say that I loathed the entire process for the longest time. Actually, 90% of my proposals were accepted because of something much simpler: prospect interviews. Proposals Start Way Before You Propose. Upon receiving one of these, I’d get over-excited and jump straight into proposal mode.
10 Best Professional Services Proposal Tips
OCTOBER 26, 2015
Forget What You Think You Know About Professional Services Proposals. Having said that, there is no reason why your professional services proposal should look and read just like every other firm's. Submitting a "me too" proposal encourages reviewers to select the lowest bid. With the rise of electronic proposals, it is a simple process to insert a link. Prove it.
6 steps to writing a better Request for Proposals, a primer
JUNE 19, 2009
We believe strongly in Requests for Proposals (RFPs) as a tool for companies to find the best products and services at competitive prices, but also as an evaluation method for finding that elusive "best fit". The more you know about your project, the better the answers you'll be able to give to guide the vendors into great proposals. Example: You say you want a website redesign.
Not all Requests for Proposals are worth a proposal
OCTOBER 13, 2008
In an earlier article we wrote about how you could increase your RFP win percentage by being selective about the Requests for Proposals that you choose to respond to. Writing a good proposal can take an inordinate amount of time, and when time = money, proposals can be expensive propositions. So how do you know when is the right time to sit down and start writing a proposal response to a RFP? An honest organization will answer you if you ask them innocently "Is your existing vendor being invited to submit a proposal?". analyze the answer carefully.
How to Spot a Bad SEO Proposal
DECEMBER 23, 2013
Getting worked over by a bad SEO proposal can not only cost you some serious coin, but can get you in trouble with Google, which can sink your business in the search results. The unsolicited email/ SEO proposal: You check your email and the subject line reads, “I’ll help grow your biz.” The post How to Spot a Bad SEO Proposal appeared first on VR Marketing Blog.
5 quick tips to writing better proposals (RFP responses)
MAY 27, 2009
We're frequently asked for any tips we might have for people writing proposal responses to Requests for Proposals (RFP) that they've received. After finding us through the RFP Database , seeing the abundance of RFPs that it contains, and knowing that all of those RFPs are open competitions, the natural question is "if I'm going to spend time writing a proposal it has got to be a winner". It's one of the quickest and easiest things you can do to set the tone for the remainder of your proposal. If you can do that you're halfway to a winning proposal. Doubtful!
Your proposal lost. Conducting a RFP post-mortem
MARCH 19, 2010
The harsh reality is that more often than not your proposal will not win the project during a Request for Proposals. If you've been following our blog articles regarding Requests for Proposals you are familiar with our repeated philosophy of being selective in the RFPs you respond to as well as developing an objective means of selecting the right RFPs to respond to. If you're following the advice in these two articles, you're already on your way to establishing a foundation for performing a post-mortem on your proposal. which parts of our proposal did we lose you on?
12 Essential Elements of Guest Blogging Proposals That Get Accepted
DECEMBER 8, 2014
And we know that we need to pitch guest blogging proposals in order to secure a guest post. How do we create a guest blogging proposal that gets accepted? If only we could create a proposal that would score us a writing spot in top blogs …. In this subject line, I also included the title of a proposed article. Do you have any guest blogging proposal success or mistakes?
What to Include in a Content Marketing Proposal
JANUARY 19, 2016
So, whether you work on the agency side or in-house, you will likely need to submit a proposal for budget and resource approval. If you’re looking for some ideas of things to include in your content marketing proposal, you’ve come to the right place. The goal of this portion of the proposal is to identify and outline keyword targets and the target audience. Related Resources.
From Proposal Requests to Getting Approvals: 6 Email Templates to Make Agency Communication Easier
JULY 12, 2016
Email Templates for Communicating With Clients. 1) When a Prospect Requests a Proposal. We don’t create proposals at this point in the process as we’re a results-driven agency, meaning we need to better understand your business, challenges, and needs to be able to determine if and how we can help. When you've got an important email to write, it can seemingly take hours. Next steps.
E-Quip Blog: What Is Your Proposal's Core Theme?
MARCH 28, 2011
What Is Your Proposals Core Theme? The best proposals have a story to tell. Thats the proposal theme, a central narrative that presents the key benefits your firm has to offer. Its the unifying storyline that weaves all proposal elements into a cohesive message. Proposal experts say that a compelling theme is the most important feature of your proposal.
The Best Proposal Differentiator That Almost Everyone Ignores
MARCH 4, 2014
"How many of you think that clients read your entire proposal?" No hands went up among the approximately 80 engineers, architects, and marketers in the room. Why, then," I questioned, "do you make it so hard for them to do that?" I then projected on the screen several sample pages from A/E proposals. Over the years I''ve asked many clients how they review proposals.
E-Quip Blog: Proposal Planning Questions
MARCH 18, 2011
Proposal Planning Questions. If youre poring over the Request for Proposals trying to learn what the client really wants, youre looking in the wrong place. Ive yet to see an RFP that provided the most important information I needed to write a winning proposal. Yet amazingly, many proposals are prepared with little more insight than what can be gleaned from the RFP.
Proposal Videos: Get Your Audience to Say “I Do”
Modern B2B Marketing
DECEMBER 2, 2013
Author: Phillip Chen Despite being an immature, cynical 23 year old, I can’t help but be touched by one of the latest YouTube crazes: wedding proposal videos. Here are 3 of my favorite wedding proposal videos, 3 lessons about emotional marketing you can learn from them, and ways you can apply these lessons to your own marketing campaigns. These videos go incredibly viral.
Modernizing Your Proposal: Three Tips to Building a Visually Winning Proposal
OCTOBER 30, 2013
As a former proposal manager, I’ve seen it first hand. Most government contracting companies spend hundreds of hours (and dollars) on their proposals, but put their graphics – each worth a thousand words – in the lowest priority. As a result, many proposals speak beautifully, but display out of date. Research images that tell the story of your proposal.
Analyze your target’s buying process, for greater marketing efficiency
OCTOBER 7, 2016
When they are soliciting proposals, you want to submit a winning bid. When the prospect is reviewing proposals, you may decide that a webinar is a good method for educating them on your capabilities. B2B selling is a complicated affair, but you can simplify your marketing strategies dramatically with buying process analysis. Voila! Let’s look at how this works. And so on.
E-Quip Blog: What's Wrong With Your Proposals
APRIL 18, 2012
Whats Wrong With Your Proposals. Ive had the opportunity to look at hundreds of proposals from engineering, environmental, and architectural firms over the years. suspect that your firms proposals also share at least some of the following common deficiencies: Lacks client focus. The client, not your firm, should be the centerpiece of your proposal. Labels: Proposals.
What is a RFP, where to find them, and are they relevant?
MAY 13, 2013
Requests for Proposals (RFPs) can be an invaluable source of new business for your company as long as you know what they are, where to find them, and how to make strategic decisions regarding them. To compete in this market one must continually strive to create better proposals , along with making strategic decisions regarding which RFPs to pursue. What is a RFP? Yes, most definitely.
How Can I Justify The Budget for a Proposed Alinean Value-Based Tool Project / Proposal?
The ROI Guy
SEPTEMBER 12, 2011
A business case is an important element to any purchase decision, and we understand the need for you to: Make sure the investment in interactive smart content and value-based sales tools will reap tangible benefits and bottom-line impact for your organization, C ommunicate the benefits to senior executives and other stakeholders Establish a baseline on anticipated improvements, so we can help you definitively track the success of the investment post-deployment. Overview of the Benefits – a downloadable white paper that explains the benefits and research.
Never Write a Sales Proposal Without Asking This First
Jill Konrath's Fresh Sales Strategies Blog
MARCH 16, 2012
That's why, instead of drooling when a prospect wants a sales proposal for him, he's now doing this. __. salesperson should never, ever accept a prospect’s request for a proposal without asking, “Why bother?” YOUR TURN: When your prospects ask for a proposal, what do you do to increase your chances of getting the business? No longer. Everyone knows that.
E-Quip Blog: Don't Let Personal Preferences Dictate Proposal.
APRIL 1, 2011
Dont Let Personal Preferences Dictate Proposal Standards. As an erstwhile proposal specialist, I prefer sewer lines running down the middle of the street instead of along the side in the grass. Yet I routinely find technical professionals dictating to their marketing colleagues what proposal standards should be because its what they like or what theyve always done. Posted by.
E-Quip Blog: Taming the Proposal Monster
JANUARY 31, 2011
Taming the Proposal Monster. Does your firm write too many proposals? call it the "proposal monster" because the lure of the latest RFP often wields more power in the office than the firms strategic priorities. Many firms spend the bulk of their business development time on writing proposals. So how can you tame the proposal monster? Taming the Proposal Monster.
11 expectations to have from a great SEO proposal
NOVEMBER 24, 2014
One way is to ask for a proposal. Fortunately, there are ingredients that distinguish great SEO proposals. What makes a great SEO proposal? Keyword Research is a foundation to an SEO proposal. Search volumes, keyword search trends, competitiveness, CPC (Cost Per Click – what others pay) leading to keyword recommendations are a key phase in an SEO proposal.
Sellers: Don’t Wimp Out Because Of Their Process!
JULY 1, 2013
Buying Process Featured Tips for Sellers bureaucratic buying Relationship Selling Sales Proposal Sales Success Solution Selling Don''t get paralyzed by the buyer''s process. Don''t let it stop you selling. Even if your selling is limited to submitting a tender response, with little interaction with the buyer in advance, don''t cast aside the basics of either solution selling or relationship selling.
Why Business And Sales Proposals Are A Waste Of Your Time
Business Growth Development
OCTOBER 13, 2011
At the end they ask for a proposal, yet something deep down tells you that they’ve not quite bought into your ideas and there is some resistance, even nervous avoidance of certain issues and commitments. Guess what, you’re right, they’ve not bought into it yet (if ever), yet somehow you logically convince yourself that without a detailed proposal this suspect will never become a customer.
Sellers: How To Calculate Your Value? – The Value Equation
AUGUST 2, 2012
You know that your sales pitches and proposals must. Buyer Risk Buying Politics Economics Top 10 Using Maths To Sell Why Buyers Buy Buying Decision Sales Pitch Sales Presentation Sales Proposal Sales Skills Sales Techniques Value EquationCommunicating your value to today’s hard-nosed buyers can be a real challenge. You know that your marketing literature won’t do it.
E-Quip Blog: Are Your Proposals User Friendly?
SEPTEMBER 10, 2012
Are Your Proposals User Friendly? recently reviewed an important proposal for one of my engineering firm clients. Ive certainly seen many proposals of similar scope that were far less efficient. Do you think a client would spend that much time reviewing a proposal? So if clients dont read our proposals, if they skim them instead, why do we not prepare them accordingly?
10 Steps to Revolutionizing Your Rainmaking
JANUARY 12, 2015
We focus on identifying leads, tracking RFPs, and writing proposals. Increase your win rate by doing fewer proposals. Most firms submit too many proposals , pursuing opportunities they really have no chance of winning. This often results in spreading their proposal preparation staff so thin that they can''t put together a strong proposal even for their best opportunities.
Does Your B2B Company Score in the Red Zone? Make Your Proposals a Touchdown!
SEPTEMBER 6, 2016
The Answer: B2B companies get lazy with proposals and most of the time, quite frankly, they stink. Your website is modern and up-to-date; your brochure looks slick and has copy that pops. Having quality collateral, whether electronic or print, is typically a priority for most B2B companies. Marketing collateral is often used during the early stages of the sales cycle.
B2B Marketing Research: Developing Your Research Proposal
B2B Ideas @ Work
JULY 7, 2011
Now, it is time to develop your research proposal, which is essentially writing down everything you’ve learned in order develop your actual research plan and design. However, it is not static and can easily change based upon what you learn from your target audience. 2) It is your proposal to your C-suite about why you think this is needed – and how you plan to answer that need.
Writing Compelling Project Descriptions
SEPTEMBER 11, 2013
If we were to be brutally honest, we''d have to admit that most of the marketing content and proposals we produce are pretty boring. So I want to spend a few posts sharing my ideas on how to generate more compelling marketing and proposal content. often see boilerplate project descriptions used in proposals, for example, that make no reference to the project being pursued.
5 Contrarian Steps to Winning the Shortlist Interview
DECEMBER 8, 2014
How else do you explain the remarkable similarities in how we market, sell, write proposals, and conduct shortlist interviews? Your competence was assessed during the proposal stage; now the focus shifts to making the client feel comfortable about the prospect of working with your firm on this project. Expand on your proposal. So what''s involved in building on your proposal?
How to Make Your SOQs More Client Focused
APRIL 1, 2015
I''ve written in this space before about the importance of making the client the central character in your proposal narrative. Typically the most client-focused section of your proposal relates to the project approach. This is a critical success factor that is commonly overlooked in A/E firm SOQs and proposals. Business Development Communication Proposals