Hinge Marketing

JUNE 28, 2016

Recently, I attended a presentation by Neil Rackman , author of the international groundbreaking classic SPIN ® Selling — a book based on the largest ever research study of successful selling in Fortune 500 firms. The widening transactional/consultative sales split. How do these trends impact professional services sales and marketing?

Trends 50

Trends Differentiation RFP Marketing & Strategy 50

DealSignal

NOVEMBER 1, 2022

Make your RFP process faster and easier with our comprehensive checklist on what to ask vendors. Clicking on ads with keywords terms (intent topics) like “services,” “software,” “outsourcing,” “consulting,” “providers,” “companies,” and “reviews.” This can be vendor comparison guides, case studies, and more.

Intent Data 52

Intent Data Intent Marketing Automation Services Ideal Customer Profiles 52

The ROI Guy

FEBRUARY 19, 2010

This makes the focus on Cx-level engagements, and investment in assessment / benchmarking consultative selling tools one of the highest ROI investments sales enablement can make. However, consultative selling to executives is easier said than done for even the best sales professionals.

Peer-to-peer 40

Peer-to-peer RFP Advertising Benchmark Ads 40

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. Influencing the RFP specification before it is issued 3.

RFP 40

RFP Differentiation Case Studies Comparison 40

Hubspot

FEBRUARY 8, 2023

A recent Salesforce study found that AI is one of the top sales tools considered significantly more valuable in 2022 compared to 2019. A study by The Hinge Research Institute found that high-growth companies are more likely to have mature marketing and sales automation strategies than their peers.

Marketing AI 82

Marketing AI RFP Work Management Marketing Management 82

Sword and the Script | B2B

DECEMBER 28, 2022

Nearly three-quarters (73%) said they believe “most vendors fall short” of the honesty mark, according to a third-party survey commissioned by Rob Roy Consulting. B2B prospects want published pricing. Buyers of B2B software want published pricing. times out of 10, at least start with transparent, published pricing.

PR 79

PR Trust Marketing Stats B2B Marketing 79

Sana Commerce

MARCH 23, 2023

Based on this research, we concluded that e-commerce platforms must meet the following criteria in order to fulfill B2B customers’ needs: Display real-time information 24/7 , such as pricing, product information, and inventory levels, but also customer-specific payment terms.

Work Management 98

Work Management Marketing Management B2B Paid Search Agency 98

Sword and the Script | B2B

JULY 19, 2022

Buyers of B2B software want published pricing: according to a study by McKinsey, 68% want prices published online without negotiation (and other useful B2B marketing statistics). Regular readers know I frequently dive into surveys and studies about B2B marketing, sales and PR. B2B prospects want published pricing.

Statistics 59

Statistics Marketing Report B2B Marketing B2B 59

Ledger Bennett

JULY 24, 2019

When going through the RFP Process (and all throughout the working relationship with an agency) make sure to consider the following: Internal/Resourcing: The agency should have a website with Good Quality Content. They should have a solid balance of blog posts, articles, resources, and case studies on their site to showcase their work.

Demand Generation Agencies 40

Demand Generation Agencies Paid Search Agency Advertising Agencies Ad Agencies 40

Ledger Bennett

JULY 24, 2019

When going through the RFP Process (and all throughout the working relationship with an agency) make sure to consider the following: Internal/Resourcing: The agency should have a website with Good Quality Content. They should have a solid balance of blog posts, articles, resources, and case studies on their site to showcase their work.

Demand Generation Agencies 40

Demand Generation Agencies Paid Search Agency Advertising Agencies Ad Agencies 40

Ledger Bennett

JULY 24, 2019

When going through the RFP Process make sure to consider the following: Internal/Resourcing: The agency should have a website with Good Quality Content. They should have a solid balance of blog posts, articles, resources, and case studies on their site to showcase their work. Proof of executing the big ideas they’re presenting.

Demand Generation Agencies 40

Demand Generation Agencies Paid Search Agency Advertising Agencies Ad Agencies 40

Hinge Marketing

JULY 18, 2019

The firm sells this service as packages carefully priced for this niche market. Their third service line is operational business consulting. For one target segment, family-owned restaurants, they use the same strategy as the bookkeeping service, and they sell their consulting services as part of a fixed-price monthly package.

Differentiation 91

Differentiation Marketing Budget Work Management Marketing Automation Services 91

Heinz Marketing

SEPTEMBER 24, 2018

This year I don’t, but I used to study the USA Today … remember when you opened the USA Today and they had all the stats in there, like on Tuesdays? You used to just study them and study them and figure out what I was going to do. CEO’s driven by the stock price, right? From the CEO down.

Top of Funnel 57

Top of Funnel Terms and Conditions Paid Search Agency Enterprise Management 57

Directive Agency

JULY 26, 2016

Social Proof, Testimonials, Reviews and Case Studies. Lastly, do they have case studies you can read to get in the mindset of the agency so that you can get a feel for how they work and if this process is something that you feel would be beneficial to your organization? Founder of Juris Digital & Ethical SEO Consulting.

Paid Search Agency 76

Paid Search Agency Advertising Agencies Ad Agencies SEO 76