ClickZ

SEPTEMBER 16, 2020

Getting swept up in the excitement of martech rather than a detailed capability and vendor fit audit. Since then, as a CMO and a consultant , I have led numerous martech projects where this framework, and the associated methodologies and guidance, have been core to my approach. Form the foundation for vendor RFPs and evaluations.

Work Management 145

Work Management Marketing Management Planning Paid Search Agency 145

Martech

NOVEMBER 22, 2022

Department of Defense (DoD) to evaluate its vendors’ ability to deliver on software development projects effectively. More recently, martech vendors (and consulting firms) have embraced and invented various self-serving maturity models to help them sell more software and services. No overbuying.

Work Management 121

Work Management Marketing Management Planning Vendors 121

ClickZ

AUGUST 20, 2020

In any evaluation I conduct, I typically kick-off with a RACI (Responsible, Accountable, Consulted, Informed) outline. Every marketer should include creative as a consultant or a decision maker in the martech decision process. I suggest requesting a creative focused demo with the vendors you are leaning towards in your evaluation.

Creativity 137

Creativity Digital Asset Management Process Work Management 137

Heinz Marketing

APRIL 3, 2019

Prior to my consulting days, I didn’t know how consultants did what they did. I had this misguided vision of consultants being these experts that knew absolutely everything about their field. Often, consultants make recommendations or propose strategies and the client doesn’t want to do the work to make it happen.

Work Management 99

Work Management Allocation Marketing Management Paid Search Agency 99

Martech Advisor

FEBRUARY 18, 2020

In this article, Adam Honig, CEO of Spiro, discusses why building an ecosystem of app providers and consultants for an already expensive CRM is bad for users. This is why CRM customers hire consultants as part of their CRM projects. Did you end up hiring a consultant to get your team up and running?

CRM 88

CRM Work Management Marketing Management Product 88

Hubspot

DECEMBER 13, 2023

Consultative Call A consultative call focuses on offering expert advice and guidance to prospects. For instance, if you work for a financial consulting firm, you might have a consultative call with a prospect to discuss strategies for improving their investment portfolio.

Work Management 67

Work Management Marketing Management Cross-Selling Budget Programs 67

Only B2B

MAY 19, 2022

So, we propose that we condense all of these ideas into three important areas for appointment-setting success: people, timing, and tools. A reference from a customer or vendor partner may be priceless when it comes to securing an appointment with a desired client. Three Focus Areas for Outstanding Appointment Setting.

Work Management 118

Work Management Marketing Management Cold Calling Trigger Marketing 118

Sprout Social

DECEMBER 6, 2023

We’re not claiming that a well-executed B2B influencer marketing campaign will get prospects happy-dancing over your request for proposal (RFP). It offers your prospects a glimpse at how their workday might improve by choosing your company as a vendor. What is the proposed timeline for your campaign? Here’s how.

Work Management 119

Work Management B2B Marketing Marketing Management Paid Search Agency 119

nDash

NOVEMBER 22, 2022

Jessie Coan, VP of Corporate Marketing , explains, “Having an outside consultant come in and work as your interim CMO if part of your goals is to revamp the marketing OARS (Objective, Audience, Results), it’s less of an emotional decision. The idea is that you may ramp down your vendors at a specific point.

CMO 52

CMO Work Management Marketing Management Lead Ranking 52

Varicent

MARCH 24, 2022

Are these needs sufficiently compelling to justify the costs you may potentially propose? 7) Proposal. With an understanding of your prospect’s needs and how your solution can help address them uniquely and compellingly, you’re well placed to put forward your final proposal in a way that’ll be competitive. 8) Negotiation.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Top of Funnel 52

NuSpark Consulting

FEBRUARY 5, 2017

” What to Look for in a Vendor. Most predictive analytics vendors make use of multiple data points to help “feed” the models and forecast potential high-value accounts. Research Vendors. Once you identify the requirements, take the time needed to get detailed proposals based on your specific situation.

Account Based Marketing 100

Account Based Marketing Marketing Automation Services Marketing Management Top of Funnel 100

Martech

FEBRUARY 28, 2022

But in all of my years in B2B, whether as a marketer, an agency person, a consultant or a fractional CMO, people have considered email an important channel but have overlooked its true potential for fulfilling company goals. A Forrester WAVE matrix of leading vendors is one. Across the board, email is a lead-generation tool.

Marketing Automation Services 129

Marketing Automation Services Intent Marketing Automation Email Marketing 129

TrustRadius Marketing

OCTOBER 21, 2022

Someeven come with built-in apps for a request for proposal (RFP) software. Does the Software Vendor Offer Resources? What is the Reputation of the Software Vendor? We also have a great list of time tracking software for consultants which can also benefit very small businesses here. . What is Your Budget?

Enterprise Management 75

Enterprise Management Work Management Marketing Management Budget Programs 75

The ROI Guy

AUGUST 17, 2018

However, ask CIOs what they think about this, and they won’t be shy about how poorly vendors are delivering on these partnership promises. Apparently, most CIOs don’t think their vendor sales reps are up to the task. And IT execs want consultative vendors to help understand their issues and prescribe the best strategies and solutions.

Work Management 53

Work Management Peer-to-peer Advertising Benchmark Vendors 53

Rev

SEPTEMBER 20, 2023

There was much less information out there, and buyers had to engage with vendors much sooner in the cycle to get that information.” He also notes that customers tend to engage with peers (whether colleagues, personal acquaintances, online reviews or social media connections) long before they actually engage with a vendor.

Demand 60

Demand Peer-to-peer Work Management Marketing Management 60

ClearVoice

JANUARY 30, 2020

The case study is one of the most important promotional pieces to have on hand for new business pitching – and having them is one thing that separates agencies and high-paid creative services consultants from freelancers. The case study is from the vendor/partner’s POV and allows more room to go in-depth on their process and results.

Case Studies 76

Case Studies Case Study Studies Advertising Agencies 76

ClearVoice

JULY 16, 2019

Learn the right way here. | #ContentMarketing | #Agencies | #Freelancing | #Consultants Click To Tweet. She says that declining companies’ ask to create marketing plans or customized proposals within the interview process is one of the healthiest things anyone can do for their business. It’s a request for free inspiration and labor.

Creativity 75

Creativity Practices Work Management Advertising Agencies 75

Televerde

JANUARY 21, 2020

If they like what they hear (and they usually do), our team moves forward and provides a cost proposal. After they review the cost proposal, they usually tell us that we’re still a top-contender, but they have to review other options as a formality. Be consultative with your prospects throughout the entire sales process.

Marketing Proposals 52

Marketing Proposals B2B Sales Analysis Vendors 52

The ROI Guy

AUGUST 9, 2016

Financial justification remains a requirement, this according to research by IDC’s Business Value Consulting Group, with a whopping 95% of decision makers requiring proof of business value outcomes prior to considering and approving a purchase. Source: IDC Business Value Consulting Group – Randy Perry.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Budget Programs 40

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

Customer Experience Matrix

NOVEMBER 15, 2011

About half of buyers consider only one system , I’m told by various vendors. The real problem is comparing this figure and the previous 66% to… 25% of buyers consult with in-house IT. Think about that: 75% of CMOs are making a major system investment WITHOUT consulting their IT group. Here are some statistics. But they’re not.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation RFP Automation 120

Hubspot

JANUARY 17, 2023

This involves selling security, consulting, or troubleshooting services to companies. Writing reports and proposals for vendors or clients. Tech hardware is the physical devices or equipment that run software, such as laptops, phones, and tech accessories. IT services. Conducting discovery calls. Should you work in tech sales?

Work Management 76

Work Management Marketing Management Sales Qualified Leads Startups 76

Hubspot

MARCH 27, 2023

Sales is an increasingly consultative profession. Are you looking for proposed solutions now? / A prospect could be an amazing fit on paper, but if they don't have the budget or leadership isn't considering vendors at the moment, you don't want to waste too much time on them. Where are you in the budget-setting process? /

Top of Funnel 70

Top of Funnel Buyer's Journey Hubspot Sales Qualified Leads 70

Content Marketing Institute

AUGUST 16, 2018

Both Robert Rose and Cathy McKnight, co-founder and head of the enterprise consulting practice at Digital Clarity Group, underscore the importance of a tech strategy. Done correctly, requests for proposals explain your needs. Send this RFP to a short list of vendors. Your RFP doesn’t have to be perfect. Prototype (demonstrate).

Enterprise Management 61

Enterprise Management Work Management Marketing Management RFP 61

ClearVoice

JANUARY 30, 2020

The case study is one of the most important promotional pieces to have on hand for new business pitching – and having them is one thing that separates agencies and high-paid creative services consultants from freelancers. The case study is from the vendor/partner’s POV and allows more room to go in-depth on their process and results.

Case Studies 59

Case Studies Case Study Studies Advertising Agencies 59

B2B Marketing Traction

AUGUST 24, 2012

As a marketing consultant who learned the details about SEO as early as 1998, I’ve observed the birth and the growth of an industry that I’m not sure I like that much. My clients come to me asking if they’re getting a fair price on SEO proposals from vendors. Here’s why. I’m sick of it!

SEO 100

SEO Tagging Marketing Websites Marketing Proposals 100

Convince & Convert

SEPTEMBER 30, 2010

Tweet Guest post by Matt Ridings , founder of MSR Consulting, a Digital Relationship Marketing Agency in St. He was looking for a social media vendor, and was referred to me by a mutual contact who had attended one of my training workshops. He was right, none of the proposals had included specific ROI objectives. Secondary lift?

Social Media 149

Social Media ROI Guerilla Marketing Media 149

The ROI Guy

OCTOBER 11, 2016

In an interview with Randy Perry, VP of Business Value Consulting for IDC, we discussed several key changes in purchase decisions for hardware, software, Cloud and services, leveraging IDC’s research from over 400 enterprise buyers over the past two years. The conundrum?

Webcast 40

Webcast Lead Ranking Budget Programs Marketing Proposals 40

ViewPoint

SEPTEMBER 24, 2013

I think you will enjoy their comments: Jill Konrath (author, consultant). Only then do we propose a solution.". My final note: Demanding BANT qualified leads ensures that you are going to be competing against an entrenched vendor that has probably already won the business. BANT has always been BUNK for salespeople.

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

Biznology

APRIL 23, 2015

They tend to accomplish the initial phases of their process in anonymity, as we’ve all read that as much as 60% of the buying process is done before they contact the selected vendors. Initial research to identify the solution(s) and vendors to meet the need. Paring down the options to a limited number of vendors – typically three.

Work Management 80

Work Management Buy Marketing Management Process 80

ClearVoice

NOVEMBER 12, 2019

It may be just 10 impactful words or an entire page, but it demonstrates credibility, professional relationships and ability to execute on a proposal or pitch. As PR consultant Jennifer Vincenzo McLucas suggests: Ask anyone you’ve collaborated with that the work went well, to demonstrate you can play nicely in the sandbox.

Work Management 67

Work Management Marketing Management Tips Case Studies 67

chiefmartech

FEBRUARY 5, 2018

This is an incredible bargain to learn first-hand from these experts at a fraction of their hourly consulting rates. Understand how to adopt this methodology for selecting digital agencies and other consulting firms. Here are more details on each of these four workshops: The Right Way to Buy Marketing Technology.

Paid Search Agency 61

Paid Search Agency Planning Work Management Marketing Automation Services 61

Customer Experience Matrix

NOVEMBER 18, 2009

One of the audience members at the B2B Marketing University in Boston asked about demand generation systems for small businesses, and how to distinguish among the vendors in general. My brief answer was that the biggest difference was less functionality than the target markets the different vendors pursue.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Demand Generation Agencies Demand Generation 120

SnapApp

MARCH 27, 2018

Marketing Consultant & Speaker. . . . . . . When I later worked at a PR firm, speaking proposals were a core deliverable of our agency, and I learned quickly how to improve their acceptance rate. This gets challenging as vendor pitches are about the last thing event curators want to subject their audiences to.

Tips 67

Tips Marketing Proposals Peer-to-peer Curation 67

The ROI Guy

JANUARY 29, 2014

The importance of financial justification / ROI proof for proposed solutions has increased further, this according to research by IDC. Arming your sales reps and value consultants with the research metrics and tools to quickly and easily collaborate with decision makers and create financial justification / ROI proof is essential.

Terms and Conditions 40

Terms and Conditions Lead Ranking Validation Marketing Proposals 40

SpotMe Blog

JUNE 13, 2023

If you are considering changing the pharmaceutical meeting planning company you work with, it is vital to consult your organization’s internal policies, recommendations, and lists of approved partners before consulting this list. Consult our list of top medical communications companies.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Paid Search Agency 52

NuSpark Consulting

APRIL 29, 2017

Vendors such as Bombora , Infer and Mintigo track thousands of topics across through Internet searches, social media posts, webinars, events and online videos to gather information designed to identify users’ intent. Customizing your approach in this fashion requires access to data, but firms often already own more data than they realize.

Account Based Marketing 159

Account Based Marketing Ideal Customer Profiles Budget Programs Enterprise Management 159