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. According to a study by McKinsey, 68% want prices published online without negotiation. Read more: Spending on PR Software Growing Again, Study Finds [PR Tech Sum].

PR 76

PR Trust Marketing Stats B2B Marketing 76

Customer Experience Matrix

NOVEMBER 15, 2011

(This and the following figures come from the CMO Council study “Driving Revenue Through Customer Relevance”, which I analyzed in detail last year). The real problem is comparing this figure and the previous 66% to… 25% of buyers consult with in-house IT. 19% of buyers do a formal needs assessment and Request for Proposal (RFP).

Marketing Automation Services 120

Marketing Automation Services Marketing Automation RFP Automation 120

ViewPoint

JUNE 24, 2016

PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. We talk about how to build credibility, how to earn trust, and how to engage with a customer before there’s an RFP or a deal on the table.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

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 expands brand reach According to a recent study from Gartner , B2B buyers value third-party interactions 1.4 Here’s how. times more than those with digital suppliers.

Work Management 115

Work Management B2B Marketing Marketing Management Paid Search Agency 115

Hubspot

FEBRUARY 22, 2017

60% of leading advertisers will review their agencies within the next 12 months, according to a study from Advertiser Perceptions. Having an RFP from a new prospect show up unsolicited in your inbox can elicit a giddy response. 2) You take the RFP at face value. The Fix: Interpret the RFP. Clearly, you must read the RFP.

RFP 69

RFP Paid Search Agency Advertising Agencies Marketing Proposals 69

B2B Marketing Directions

AUGUST 13, 2022

One of the case studies in the book illustrates how important high-yield buying behaviors can be. This case study involved a company that manufactures commercial heating, ventilation and air conditioning equipment and energy management systems.

Organization 52

Organization Marketing Management RFP Barriers 52

Sana Commerce

MARCH 23, 2023

Here are some additional resources to help you carry out a successful e-commerce replatforming project: E-commerce replatforming checklist : Includes three checklists, as well as additional templates, case studies and more. B2B e-commerce RFP template: Easily compare your shortlisted e-commerce providers.

Work Management 98

Work Management Marketing Management B2B Paid Search Agency 98

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

Hubspot

AUGUST 21, 2023

In a solicited business proposal, the other organization asks for a request for proposal (RFP). If they've sent you an RFP, make sure you read it carefully, so you know exactly what they want. With this in mind, be sure to include: Case studies Client testimonials Relevant awards Industry accreditations 6.

Template 69

Template CMS Development Examples Marketing Proposals 69

QuanticMind

AUGUST 17, 2023

This, in essence, is what the hybrid in-housing model is all about: An in-house marketing team tees up the overarching strategy before consulting with an agency on how to deliver it in the market. Consultants continue to provide ongoing education around platform experience, as well as reading and understanding campaign data.

Advertising Agencies 57

Advertising Agencies Paid Search Agency Work Management Marketing Management 57

Circle Studio

DECEMBER 19, 2018

Keep in mind that the RFP/shortlist/interview process is the final stage in what is often a 2-3+ year chase. So in 2019, look for ways that marketing can proactively support your firm’s business development efforts by reaching, engaging and nurturing prospects before the RFP is issued AND after a client is landed.

Planning 124

Planning Marketing Proposals B2B Thought Leadership Work Management 124

Industrial Marketing Today

AUGUST 27, 2012

Manufacturers and industrial companies often use solutions or consultative selling to add value for their customers and transform themselves from suppliers into trusted partners. There are many ways that digital marketing can help industrial companies make their consultative selling process more productive.

RFP 60

RFP Peer-to-peer High Quality Lead Lead Scoring 60

Hinge Marketing

MAY 20, 2019

Over the years, we have learned to turn to the web when we need a new accountant, lawyer, architect or consultant. An RFP is sent out to a broad swath of prospective service providers. For the ultimate credibility boost, publish an in-depth study of a topic. It’s also a rich educational resource. Responses flood in.

Planning 92

Planning Marketing Plans Service Content Marketing 92

SnapApp

FEBRUARY 28, 2018

In the B2B market, the collective strength that defined a company’s reputation was what sold consulting deals, digital products and equipment bundles. . Make your boss and company look good: Talk about what you’ve accomplished, highlight wins and make your brand a case study of what to do right. A subtle shift has taken place.

Paid Search Agency 106

Paid Search Agency Personalization B2B Thought Leadership Ad Building 106

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

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

Hinge Marketing

JULY 18, 2019

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. A Consulting Differentiated Marketing Strategy: The AIM Institute.

Differentiation 91

Differentiation Marketing Budget Work Management Marketing Automation Services 91

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

Sword and the Script | B2B

FEBRUARY 8, 2022

The survey was commissioned by Rob Roy Consulting and conducted by the market research firm Cambia Information Group. The complete report based on the survey results was published in late 2021 and can be found here: Dynamics of Trust: B2B Technology Purchase Decision Study. That’s according to a survey of 625 U.S.-based

Customer Surveys 15

Customer Surveys WOM Peer-to-peer B2B 15

Hinge Marketing

AUGUST 12, 2015

To put this in perspective, a study by WordStream discovered the median conversion rate for B2B sites was 2.35%. During this phase, registration for webinars and online events, or downloads for guides and research studies work well. That’s why these early stage CTAs are critical. CTAs for Late Stage Prospects.

Top of Funnel 48

Top of Funnel Marketing Websites Sales Qualified Leads Lead Scoring 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. Influencing the RFP specification before it is issued 3.

RFP 40

RFP Differentiation Case Studies Comparison 40

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

Hinge Marketing

MARCH 14, 2016

Over the years, we have learned to turn to the web when we need a new accountant, lawyer, architect or consultant. An RFP is sent out to a broad swath of prospective service providers. For the ultimate credibility boost, publish an in-depth study of a topic. It's also a rich educational resource. Responses flood in.

Planning 48

Planning Marketing Plans Service Content Marketing 48

Engagio

OCTOBER 13, 2020

Potential buyers signal interest in the form of what they’re reading, long before they’ve identified solutions and visited a corporate website or begun a formal RFP process. Brand affiliation — Our current use of customer advocacy is often limited to serve Marketing’s purpose e.g. using customers generate a case study or a reference.

Sales Management 126

Sales Management Ideal Customer Profiles Top of Funnel Multi-Touch Attribution 126

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. Response automation.

Marketing AI 83

Marketing AI RFP Work Management Marketing Management 83

Hinge Marketing

APRIL 17, 2019

Our most recent High Growth Study shows that 84% of professional services firms see marketing automation as a part of their strategy. For example, you can configure the system to send out a free consultation offer from time to time. The marketplace for B2B marketing automation has experienced rapid growth over recent years.

Marketing Automation Services 93

Marketing Automation Services Enterprise Management Marketing Automation Work Management 93

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

Heinz Marketing

MARCH 6, 2023

Matt: But I was excited to hear from you and to hear what you’re working on these days, consulting with a lot of companies around the increasing complexity of B2B marketing, buying journeys, combining sales processes with buying journeys. And I know you’ve got a lot of data and some case studies behind it.

Top of Funnel 100

Top of Funnel Lead Ranking Work Management Marketing Qualified Leads 100

Buzz Marketing for Technology

JUNE 27, 2008

Ethnographic study of collaborative knowledge work. We present an ethnographic study in which we examine the ways collaborative knowledge work gets done in a process-oriented environment. In the next section we describe our methods and study design, including approach, tools, study participants, and procedures followed.

Work Management 100

Work Management Studies Enterprise Management Marketing Management 100

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. Matt: Free 60 second consultation with Dave Lorenzo-. David: That’s it!

Top of Funnel 56

Top of Funnel Terms and Conditions Paid Search Agency Enterprise Management 56