Content Standard

SEPTEMBER 19, 2023

This paints a vivid picture of the business urgency that’s built up around generative AI this year alone. They’re low-cost and easily accessible but also the most prone to risk and misuse. However, achieving this is entirely counterproductive if it comes at the cost of your customers’ experience.

Enterprise Management 100

Enterprise Management Generation Work Management Marketing Management 100

SalesIntel

APRIL 15, 2024

B2B buyers may spend months assessing an issue, researching solutions, and evaluating possible service providers before deciding on a vendor that fits their needs. Phase 3: Shortlisting During this phase, B2B buyers begin narrowing down their list of potential partners and reaching out to preferred vendors.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Martech

AUGUST 23, 2023

The urgency to meet and exceed customer expectations has significantly driven martech’s remarkable growth. Other challenges included managing the costs of multiple platforms, discerning genuine vendors from transient ones and the constant need to stay updated with the rapid technological evolution in the martech landscape.

Work Management 98

Work Management Marketing Management Digital Transformation Customer Satisfaction 98

DiscoverOrg

APRIL 17, 2019

I’m just trying to understand who the vendors are. Step 3: Vendor selection and elimination. Vendor selection is an important next step – and even more important is vendor elimination. NEWSFLASH: Some sewing machines cost up to $1500 – and up! I know the vendor that I want to go with.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

Salesforce Marketing Cloud

OCTOBER 10, 2023

What does this problem cost the company? Your quote should cover the total cost of your solution, including initial implementation, onboarding, and ongoing maintenance. I recommend showing the cost of delay, too, which shows the monthly cost of waiting and can drive urgency. What happens if they do nothing?

Sales Cycle 110

Sales Cycle Optimization Ideal Customer Profiles Marketing Proposals 110

Zoominfo

APRIL 26, 2018

30%-50% of sales go to the vendor that responds first ( source ). The biggest challenges today’s salespeople face are establishing urgency (42%), getting in touch with prospects (37%), and overcoming price objections (35%) ( source ). It takes an average of 8 cold call attempts to reach a prospect ( source ).

Statistics 197

Statistics Product Peer-to-peer Work Management 197

Martech

OCTOBER 4, 2021

Since CDPs emerged as a category (around 2016, according to the CDP Institute) we became accustomed to looking across a landscape of independent vendors, most with slightly different offerings under the CDP umbrella. I think it’s fair to say there’s a trend here. Last week, Zylotech became part of ABM platform Terminus.

Acquisitions 111

Acquisitions Marketing Automation Services Marketing Management Digital Experience Platform 111

ViewPoint

AUGUST 9, 2016

Often hot leads are really prospective buyers that have already been sold by another vendor. A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP).

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Lead Scoring Demand 120

Lead Forensics

APRIL 2, 2024

Offer tiered pricing options or highlight hidden costs associated with their current solution. See if there’s an opportunity to become a preferred vendor or highlight how your product complements other solutions they might be considering. “The upfront cost is too high.” ” Response: Gather information.

Effectiveness 52

Effectiveness Work Management RFP Case Studies 52

Biznology

FEBRUARY 25, 2020

We especially hear from industrial prospects all the time: B2B has lagged and it’s costing them. The urgency of finding the right pattern and building the right platform to support it is becoming increasingly important. Many of the most advanced technologies by large vendors are costly and difficult to implement.

B2B Marketing 118

B2B Marketing Work Management Marketing Management B2B 118

Only B2B

JUNE 19, 2023

Finally, the timeline is established to determine the urgency of their purchase decision. According to InsideSales.com, 50% of B2B sales go to the vendor who responds first. A study by Forrester Research found that companies that excel at lead nurturing generate 50% more sales-ready leads at a 33% lower cost per lead.

Sales Qualified Leads 62

Sales Qualified Leads High Quality Lead Lead Ranking Marketing Qualified Leads 62

Zoominfo

JUNE 4, 2019

At an industry event with 400 vendors, the average attendee will visit somewhere between 25-31 vendor booths. These freebies are not only practical but often cost-effective. Offer a special deal: Create a sense of urgency by giving booth attendees a unique discount code or offer. Create an experience.

Trade Show 187

Trade Show Planning Zoominfo Paid Search Agency 187

The ROI Guy

APRIL 5, 2018

Unfortunately Gartner says vendors are missing the mark, with 70% of buyers saying they want less pitch and more diagnostic and prescriptive advice. Create Urgency With so many deals ending in no decision, during the entire sales process, Gartner advises to constantly assess the customer situation and connect with or create urgency.

Budget Programs 45

Budget Programs Allocation Software Buy 45

Optinmonster

JUNE 28, 2021

This creates a sense of FOMO (fear of missing out) and urgency, so customers will be motivated to make their purchase before the item is off your shelves. While doing so, we also factored in each tool’s features, cost, and effectiveness. Cost: Starts at only $9 per month. Cost: Starts at only $5 per month.

Best Practices 75

Best Practices Work Management Marketing Management Urgency Marketing 75

Lead Forensics

APRIL 2, 2024

Offer tiered pricing options or highlight hidden costs associated with their current solution. See if there’s an opportunity to become a preferred vendor or highlight how your product complements other solutions they might be considering. “The upfront cost is too high.” ” Response: Gather information.

Effectiveness 40

Effectiveness Work Management RFP Case Studies 40

Top Rank Marketing

AUGUST 30, 2023

I’ve found that finding a balance between having a sense of urgency and patience is paramount for career growth. A sense of urgency is critical to excel in your day to day that is in service to your team, your partners, your clients, etc. Make them as clear as possible with everyone — vendors, bosses, employees, executives.

Enterprise Management 98

Enterprise Management B2B Marketing Work Management Marketing Management 98

Salesforce Marketing Cloud

OCTOBER 11, 2023

It stands for: Problem, Opportunity cost, Wants, Executive influence, Resources, Fear of failure, Unequivocal trust (yeah I kinda had to turn a T into a U there), and Little things. Now your focus has shifted from the symptom to the root cause, and you understand the urgency of solving it. And the cost of running the team using it?

Enterprise Management 59

Enterprise Management Work Management Marketing Management Budget Programs 59

Sana Commerce

APRIL 14, 2022

In turn, SaaS vendors offer scalable solutions liberated by their own infrastructure: on one hand, they’re designed to handle high bandwidth. Allocate labor and time costs towards scaling your business instead. Understand the urgency of the project. What you have now is your best starting point: avoid reinventing the wheel.

Enterprise Management 52

Enterprise Management Marketing Management Allocation Best Practices 52

Zoominfo

JUNE 4, 2019

At an industry event with 400 vendors, the average attendee will visit somewhere between 25-31 vendor booths. These freebies are not only practical but often cost-effective. Offer a special deal: Create a sense of urgency by giving booth attendees a unique discount code or offer.

Trade Show 100

Trade Show Planning Zoominfo Paid Search Agency 100

Convert

JANUARY 27, 2021

Despite your best intentions as a vendor, customers can still become frustrated, irritated, impatient, or worst of all, unhappy. When customer acquisition costs five times more than retention , you NEED to integrate exceptional customer care into your business processes to cut churn and increase loyalty. That’s not the case.

Paid Search Agency 52

Paid Search Agency Customer Satisfaction Urgency Marketing Pricing 52

Seismic

JULY 23, 2019

Making one or more of the following mistakes can deter a prospect, stall a deal, and even cost you the opportunity. Most B2B buyers look for vendors who understand their business and the challenges they face. In fact, 2/3 of buyers say that the winning vendor’s content had a significant impact on their purchase decision.

Top of Funnel 60

Top of Funnel Marketing Management Sales Cycle Psychographics 60

Belkins

NOVEMBER 13, 2019

Creating urgency We often hear that sales executives should initiate action and motivate your potential customers to move to the next stage of the sales funnel. Some would say that it’s fine to create a false sense of urgency by pretending that a permanent offer is a temporary one. However, you can already tell why it sounds phony.

Work Management 53

Work Management B2B Sales Impressions Vendors 53

Contently

NOVEMBER 27, 2017

The basic takeaway is that focusing on the benefits helps your argument more than highlighting the cost of not doing something. Instead of focusing on the urgency to buy or sign up, test language that speaks to the benefits of what you’re offering. The study details are fascinating if you have some extra time.)

Work Management 163

Work Management Marketing Management Top of Funnel Planning 163

Belkins

JULY 28, 2020

Limits options for growth within a smooth fine-tuned process by removing competition and urgency that pushes team members to expand their skill set. It doesn’t take many resources from you, but not paying attention to the way your sales executives get results costs you. Injects more agility into your sales. The Island.

B2B Sales 65

B2B Sales Work Management Effectiveness Marketing Management 65

chiefmartech

JUNE 12, 2017

Resistance to vendor lock-in is now a top 3 criteria. 183 in Meeker’s report); Lock-in — the ability to change vendors — was the least of buyers concerns back in 2012. But it is a significant issue that will almost certainly grow in urgency. It gives organizations tremendous digital agility.

Enterprise Management 88

Enterprise Management Marketing Management Service Budget Programs 88

Belkins

NOVEMBER 13, 2019

Creating urgency. Some would say that it’s fine to create a false sense of urgency by pretending that a permanent offer is a temporary one. Is that the approach your prospects expect from their ideal vendor? #3. They are looking for a vendor trusted by other health facilities. The bandwagon principle. Of course not.

Work Management 40

Work Management Top of Funnel B2B Sales Impressions 40

The ROI Guy

APRIL 3, 2014

If you allow your competitors to drive the value conversation they will frame the value to their advantage, as Forrester indicates 3 in 4 deals going to the vendor establishing the buying agenda and value framework (as opposed to 1 in 4 to the vendor winning the “bake-off”). So be provocative.

Lead Ranking 40

Lead Ranking Lead Scoring Forrester Marketing Proposals 40

Content Standard

NOVEMBER 8, 2016

Venture capital is limited, and your CEO’s new team of idealists is costing quite a bit more in overhead and operational expenses than the plan originally called for—so the urgency to develop a product of any kind mounts. Every vendor has a customer success team.” Does This Tie to a Tangible Business Goal?

Work Management 83

Work Management Marketing Management Analytics Budget Programs 83

Hubspot

NOVEMBER 3, 2017

Use these seven questions to identify unmotivated prospects so you can incite the appropriate urgency. To increase it, help her calculate the costs of inaction. Now she’s comparing individual vendors to see which product best fits her needs. That’s why buyers who lack a strong desire to change ultimately decide not to act.

Buy 87

Buy Peer-to-peer Budget Programs Act-On 87

Hubspot

MARCH 2, 2018

We're already working with another vendor.". We’re already working with [Vendor X].”. See if you can come up with a creative discount to offset the cost of breaking a contract early, or demonstrate ROI that will make up for the sunk cost. Play them up and emphasize overall worth, not cost. "There's no money.". "We

Work Management 101

Work Management Marketing Management Budget Programs Lock-In 101

Heinz Marketing

SEPTEMBER 28, 2020

I’ve even heard this, people use the term compassionate urgency, right. If you have to reduce costs, if you’re told by your CEO or CFO, “Hey, we’ve got to cut costs and on your team as a VP of sales or a VP of marketing”, what’s the best way to approach that problem. How do you best coach?

Top of Funnel 132

Top of Funnel Work Management Marketing Management Forecasting 132

Valasys

OCTOBER 22, 2018

There are 2 major groups for this which are: Below the line – Cost savings and efficiency gains. The pain must have an impact on the customer’s time, cost, risk or revenue within a certain timeline. Pain is an important motivation and the implication of which drives urgency. Economic Buyer. When will the implementation begin?

Lead Qualification 49

Lead Qualification Sales Qualified Leads Lead Ranking Lead Scoring 49

Act-On

MARCH 19, 2024

eBook Learn More You can also track behavioral data to identify prospects with a high sense of urgency. Martech vendors, racing to build bigger and better features, ended up with so much “extra stuff” in their suites that getting even the most basic work done—let alone anything complicated—became difficult,” says Jeff.

Marketing Automation Services 190

Marketing Automation Services Budget Programs Generation Cross-Selling 190

Everything Technology Marketing

OCTOBER 10, 2010

SEGMENTATION CRITERIA Here are some examples of dimensions that can be used for segmentation: Value Drivers Are companies using your solution to reduce cost, increase revenues, comply with mandates, protect assets, improve agility, reduce risk? Especially for solutions that can solve different problems and meet different objectives.

Segmentation 100

Segmentation Lead Ranking B2B Marketing Lead Scoring 100

Webbiquity

AUGUST 18, 2010

Once past that hurdle, their next decision is determining if making the change required is worth the cost, time and effort required. Finally, the third decision is, having committed to making a change, selecting the best product / service / vendor for their company. P riority (maintain a sense of urgency).

Lead Ranking 100

Lead Ranking Marketing Proposals Digg B2B Sales 100

The ROI Guy

AUGUST 9, 2010

Engaging content needs to break through the information overload clutter, and create urgency, and in today's frugal marketplace that often means: 1) Helping a user diagnose issues, some they may not have even known they had, and providing advice on how to solve such issues via a roadmap of suggested best practice improvements.

Urgency Marketing 40

Urgency Marketing Marketing Budget Peer-to-peer Content Marketing 40

Kapost

AUGUST 3, 2016

A CEO’s job is to have an influence on every decision that impacts market growth, increased profitability, and cost savings. Before, customer programs were regarded as reactive and cost-heavy, but now they are seen as proactive solutions, necessary for prolonged success and revenue growth.

Paid Search Agency 48

Paid Search Agency Work Management Marketing Management Allocation 48