Square 2 Marketing

OCTOBER 20, 2020

You Think An RFP Is Going To Make It Easier, But It’s The Wrong Way To Find An Agency Partner. We rarely respond to request for proposals (RFPs) from prospective clients. But lately I’ve been thinking a lot about the process, and if you think running an RFP is going to help you find the agency of your dreams, think again.

Demand Generation Agencies 97

Demand Generation Agencies Advertising Agencies Paid Search Agency RFP 97

Biznology

JUNE 28, 2018

I have been helping a very smart client in their RFP process to select a vendor for their marketing campaign. But even if you do, some smart people will remain cynical, unless you have clients that will sing your praises to your prospects. The post Why you need testimonials to persuade your customers appeared first on Biznology.

RFP 162

RFP Work Management Marketing Management Vendors 162

Biznology

SEPTEMBER 6, 2017

FAQ: It’s equally surprising that so few marketers feature short video answers to the questions that prospects repeatedly ask. Testimonial/use case: Prospects are eager to take in testimonials and use cases, especially if they are leaning toward a decision in favor of your solution. Not that everything is best explained with video.

Tactics 150

Tactics RFP Top of Funnel Video Marketing 150

PathFactory

MARCH 4, 2021

It does not support account management and customer teams in their efforts to reduce churn, improve margin growth and increase customer lifetime value through account expansion. It does not lead prospects to the next step once the top-of-funnel campaigns gets buyers excited about the ideas that the company holds so dear.

Top of Funnel 111

Top of Funnel Account Based Marketing Paid Search Agency ABM 111

Hubspot

DECEMBER 9, 2020

It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them. It also takes critical thought and a firm grasp on a prospect's general circumstances. Identify Common Pain Points.

Work Management 94

Work Management RFP Phishing Bundling 94

Hubspot

AUGUST 31, 2018

Have you been tasked with the job of creating a request for proposal, or an RFP? We’re diving into the specifics of what an RFP actually is, why you might need one, and how to create your very first one today. RFP vs. RFQ. An RFQ, or request for quotation, is slightly different than an RFP since it’s just the quote itself.

Work Management 93

Work Management RFP Marketing Management Marketing Proposals 93

Avitage

OCTOBER 22, 2016

We used to say, “sell ahead of the RFP.” ” Now we’re telling them, “sell into the ‘hidden opportunity market’ ” As a result of recent client work, I’ve re-examined CEB’s Challenger Customer for clues on how to improve B2B sales practices, especially for sales content.

RFP 120

RFP B2B Sales Marketing & Strategy Marketing 120

BenchmarkONE

AUGUST 10, 2022

This will boost your visibility and build brand awareness, allowing prospects to see your expertise and seek out your services. Prospect Strategically, with The Power Of Referrals. When prospecting for new clients, it’s good to remember that there are three markets. Fill Out RFPs. Influence Prospects with Awards.

Advertising Agencies 76

Advertising Agencies Paid Search Agency Ideal Customer Profiles Paid Content 76

Martech

FEBRUARY 2, 2023

Narrow your list of prospective vendors by evaluating their platforms based on your use cases. Finally, decide whether or not you need to engage in a formal RFI/RFP process. What kind of customer support is included? How responsive is customer service? This is an individual preference. license, manhours, etc.)?

Marketing Automation Services 103

Marketing Automation Services Enterprise Management Work Management Marketing Management 103

Vidyard

SEPTEMBER 14, 2017

There’s one menace that looms over the head of nearly every salesperson, and can strike at any time: the dreaded request for proposal (RFP). Other times, an RFP can come after an otherwise fruitful conversation with a client, who shatters all hope of an easy deal by saying, “Sounds great. Will you just fill out this RFP?”

Work Management 65

Work Management RFP Video Marketing Vendors 65

Hubspot

APRIL 26, 2023

And even if you manage to convince a poor-fit prospect to buy, you're setting yourself up for an unhappy customer relationship and a potential hit to your reputation. To avoid the pitfalls of bad-fit prospects, look out for these seven signs you should give up on a deal. 7 Signs You Should Walk Away From a Prospect 1.

Work Management 79

Work Management Lead Scoring Lead Ranking RFP 79

Hubspot

OCTOBER 9, 2018

You've started a new business and you're building up your customer base. But how can you reach the prospects who might benefit from your product or service? Solicited business proposals are requested by a prospective client. If they've sent you an RFP, make sure you read it carefully so you know exactly what they're looking for.

Examples 97

Examples Terms and Conditions RFP Tips 97

Vidyard

SEPTEMBER 14, 2017

There’s one menace that looms over the head of nearly every salesperson, and can strike at any time: the dreaded request for proposal (RFP). Other times, an RFP can come after an otherwise fruitful conversation with a client, who shatters all hope of an easy deal by saying, “Sounds great. Will you just fill out this RFP?”

Work Management 68

Work Management RFP Video Marketing Vendors 68

Seismic

NOVEMBER 12, 2020

We’re thrilled to share that Seismic has partnered with Loopio , a Toronto-based top tech start-up who helps customers streamline their response process for RFPs, DDQs, and Security Questionnaires. The integration also improves: Administrative efficiency: Avoid manual transfer and reformatting content across your two solutions.

RFP 52

RFP Efficiency Relevance Process 52

BOP Design

JANUARY 13, 2021

If a potential prospect lands on your B2B website, they want you to lead them to the information they need to make a decision. Advise them to complete a RFP form. Even if you want prospects to complete a form on a website, be sure to provide other ways to get in touch with your company. Why should a prospect convert?

Marketing Websites 119

Marketing Websites B2B Top of Funnel Case Studies 119

thePoint

JULY 21, 2020

I would respond, no, this makes a big difference in how you view and market to prospects and how you organize sales activities once you fully accept that prospects are in control on a buyer journey. By the time someone is creating an RFP/RFQ, they have formed a fairly solid view on what products or solutions might fit.

Buyer's Journey 52

Buyer's Journey B2B Marketing RFP B2B 52

Hubspot

AUGUST 21, 2023

You've started a new business, and your customer base is starting to expand. There's a whole world of untapped potential around you — prospects you know would benefit from your product or service. Instead of assisting your search for investors to fund your business, a proposal helps you seek new customers. It's finally happened.

Template 69

Template CMS Development Examples Marketing Proposals 69

Biznology

FEBRUARY 25, 2016

I have been helping a very smart client in their RFP process to select a vendor for their marketing campaign. But even if you do, some smart people will remain cynical, unless you have clients that will sing your praises to your prospects. The post Why you need testimonials to persuade your customers appeared first on Biznology.

RFP 80

RFP Work Management Marketing Management Vendors 80

Sprout Social

DECEMBER 6, 2023

LinkedIn is a powerhouse for businesses looking to build brand awareness with several audiences—prospects, investors, potential hires—but it’s not the only avenue available for B2B marketers. We’re not claiming that a well-executed B2B influencer marketing campaign will get prospects happy-dancing over your request for proposal (RFP).

Work Management 116

Work Management B2B Marketing Marketing Management Paid Search Agency 116

Rev

MAY 21, 2018

Intent data can include the email opens and clicks of your customers and prospects, the pages your customers visit on your website, the webinars they register for and attend, the e-books they download, their social likes and shares, and similar behavioral activity. Problem #3c: Late to the Party. Obviously, there is intent.

Intent Data 122

Intent Data Intent Lead Ranking Lead Scoring 122

SmartBug Media

APRIL 5, 2021

In fact, one of the only ways to encourage those prospects to purchase from your company is to nurture them. Prospects in this stage might be found scrolling through your products and services pages. The decision stage is when the prospect has decided on an approach and is determining which solution they will go with.

Lead Nurturing 64

Lead Nurturing Top of Funnel Marketing Strategy Marketing & Strategy 64

KoMarketing Associates

NOVEMBER 19, 2015

Business relationships rely on some of the same data points but are often distanced from targets and customers by geography, station (status in the food chain of the individual with final say-so) and decision-making protocols like RFP docs, requisition requests, and other confounding red tape. Learn From Your Customers.

B2B Marketing 180

B2B Marketing Planning Eye-Tracking RFP 180

Sales Engine

MAY 22, 2016

Widening Gulf between Transactional and Consultative Selling - In spite of the commoditization of products, customers are getting tougher to deal with and are demanding more support and expertise (there’s that word again), especially with the more complex decisions. In Neil’s words “How you sell it is more important than what you sell”.

Allocation 136

Allocation RFP Consulting Paid Search Agency 136

Strategic-IC

FEBRUARY 16, 2021

Jo: We recently had this question from our New Logo team who were actually answering an RFP, so already in that process. And we debated this, because we don’t know them [the prospect] well, we’re just answering an RFP and there could be ten of us answering an RFP. So you’ve really got to consider this.

Account Based Marketing 71

Account Based Marketing ABM Ideal Customer Profiles Demand Generation Agencies 71

B2B Marketing Directions

AUGUST 13, 2022

In addition, the company's sales representatives focused primarily on responding to RFPs from larger prospects. It revealed that 52% of the potential customers that began a buying process ultimately made a purchase.

Organization 52

Organization Marketing Management RFP Barriers 52

B2B Marketing Directions

JULY 9, 2022

It works exclusively with enterprise customers, and the firm emphasizes that its advice is vendor agnostic. The book focuses primarily on information technologies that an enterprise acquires to improve customer or employee digital experiences.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Marketing Automation Services 52

Biznology

FEBRUARY 9, 2018

A keyword ontology helps you understand which words tend to go with which products, and how you can out think your competition to deliver the content your prospects need. The best one we found, after an extensive RFP, is TopBraid EDG. Instead of DBPedia, we needed a custom training set ? And it can do so much more. ” Why?

Keywords 197

Keywords Enterprise Management Marketing AI RFP 197

Sprout Social

MARCH 19, 2020

Social media is just one of the strategic communication channels that afford agencies the ability to publish content, build relationships and have meaningful engagement with prospective clients, their communities. Before a prospective client sends an RFP, they want to know what your agency is capable of.

Advertising Agencies 108

Advertising Agencies Paid Search Agency Social Media Ad Agencies 108

Vision Edge Marketing

MARCH 7, 2012

Therefore, it’s important to create a glossary of standard terms for what your company considers a contact, suspect, lead, qualified lead, prospect, and so forth. The best way to do this is to outline the customer buying process based on observable behaviors, then mapping these to the appropriate opportunity stage.

Sales Qualified Leads 100

Sales Qualified Leads High Quality Lead Lead Scoring Lead Ranking 100

ViewPoint

SEPTEMBER 13, 2016

Here are their comments: Dave Brock: “The customer is wherever they are in their buying process. The issue is, should we be waiting until the customer is ready for us to be engaged or should be offering greater leadership by engaging earlier. It’s like responding to the RFP that you haven’t written. Dave Stein: Wrong.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

BOP Design

MAY 13, 2019

Before you even agree to a phone call with a prospective client, send a qualifying email to the lead to ensure there is alignment on budget, timeline, project type, etc. Typically, an initial call with a lead is at least 30 minutes, so you want to ensure your time is well spent only on prospects that appear to fit your ideal customer profile.

Ideal Customer Profiles 65

Ideal Customer Profiles Lead Scoring Lead Ranking Sales Qualified Leads 65

DemandBase

MAY 28, 2020

With the insights you glean from it, you can identify which accounts to go after and how to move them through the customer journey efficiently. And if you have something to sell to seven different industries, focus on your top three or four and deliver customized, relevant, and timely messages and experiences to them. click to tweet.

Efficiency 71

Efficiency Account Based Marketing Sales Qualified Leads DemandBase 71

Pam Didner

NOVEMBER 5, 2020

And the majority of that content is designed to educate prospects and existing customers on how our products can address their pain points and challenges — ultimately making their lives easier. And providing helpful and relevant content is the best way to educate or provide value to your customers and prospects.

Paid Search Agency 75

Paid Search Agency Account Based Marketing Planning Content 75

Vidyard

MARCH 5, 2021

From prospecting to sending out pre-made marketing content, follow-ups, demos, or pricing proposals—using video for sales is moving from exploration to serious investment for most organizations. Ability to customize and apply your brand through integration to CMS platforms like Adobe Experience Manager. Social channel integration.

Enterprise Management 155

Enterprise Management Work Management Video Marketing Marketing Management 155

B2B Marketing Directions

JUNE 6, 2021

The two most frequently identified growth strategies were increasing sales of existing products to existing customers (39% of respondents) and introducing new products to existing customers (34% of respondents). These survey findings demonstrate the importance marketing leaders place on increasing revenues from existing customers.

RFI 52

RFI Effectiveness Gartner Paid Search Agency 52

Hubspot

AUGUST 21, 2020

Instead of overwhelming customers with every bit of information about your product and its features, outcome selling helps you deliver the exact details your customers want to hear — and as a result, they’ll be more eager and ready to buy. Increased Customer Loyalty. Identify your customers. What is outcome selling?

Product 91

Product RFP Customer Satisfaction Work Management 91

Metadata

JANUARY 25, 2023

Collecting contact information from interested prospects so your sales team can follow up with them. Usually, this means gating content downloads and requiring prospects to fill a form out so they can read your content. Educating your prospects with helpful content and playing the long game. What is demand generation?

Lead Gen 52

Lead Gen Lead Ranking Demand Sales Qualified Leads 52