What to Include in a B2B PPC Proposal

KoMarketing Associates

To make a proposal stand out, reinforce the key value concepts and core strengths of your organization. The more effort we take to customize our proposal to a potential client’s brand and goals, the better and more informative our statement of work tends to be. Ultimately, you know what your business excels at and every proposal should be tailored not only to your strengths but also to the objectives of the program.

Evolving Your CX: How to Differentiate from DTC Brands

Modern Marketing

The first step is to rethink the value you propose to offer. When’s the last time you noticed an alluring product in a store display, or on your favorite store’s website — and then went to buy directly from that brand? There’s no shame in admitting that you do this.

3 Keys to Sales Growth: Motivate, Justify and Differentiate

The ROI Guy

in potential revenue they can’t close because they haven’t made the challenge / proposed solution a priority with the prospect. Second, competitive win rates are an issue because sales reps are having difficulty presenting differentiation.

6 Seemingly Harmless Ways You're Sabotaging Your Proposals


6 Seemingly Harmless Proposal Mistakes. In fact, you must read the RFP multiple times and throughout the proposal process to make sure your response stays focused on the client's needs, and doesn't go off on unnecessary tangents. This is why so many proposals sound the same.

Paradigm of Strategic Value-Based Discounting for the B2B Industry

differentiation could see customers. Step 2 - Design and Test Your Discount Strategy The next step is to design and test out the proposed discount strategy on a variety of product categories, to measure. Paradigm of Strategic Value-Based.

Is your referral strategy tied to your differentiators?

Hinge Marketing

Differentiation is one of the most poorly understood pillars of professional services marketing. Many execs still believe differentiation isn’t a necessary component of overall growth. Differentiators make it easier for decision makers to understand why they should choose you.

Tying ROI proposals to Unique Strategic Value

The ROI Guy

Any way you look at it, as ROI proposals become required, its important to not only quantify unique value, but to begin to differentiate your proposals with a core connection to the organization. Rick Page, founder of The Complex Sale Inc.,

Spotlight on Staff Bios as a Marketing Tool


As a B2B marketer with a focus on the professional services industries, I can’t stress enough the importance of “selling” people over services in this battle for differentiation. differentiation Staff bios Video bios Marketing Strategy

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Content Is The Key To Social Selling Success

Marketing Insider Group

This is the secret sauce to beat and differentiate yourself from the competition. Differentiate Yourself From The Competition. How differentiated would that approach make you? Rest Forever Peacefully (or Request For Proposal).

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Building a Growth Strategy for the Undifferentiated Firm

Hinge Marketing

As easy as that initial undifferentiated climb can be, executing a sustained growth strategy when you aren’t differentiated can be near impossible. Differentiation is one of the most poorly understood pillars of professional services marketing. What is a differentiator?

How B2B Marketing is Changing in 2018

including image, positioning, and competitive differentiation were the second-most cited objective. is competitive differentiation. Again, for marketers in established categories, positioning and differentiation are top challenges. As noted above, when asked to differentiate.

What is Sales Collateral? Examples of Sales Collateral for Sales Enablement


Sales Battlecards These concise, internal-facing documents establish a company’s competitive differentiation. Investment Proposals In Wealth Management, Financial Advisors often create Investment Proposals in the early stage discussions with a prospect. These proposals serve to highlight the unique and differentiated solutions offered by that Financial Advisor.

5 Skills Your Marketing Consultant Must Have

B2B Marketing Traction

One that I observed in my early years as a marketing consultant was when a brand new marketing consultant proposed an expensive brochure to a small business. Marketing is changing fast, and the changes require new skills on the part of marketing consultants and other providers.

Top Two of Three Sales Barriers for 2018 are Business Value Challenges

The ROI Guy

This included: • Improving differentiation from the competition (31.5%) – the ability to effectively communicate and quantify the business value and TCO advantages of your solution versus the competition.

Evolving Sellers From Pitch to Purpose

The ROI Guy

Overwhelmed with similar presentations from other providers, today’s buyers struggle to prioritize their decisions, align the demonstrated features to business value outcomes, and differentiate between competing solutions.

How to Create a Landing Page that Converts and Sells Your Services [VIDEO]

Directive Agency

Now, a lot of times it can be difficult to have both an H1 that targets a keyword and sells your brand or differentiates your services. “ By using specific data, you can differentiate your brand in a way that only you can do because it’s proprietary data to your business.

Why Inbound Leads Should Be Your First Priority

BOP Design

The prospect already knows they need a solution, now all a salesperson needs to do is differentiate from the competition and tailor a proposal that fits the prospect’s specific needs. I am continually trying to convince salespeople that inbound website leads should be a priority.

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A Failure to Communicate Value

The ROI Guy

By Mark Schlueter & Tom Pisello It''s the responsibility sales and marketing, not the customer , to prove the value of your proposal. Quantify the ROI / payback and total cost of ownership (TCO) from the differentiating features that separate you from the competition.

What Does Your A/E/C RFP Response Really Look Like?

Hinge Marketing

In professional services firms and beyond, any point of contact between your firm and your audience represents your brand : a magnet, a website, a proposal, anything. Instead, you might hear something like this: “Well, your proposal/RFP presentation pieces make your firm look dated.

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How to Eliminate Breakpoints to Improve Customer Experience

Measure Up Marketing

Develop systems, tools, processes, skills and content to deliver a differentiated experience. Deliver the proposed experience by focusing the entire team across various functions.

Mastering Excellence: The Art of Enablement in Consulting (Part 1)


Teams and organizations can operate differently, and still be successful; however, as competition evolves, differentiation is paramount. In my new role I realized quite quickly that there were a plethora of issues around creating client and proposal decks.

The 4Ps of Interactive Content Marketing

The ROI Guy

The 4Ps made sure you were positioning your solutions correctly and differentiating from the competition, by balancing the four elements of Product, Price, Promotion and Place. 4) Profit – whatever you propose, buyers remain focused on the economics of each decision, and remain frugal.

17 Marketing Resolutions A/E/C Firms Should Make in 2019

Circle Studio

Move beyond a proposal-centric, project-pursuit only approach to A/E/C marketing. In the A/E/C world, proposals are synonymous with marketing. Outside of the A/E/C world, proposals are a product of the sales department, not the marketing department.

The Three E's of Boosting Sales Productivity

The ROI Guy

2) A Failure to Advance: As a result of not being able to provide valuable insight or differentiate the value of their solutions to buyers, up to 80% of marketing leads don''t advance , and only 7% of sales reps get a 2nd meeting , this according to research by Forrester.

How To Generate Leads For A Software Company


Leverage thought leadership to differentiate your value. In order to differentiate yourself from the competition, you need to focus on high-level content development which showcases the unique value of your offered products.

Closing the Sale: Why the Best Firm Doesn’t Always Win

Hinge Marketing

They never even asked you for a proposal. Your Proposal Is Not Convincing. Some firms are given the opportunity to bid, but the proposal they submit fails to win the business. They likely request proposals from three to five firms. Think about proposals you produce.

The Single Most Important Element for Increasing B2B Lead Gen and Sales


In the physical world, minimizing friction is how Elon Musk’s proposed hyperloop could transport commuters at speeds approaching 600 miles per hour. A human voice on the other end of the line can be both a powerful differentiator and friction-reducer.

Your Unique Value: Solution Focused versus Challenge Centric?

The ROI Guy

Many times, when organizations try to articulate the differentiating value of their solutions, they start with a “solutions first approach”, communicating each feature they perceive as a differentiator and the value these features might deliver. What your marketing and sales enablement teams might not fully realize is that: Product / service differentiators are fleeting, especially today where new product launches are faster than ever before and solutions are quickly commoditized.

Can the Interactive White Paper support a simple quantification of financial benefits / ROI or TCO?

The ROI Guy

Because buyers have become so focused on economic justification and competitive advantage, Interactive White Papers are often designed to communicate the unique potential benefits and prove the value of proposed solutions.

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For Sale, Not On Sale - The True Cost of Discounting and What to Do About It

The ROI Guy

A lack of substantial differences in your solutions and sales / marketing approach are leading you and your competitors to make price the key differentiator. Your proposed investment likely pales in comparison to the cost of not solving the problem, so the key is quantifying this delta. Your ability to dramatize and quantify the contrast between status quo costs and your proposed solutions’ pricing can help motivate the decision and certainly reduce early price pressure.

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From a Business Case to a Case for Change

The ROI Guy

A Traditional Business Case typically tallies the costs, benefits and risks of a proposed solution. You have to compel prospects that are all too content to avoid the risks and resource commitment you are proposing.

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How to Implement an Account-Based Marketing Program in Your Firm


Percentage of engagements with the prospect compared with previous engagements, based on your marketing automation system, reports from the sales team, recorded touchpoints within your company and proposals in progress.

Do Sales Reps Matter Anymore? Yes, If Business Value is the Focus

The ROI Guy

When solutions are commoditizing, and differentiation of the buying experience becomes essential to standing out in the crowd, this result is perhaps the most troubling of all.

How a Top Account Executive is Closing Big Deals with Video


to go over pricing proposals or answer complex questions) rather than a prospecting use case leveraged by the sales or business development teams. This feature is useful for walking through a pricing proposal, re-visiting a specific product feature, or answering a question for her prospective customer. Sending a personal video and putting a face to a name is that extra step that differentiates herself from competitors.

Customer Intelligence: The Secret Treasure from your Value Selling and Marketing Tools

The ROI Guy

These are used to fuel demand-gen programs, engagements and get even more prospects and customers to understand the differentiating value of their solutions and leverage the interactive tools for personalized assessments.

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Essential enablers for implementing a modern product strategy

Modern Marketing

Additionally, it’s often helpful to be able to prove the safety and quality of your product and processes, as that can be a key market differentiator. Proposal , where you create business cases and model potential features.

How to Optimise Your Law Firm Marketing Strategy

The Lead Agency

As such, any marketing strategy that is proposed should be well considered and targeted with outlined KPIs that will help the C level executives measure its success. Like many other industries, Australia’s legal landscape is constantly evolving.

Learn What AEC Clients Want, Straight from the Source

Hinge Marketing

They want brevity because they are busy, and most of the “padding” in those larger proposals is just fluff to boost the firm’s egos. The private developer praised two construction firms specifically for always producing concise 30-page proposals regardless the project size.

The Attention Web: What B2B Marketers Need to Know

Marketing Craftmanship

In their 2001 book, The Attention Economy , social scholars Thomas Davenport and John Beck proposed that in today’s information-flooded world, the most scarce resource does not involve ideas, money or talent.

Announcing my new book – B2B Marketing Strategy!

TaylorMadeIn KEW

B2B Marketing Strategy – differentiate, develop and deliver lasting customer engagement is available for pre-order now and will be released on 3rd December, just in time for Christmas! Six intense days later I submitted the proposal and 3 weeks after that I was offered a contract.