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.

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.

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.,

Five Steps to Find and Own Your Differentiators

Hinge Marketing

When firms decide to identify their differentiators, the story tends to take a certain predictable shape. At the end of such a meeting, the folks at these firms usually come away imagining that they’ve isolated their differentiators – but they haven’t.

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.

10 Tips for Selling in Influencer Marketing to Senior Management

Onalytica B2B

It is important that you’re able to understand and differentiate between outputs and outcomes; this will aid in you naturally focusing more on the wider picture of working towards business objectives, as opposed to getting too absorbed by vanity metrics.

Tips 266

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).

At #CES2018, Lessons Emerge on Brand Loyalty and a Connected Ecosystem


One of the differentiating factors announced today, for example, is LG's connectivity among home, car, and office: the type of technology that allows, for example, your refrigerator to send a message to your car notifying you if you need to go to the grocery store.

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.

RFP 69

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.

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.

Research proves Financial Justification is a Requirement for Executive Selling

The ROI Guy

Clearly there is a Value Gap , between buyers need for financial justification and making a compelling case for change to the ever larger decision making team, and solution providers inability to consistently and credibly articulate and quantify unique business value and provide this in a solid business case proposal.

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.

The 2018 High Growth Study is Here

Hinge Marketing

Learn how to uncover your firm’s true differentiators with Hinge University ‘s Differentiation, Positioning & Messaging. The results from the 2018 High Growth Study are out, and there’s a great deal for professional services firms to learn.

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.

Paper 40

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.

PR 130

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.

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.

Forrester: The Accelerating Death of the B2B Sales Rep

The ROI Guy

All of these tools are designed to help advise buyers about their challenges, how they compare to other customers, what solutions would help them most, and how they can derive the most value from proposed solutions.

How to Rejuvenate a Troubled B2B Brand

Great B2B Marketing

The downside is that few people know about you – the upside is that you can start with a fresh and differentiated brand position. Make sure what you are proposing resonates with both the target audience and online searchers.

Brand 173

Two Ways to Boost the Impact of Personalization in 2018

B2B Marketing Directions

Over two-thirds (68.2%) of the respondents said the vendor can help sharpen our competitive differentiation , and over half (55.7%) said the vendor can help me identify new possibilities and avenues for revenue.

5 Secrets of Creating Successful Marketing One-Sheets

B2B Marketing Traction

One of the networks I belong to, ProVisors , advocates the use of one-sheets or one-pagers that describe each member’s differentiators and the benefits of the service(s) they provide. To begin, write down your differentiator, your work philosophy, your values and life philosophy! (To

CPA 205

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.

9 Reasons Why Your New Business Program Is Failing


Are you differentiating yourself enough to really stand out? The more you understand, the more relevant your proposal will be. It might seem awkward at first, but understanding why a proposal was rejected is a vital part of building your ongoing business development strategy.

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.

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.

How Content Marketing Can Save Your Digital Marketing Strategy

Content Marketing Institute

Many of the “content-marketing-is-dead” articles make the false assertion that we proposed businesses stop classic advertising, PR, cold calling, and all other forms of classic marketing in lieu of content marketing.

Q&A With Dave Stein and Steve Andersen


He proposed we join forces to write a book that revealed what we’ve learned through our own experiences, and through the wisdom, insights, and concerns of the customers we’ve consulted with and interviewed over the course of our careers. If you don’t want to be commoditized, or pressured into discounting to win the sale, you need to help your customer understand the unique differentiable value that your organization can offer.

RFP 119

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.

Case 55

How customer experience supports brand loyalty through relationships


That’s especially true of most high line luxury goods where informed brand differentiation can make the difference between success and failure. One suggestion I’ve often proposed, perhaps before it’s time, is the notion of leveraging events in the customer life cycle.

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.

How to Weaken the Grip of the Status Quo

B2B Marketing Directions

Given the importance of the issue, it shouldn't be surprising that many marketing and sales experts have proposed several techniques for "breaking the grip of the status quo."

B2B 52

The Criteria of an Effective B2B Marketing Offer

Great B2B Marketing

There are ways to stand out from the crowd, such as having a strong and differentiated product and precise targeting of the potential audience. In simple terms, an offer is what you propose to give to the prospect, and what you are asking for in return. B2B marketing is always challenging, but even more so when you are in a crowded market space filled with tough competitors.

Why B2B Marketers Don’t Like Articles on Sales Alignment


When articles talk about a proposed solution to sales and marketing alignment, it’s doubtful that one specific solution will work for every team. B2B marketers are constantly looking for ways to improve, optimize, and increase the ROI of the marketing they do all day, every day.

Alinean Challenges Frugalnomics to Drive Record 2012 Q1 Performance

The ROI Guy

Alinean interactive value selling and marketing tools help B2B sales professionals and prospects fight Frugalnomics, by provoking prospects to take action, tallying the “cost of doing nothing” and cost-justifying proposed solutions. and “Why the Proposed Solution?”

6 Overlooked Ways to Win More New Clients


Nobody -- absolutely nobody -- wants to read a 25-page proposal. This is not a big project proposal. It pays in a big way to differentiate yourself.

A guide for mid-career informational interviews for marketing technologists


c) Propose an agenda. But you’ll really differentiate yourself by staying in touch over time, building a relationship. Have a question on recruiting or career transitions to propose for this column?

The Most Important Force for Increasing Leads 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.

Sales 166

Brand Management for Growing Professional Service Firms

Hinge Marketing

A firm that softens its focus, however, can have a harder time differentiating itself in the marketplace. A significant change in services, markets or geographic region can cause a well-differentiated firm to blend in with a host of unfocused competitors.