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.

Trending Sources

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.

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.

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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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.

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.

Content Is The Key To Social Selling Success

B2B Marketing Insider

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).

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.

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.

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.

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Brand Research for Professional Services: What Every Executive Needs to Know to Grow Their Brand

Hinge Marketing

All too often in the professional services field, you see lots of competition with very little differentiation. In fact, most firms rely on “me too” differentiators, so they all sound pretty much the same. Brand research can give you solid answers to questions you were guessing at before: for instance, the differentiators that matter most to your clients or the services they would most like to see you offer.

Interactive Content for Account Based Marketing (ABM) and Selling (ABS)

The ROI Guy

3) Persuasive – Leveraging the right content and conversations to recommend and align your specific solution and differentiators to the specific challenges the buyer has, communicating and quantifying the business, functional and personal value you can deliver.

Gartner: Are Your Ready for More Buyers and the IT to Business Shift?

The ROI Guy

More stakeholders than ever are engaged in enterprise buying decisions. According to Gartner, the average enterprise technology buying team now includes more than 13 people !

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.

Email 74

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.

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 31

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?

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.

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.

50+ Statistics Designed to Influence B2B Marketing Budgets in the New Year

KoMarketing Associates

Hopefully, the performance metrics associated with your organization’s marketing programs have yielded success and validation for tactics proposed at the beginning of the year. It is that time in the year again.

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.

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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.

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 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.

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.

Forbes Insights: Value First

The ROI Guy

As a result, the report indicates a distinct Value Gap between a typical sellers’ standard product pitch, and buyer expectations to have consultative guidance in uncovering challenges, getting competitive advice and understanding the unique value of proposed solutions. “A

It Just Takes Longer. Your Sales Cycle in 2013?

The ROI Guy

Justify the gain , proving that your proposed solution can deliver a good return on investment (ROI) Why You? A significant 43% of B2B companies indicate that sales cycles have lengthened over the past three years, this according to a recent survey of 243 solution providers by B2B Magazine.

Less is More: 4 Reasons Why Twitter’s Character Limit is a Good Thing

Modern B2B Marketing

The unique differentiators of social media platforms help you define and test your content strategies. By expanding the word count to 10,000 characters, there is not much that differentiates Twitter from other social media channels. What do you think about Twitter’s proposed changes?

SiriusDecisions – Scary Late: How to Turn a Big Sales Challenge from Trick to Treat

The ROI Guy

He also should increase the urgency, reminding them how keeping their current paint job up can save them money in the long run, and proactively deliver a proposal.

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.

Are ROI Calculators Dead? Not so Fast.

The ROI Guy

As well, we know from IDC that two-thirds of buyers indicate that they do not have the time, knowledge or tools needed to do business value assessments and calculations and that 81% of buyers expect vendors to quantify business value of proposed solutions.

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How to Validate Your Blog Post Topics: A 3-Step Process


What content has already been published about the topic, and what angle can I pursue to differentiate mine? Here on the HubSpot Blogging team, we propose blog topics and titles alongside a reason why we think they will perform well.

Top 7 Branding Ideas for Your Consulting Firm

Hinge Marketing

Position your brand based on real differentiators. Not only does it help you ground your branding in the reality of the marketplace, it helps you identify or find new and relevant differentiators that will set your firm apart from the rest of the pack. Proposals.

How do you Develop and Communicate your Unique Business Benefits?

The ROI Guy

Value Map™ It is important to have a framework to help your team derive the best differentiating benefits. Communicating the unique value of your solution relevant to each specific stakeholder is essential to differentiate you from competitors.

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.

The new ABCs of Selling: Always Be Challenging!

The ROI Guy

Buying Experience is THE Differentiator Did you know that 53 % indicate customer experience in the sales process is more important than brand, product, service and price in creating meaningful differentiation and customer loyalty?

Your Next Practice: Interactive Value-focused Content

The ROI Guy

In order to better differentiate, engage and motivate, you need to evolve from producing more of the same old static content, to innovative interactive value-focused content instead.

Why a Content BOM is Crucial to a Successful Industrial Web Design

Industrial Marketing Today

Somehow, they assume the web designer will take care of content creation and the cost is included in their proposal for designing the site. How to bring your in-house subject matter experts to the forefront and differentiate your company (Thought leadership). Content BOM is not a typo in my headline. Read on…. I am amazed how often I find that creating content is an afterthought for people who are considering an industrial web design (more commonly a site redesign).

B2B Buyers: It’s all about the Benjamins

The ROI Guy

Sales and marketing a higher-priced supplier requires proactive transparency, differentiating the higher initial price versus a superior solution with lower costs over the useful lifecycle, more business value / bottom-line benefits, and / or lower risks.