Martech

DECEMBER 28, 2023

A common refrain from thought leaders is that marketers need to get up to speed on AI as quickly as possible and that it’s not going to be a differentiator for your marketing department, but instead, table stakes. .” I’ve been hearing it a lot lately and so have many marketers I’ve spoken to.

Marketing AI 112

Marketing AI Allocation CMO RFP 112

Lead Forensics

APRIL 2, 2024

Objections: Value Proposition & Differentiation 39. “We have to go through a formal RFP (Request for Proposal) process.” ” Response: Demonstrate RFP expertise. Express your experience with RFP 49. “What makes your product different from the competition?” “Can you give us a discount?”

Effectiveness 52

Effectiveness Work Management RFP Case Studies 52

PathFactory

MARCH 4, 2021

Teach for differentiation — Sharing articles, whitepapers, and case studies isn’t sufficient. There is no competitive differentiation. If you create a buying vision with this market, you will get significantly higher deal sizes and you will not have to worry about an RFP. Urgency is not created. You will be a party of 1.

Top of Funnel 111

Top of Funnel Account Based Marketing Paid Search Agency ABM 111

Biznology

OCTOBER 29, 2019

Christine Crandell brought this to my attention recently, with examples like Marriott embracing the UN 17 Sustainable Development Goals 2030 as a source of competitive differentiation, and how event planners are routinely making venue carbon footprints and greenhouse gas emissions an evaluating criterion in property selection.

Enterprise Management 135

Enterprise Management Work Management Buy Marketing Management 135

Lead Forensics

APRIL 2, 2024

Objections: Value Proposition & Differentiation 39. “We have to go through a formal RFP (Request for Proposal) process.” ” Response: Demonstrate RFP expertise. Express your experience with RFP 49. “What makes your product different from the competition?” “Can you give us a discount?”

Effectiveness 40

Effectiveness Work Management RFP Case Studies 40

Marketing Insider Group

JULY 1, 2020

Our clients’ profiles talked about how 50% of 3PLs under-leverage the warehouse, distribution center, and transportation as they focus on costs rather than growth (a key differentiator). The SVP of Sales and Marketing talked about her 14+ years of tenure at P&G to demonstrate that she understands their business, operations, and culture.

Ideal Customer Profiles 304

Ideal Customer Profiles Work Management Planning Paid Search Agency 304

ViewPoint

JUNE 24, 2016

We talk about how to build credibility, how to earn trust, and how to engage with a customer before there’s an RFP or a deal on the table. 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 159

RFP B2B Sales Work Management Cross-Selling 159

Strategic-IC

FEBRUARY 16, 2021

This briefing included a comprehensive overview of Acxiom, the key verticals we were targeting, our key differentiators and USPs for each of these verticals as well as detailed guidance, templates and coaching for their sales conversations. So you’ve really got to consider this.

Account Based Marketing 71

Account Based Marketing ABM Ideal Customer Profiles Demand Generation Agencies 71

Hubspot

FEBRUARY 22, 2017

Good for the upper-end of the sales pipeline, but you'll increase your chances of converting a prospect to a client if you treat your RFP responses like the strategic sales tools they're meant to be -- and that means avoiding these six hazardous pitfalls. 2) You take the RFP at face value. The Fix: Interpret the RFP. Hallelujah.

RFP 65

RFP Paid Search Agency Advertising Agencies Marketing Proposals 65

Circle Studio

DECEMBER 19, 2018

Keep in mind that the RFP/shortlist/interview process is the final stage in what is often a 2-3+ year chase. So in 2019, look for ways that marketing can proactively support your firm’s business development efforts by reaching, engaging and nurturing prospects before the RFP is issued AND after a client is landed.

Planning 124

Planning Marketing Proposals B2B Thought Leadership Work Management 124

Sales Engine

MAY 22, 2016

It is imperative to objectively exit sales cycles that you can’t win (or don’t really want), get ahead of the RFP process, and allocate pre-sale resources wisely. It is not uncommon for a corporation to invest up to $1Million to pursue a key piece of business.

Allocation 136

Allocation RFP Consulting Paid Search Agency 136

Marketing Insider Group

JULY 22, 2015

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? If your answer is yes, then it’s RFP for you. Are they finding you? 46% of buyers consume content weekly. How different would THAT be.

Curation 100

Curation Sales Cycle RFP Content 100

B2B Marketing Directions

AUGUST 13, 2022

The authors contend that the conventional approach to marketing - which is primarily focused on differentiating a product or service in the minds of potential buyers - isn't a reliable way to drive revenue growth for most companies. The Thesis of the Book The basic thesis of The Organic Growth Playbook is relatively simple.

Organization 52

Organization Marketing Management RFP Barriers 52

Biznology

AUGUST 30, 2012

Marketing has always needed focus–focus on who your best customers are and what your biggest differentiation is. And if you get a different RFP every week, you change your target every week. Three stories. But they are all, in a sense, the same story. a failure to focus. Of course I set targets. They are not bad people.

RFP 80

RFP Paid Search Agency Differentiation Course 80

Strategic-IC

AUGUST 3, 2020

So that's the big differentiator. The early stage, so, it might be measuring the increase in RFP invitations. This sort of concept of form fills and content downloads, they've become more like triggers to engage rather than marketing passing over leads to sales and handing off accounts. The real ROI of ABM is revenue, right?

Account Based Marketing 118

Account Based Marketing ABM Ideal Customer Profiles ROI 118

ViewPoint

SEPTEMBER 13, 2016

But when they do that, they minimize their ability to shift the customer’s thinking, to get them to consider different points of view, to create differentiated value. It’s like responding to the RFP that you haven’t written. Too many sales people use the 57-90% figure as an excuse to wait. High performers don’t care about this.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ClearVoice

MARCH 10, 2020

Because you work across multiple verticals, you need to differentiate messaging for each one. One of our clients at Superneat Marketing is RFPIO, an RFP response software provider. Their platform helps business professionals who respond to RFPs, security questionnaires, and a multitude of other complex documents.

Verticals 101

Verticals Paid Search Agency Content Marketing Content 101

SpotMe Blog

FEBRUARY 2, 2022

We published a free RFP template for you. The depth of interactive tools and the ability to offer RTMPS secure live streaming are key differentiators. RFP guide and free template. We prepared a guide to virtual event RFPs, and even give you a free template to use. So, what features should you be on the lookout for?

Comparison 52

Comparison Marketing Automation Services Enterprise Management Webcast 52

Launch Marketing

JANUARY 24, 2018

By the time the RFP is out or before they ever talk to your sales team, their decision will likely already be made. Differentiates you from your competition and helps you stand out from the crowd. Even if you operate in a niche market where all the stakeholders are known, how do you differentiate yourself?

Organization 54

Organization B2B Marketing Planning B2B 54

Hinge Marketing

JANUARY 31, 2022

This strategy is called differentiated marketing. Differentiated Marketing Defined. In Differentiated Marketing a firm pursues multiple target markets using different marketing strategies for each. Here they use a differentiated marketing strategy. That is the essence of a differentiated marketing strategy.

Differentiation 154

Differentiation Marketing Budget Work Management Marketing Automation Services 154

Hinge Marketing

JUNE 28, 2016

Today’s winning professional services firms seek to crystalize that value through well defined differentiators. So the extent to which you’re differentiated around expertise in turn affects the speed of your ascent to greater visibility. See also: Expertise as a Differentiation Strategy. Marketing is the new sales.

Trends 50

Trends Differentiation RFP Marketing & Strategy 50

B2B Marketing Directions

AUGUST 6, 2017

The Good News Many B2B marketers have long believed that thought leadership content can be an effective tool for creating awareness and competitive differentiation. Thought leadership content led 41% of C-level respondents to include a company in an RFP.

Thought Leadership 40

Thought Leadership B2B Thought Leadership RFP Demand Generation 40

Strategic-IC

AUGUST 3, 2020

So that's the big differentiator. The early stage, so, it might be measuring the increase in RFP invitations. This sort of concept of form fills and content downloads, they've become more like triggers to engage rather than marketing passing over leads to sales and handing off accounts. The real ROI of ABM is revenue, right?

Account Based Marketing 62

Account Based Marketing ABM Ideal Customer Profiles ROI 62

Hinge Marketing

JULY 2, 2014

Here’s something to think about for all the A/E/C firms who think brand building isn’t important: if your firm had no branding, how would you differentiate yourself from other A/E/C firms? And if you couldn’t differentiate yourself, how would you expect to see long-term growth and profitability? ” Wrong.

Ad Building 48

Ad Building Brand Identity Branding Differentiation 48

The ROI Guy

AUGUST 26, 2011

Influencing the RFP specification before it is issued 3. Getting procurement to recognize our differentiation 6. Influence the RFP specification before it is issued 5. The biggest sales capability gaps included: 1. Getting involved earlier in the customer's decision making process 2.

RFP 40

RFP Differentiation Case Studies Comparison 40

Hinge Marketing

AUGUST 25, 2014

The undeniable, and new reality for A/E/C firms: to continue growth of new business, they need to demonstrate their power – differentiation. Some of those tools include a brand strategy with clear, differentiator-driven positioning. .” What did I take away from this theme and from my peers? On LinkedIn or Google+?

Thought Leadership 48

Thought Leadership Peer-to-peer Planning RFP 48

Hinge Marketing

JUNE 4, 2014

From our primary research of professional services firms, we know that firms that have highly specific and detailed differentiators grow 3X faster than those firms that don’t. Stop responding to any and every RFP. By being critical about what you can’t do, you’ll be able to zero in on what you can do.

Positioning 48

Positioning RFP Marketing Proposals Work Management 48

SnapApp

FEBRUARY 28, 2018

By defining a brand’s particular kind of relationship, companies can create greater engagement, differentiation, and loyalty.”. . Check out these stats: 39% of respondents in an Edelman study said thought leadership got companies invited to submit an RFP for work — and 47% said it played a role in awarding those contracts.

Paid Search Agency 106

Paid Search Agency Personalization B2B Thought Leadership Ad Building 106

Hinge Marketing

JULY 18, 2019

This strategy is called differentiated marketing. Differentiated Marketing Defined. In Differentiated Marketing a firm pursues multiple target markets using different marketing strategies for each. Here they use a differentiated marketing strategy. That is the essence of a differentiated marketing strategy.

Differentiation 91

Differentiation Marketing Budget Work Management Marketing Automation Services 91

Strategic-IC

NOVEMBER 27, 2019

This briefing included a comprehensive overview of Acxiom, the key verticals we were targeting, our key differentiators and USPs for each of these verticals as well as detailed guidance, templates and coaching for their sales conversations. So you’ve really got to consider this.

ABM 15

ABM Account Based Marketing Ideal Customer Profiles Demand Generation Agencies 15

Hinge Marketing

APRIL 15, 2015

Even when you issue an RFP, it may not include exactly what you need or hit the right notes. Related Stories Bazaar Marketing: Where Professional Services Marketing Goes Wrong and How to Fix It Developing Differentiators: How Research Can Help You Pass the Test How to Acquire and Leverage Speaking Engagements in AEC. Strategy'

Work Management 48

Work Management Advertising Agencies Marketing Management Service 48

Hubspot

FEBRUARY 8, 2023

Take responding to RFPs (Request for Proposals) as an example. Loopio’s “2021 RFP Response Trends” survey found that businesses send out an average of 150 RFP responses a year and these responses generate 35% of their revenue. The tools you choose will depend on which aspect of the sales process you need to optimize or automate.

Marketing AI 78

Marketing AI RFP Work Management Marketing Management 78

Hinge Marketing

AUGUST 7, 2014

Even when many of their most important marketing channels and touchpoints are spot on, there’s an important piece of the brand-building puzzle missing: the RFP response. When you prepare an RFP response, you spend countless hours working out estimates, compiling a team, assembling the most relevant items in your portfolio, and more.

RFP 48

RFP Marketing Proposals Differentiation Template 48

Hinge Marketing

OCTOBER 22, 2015

It’s no secret that many key decisions are often made well before the RFP even goes out. Do the images and colors on your website and marketing materials differentiate your firm from your competitors? Be prepared to dedicate other resources to client development. Take the initiative and put your firm in the driver’s seat.

Lead Ranking 48

Lead Ranking Lead Scoring Work Management Marketing Management 48

SpotMe Blog

SEPTEMBER 22, 2022

But according to Pierre, one way to differentiate is by changing the format you use to present your medical content. Carry out an RFP. Planning your next life science event and looking for an RFP template to help you select the vendor that suits you? Read on for a way to solve this dilemma. HCP interaction. Select a vendor.

Webinar Metrics 59

Webinar Metrics Enterprise Management Trends RFP 59

Content Standard

DECEMBER 6, 2023

Navigate the RFP Process by Addressing the Competition If you’ve got a strong understanding of how you stack up to competitors, it might be worth creating content specifically with the RFP process in mind. Your formal RFP should not be your first impression.

Work Management 74

Work Management Marketing Management Top of Funnel RFP 74

Heinz Marketing

JULY 29, 2019

We were thrilled this last time to talk to Jerry Brooner , chief revenue officer for Scout RFP, in an episode called, “ From Investment Banker to CRO: Lessons about Career Pivots and Managing Pipelines “ We talk about sales and marketing working together, everything from objectives to function to culture.

Sales Management 49

Sales Management Top of Funnel RFP Work Management 49