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 Marketing Prospects Marketing Strategy 48

Vidyard

JULY 29, 2014

While writing one of these babies is a time-consuming process, a request for proposal (RFP) gives you the opportunity to outline your requirements for implementing a new piece of software or service, and ensure you get the best value for your investment. They also have a helpful Slideshare. 3 Questions You Gotta ask!

RFP 50

RFP Marketing Automation Automation Video Marketing 50

DiscoverOrg

MARCH 22, 2017

One of our partners called this recently, “selling in a sea of sameness” – so many tools, it’s hard to differentiate. One of our partners called this recently, “selling in a sea of sameness” – so many tools, it’s hard to differentiate. The problem with the second way (RFP method) is it assumes data is a commodity.

Video Marketing 176

Video Marketing RFP Contact Marketing Email Marketing 176

Zoominfo

APRIL 21, 2020

If your foot in the door to a target client starts with an RFP/RFI , spend some serious time on the content of your answers. Let your message stand out and express your differentiation. But here’s the interesting part: the culture within your own company is also a valuable differentiator as a vendor. Messaging is important.

Vendors 100

Vendors RFI RFP Contact Marketing 100

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.

RFP 75

RFP Outreach Forecasting Hubspot 75

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.

Account Based Marketing 111

Account Based Marketing ABM Content B2B 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.

Buy 135

Buy B2B Marketing B2B Sales B2B 135

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 66

RFP Marketing Prospects Ad Agencies Marketing Proposals 66

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.

B2B Sales 159

B2B Sales B2B RFP Differentiation 159

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.

Trends 59

Trends RFP Marketing Strategy Interactive Marketing 59

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 RFP Buyer Personas 71

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.

Marketing 289

Marketing Cross-Selling Case Studies Marketing Strategy 289

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.

Content 100

Content B2B Sales Sales Cycle B2B Marketing 100

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.

B2B Sales 136

B2B Sales Marketing Prospects Internet Marketing B2B Marketing 136

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.

Marketing 80

Marketing RFP Differentiation Course 80

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 Prospects B2B Marketing Segmentation 52

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.

Marketing 124

Marketing Marketing Proposals B2B Thought Leadership Account Based Marketing 124

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 49

Trends Marketing Marketing Prospects Differentiation 49

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.

RFP 58

RFP B2B Sales Organic Leads Marketing Funnels 58

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?

B2B Marketing 48

B2B Marketing B2B B2B Sales Organization 48

Zoominfo

OCTOBER 20, 2021

Use Video to Personalize and Differentiate Yourself “Video is becoming a great personalized introduction,” Bryerton says. 10 Biz Dev Strategies for Staffing & Recruitment Agencies 1. Day 3: Call again and leave another message. Day 3: Send them an email if you have it, or a LinkedIn message—and reference the voicemail again.

Zoominfo 100

Zoominfo Business Marketing Prospects Email Marketing 100

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 Webcast User-Generated Content Trade Show 52

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 120

B2B B2B Thought Leadership B2B Sales Marketing Prospects 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 Content Marketing Content Marketing 101

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 ROI Marketing 118

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 B2B Marketing B2B 40

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 ROI Differentiation Case Studies 40

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.

Brand Identity 48

Brand Identity Branding Ad Building Marketing Prospects 48

Sword and the Script | B2B

FEBRUARY 8, 2022

This might sound crazy, but being candid and honest is a surefire way for B2B tech solution providers to differentiate themselves from ~75% of the market. However, if you are candid, you’ve differentiated yourself from three-quarters of the market. Most buyers of B2B technology don’t believe vendors are completely honest.

B2B 15

B2B Customer Surveys B2B Marketing WOM 15

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+?

Marketing 48

Marketing Thought Leadership Marketing Prospects Peer-to-peer 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 Marketing Proposals Marketing Prospects RFP 48

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 ROI Marketing 62

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.

Brand Identity 106

Brand Identity Branding Personalization B2B Thought Leadership 106

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.

Account Based Marketing 15

Account Based Marketing ABM B2B Sales RFP 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'

Service 48

Service Marketing Proposals Marketing Trust Marketing 48

Hinge Marketing

APRIL 6, 2017

Skip the RFP. RFPs actually make it harder to find a good fit. Most RFPs get them wrong, are over specific, or overly general. You see, RFPs make it hard to evaluate a firm’s intangibles — their personality, true expertise and other important attributes. And third, many great firms simply won’t respond to RFPs.

Marketing Websites 89

Marketing Websites Process Design Service 89

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 Nurturing 48

Lead Nurturing Peer-to-peer Marketing Strategy Service 48