article thumbnail

Improve Close Rates with a More Personal, Differentiated Sales Conversation That Stops Sales Drops

Marketing Insider Group

I learned that the firm: Experiences 12 to 18-month sales cycle on enterprise accounts with most efforts leading to RFP automatically reducing margin growth. Studies by Forrester Research revealed that salespeople who create a buying vision end up winning out against the competition about 74% of the time.

article thumbnail

3 Reasons Why Your RFP-Driven Firm Needs a New Website

Hinge Marketing

When confronted by professionals from both sides of this divide, we at Hinge turn to our research to help explain why websites are, in fact, relevant for RFP-driven firms. Each year, as part of our annual High Growth Study, Hinge surveys firms that derive the majority of their revenue from government business.

RFP 48
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

How Your B2B Content Programs Can Better Support ABM Throughout The Complete Buyer’s Journey

PathFactory

While ABM is not a new concept, recent studies from eMarketer showed only 17% of B2B marketers worldwide said their ABM program was mature and driving strategic growth. Teach for differentiation — Sharing articles, whitepapers, and case studies isn’t sufficient. There is no competitive differentiation.

article thumbnail

Account-Based Customer Marketing – How to Stop the Sales Drop with Stronger Existing Customer Growth

Marketing Insider Group

Because accounts were not having the right customer conversations that were supported by case studies, content and messaging that proved “unique value” gained and where future opportunities lied, the team was not able to drive top-to-bottom engagement. For example… 1. And, she proved how it impacted P&G personally.

article thumbnail

Q&A With Dave Stein and Steve Andersen

ViewPoint

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. The book includes in-depth case studies that delve into the experiences that industry-leading companies have with their own customers.

RFP 159
article thumbnail

5 Megatrends that Have Redefined Selling - Insights from a Sales Rock Star

Sales Engine

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. my product does ABC and is better than Brand X because of LMNOP).

article thumbnail

[Book Review] "The Organic Growth Playbook" - A Proven Recipe for Driving Revenue Growth

B2B Marketing Directions

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. One of the case studies in the book illustrates how important high-yield buying behaviors can be.