How To Write A Successful RFP For Your B2B Website Project

EMagine B2B Blog

Being in Business Development, I’ve had my fair share of completing Request For Proposals, or RFP’s. And if we’re being completely honest, RFP’s can sometimes, well…suck. I understand the nature of the Business Development game so I’m not saying ALL RFP’s are bad.

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The 9 Best and Worst Questions to Ask in a Marketing Automation RFP

Hubspot

Here are some examples of the best and worst questions you can ask in a marketing automation RFP. And if you''re looking for more help with your RFP, check out this free RFP template and planning guide.).

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Trending Sources

Social Media RFP Gets An Update

Paul Gillin

Now they’ve followed it up with a second version that includes an “RFP Bill of Rights&# that “will hopefully help provide guidance on how to do an RFP right and fairly,&# Maggie says. With advice like “I will not issue an RFP ‘Cattle Call’”, “I will do my own homework and “I will give you feedback,&# it covers the tactics that (intentionally or not) often poison the client-agency relationship.

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5 Reasons Why Your Web Design RFP Is All Wrong (and Why It’s Hurting Your Business)

Hubspot

Well, many businesses will write a website RFP (request for proposal) and then send that RFP out to multiple agencies hoping they’ll respond. That’s a problem because as a business, you want the best agencies to respond to your RFP so you can get the best website possible.

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How Thought Leadership Can Help B2B Companies Avoid The RFP Process

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer With a thought leadership marketing strategy, B2B companies can influence buyers, outflank the competition and expedite the purchase cycle. "We We are transitioning from a knowledge-based economy to a wisdom-based economy.

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Real examples of how account-based marketing & selling is driving higher revenues on LinkedIn

Biznology

They were able to attract an RFP from JCPenney and they were able to create partnerships with IBM and ServiceNow. Many social media and social selling experts say “volume” is the key to success on social media platforms like LinkedIn.

Why you need testimonials to persuade your customers

Biznology

I have been helping a very smart client in their RFP process to select a vendor for their marketing campaign. Public Relations Reputation Management customer testimonials marketing campaign rfp process vendors

What Does Your A/E/C RFP Response Really Look Like?

Hinge Marketing

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. Do not copy old proposal or RFP responses.

6 Signs You Need Marketing Automation

Modern Marketing

See how others are using marketing automation, create a customized Request for Proposal (RFP) on the fly, and calculate the ROI of your investment – all in one place. The Eloqua Business Center hosts an RFP builder and ROI calculator.

How to Go Beyond “Check the Box” RFPs

Modern Marketing

by Kevin Mcardle | Tweet this Ah, the RFP. Fan or not, the RFP process is a reality of doing business, especially in the B2B world. Yet, too often the typical RFP ends up being too general, resulting in a “just check the box” approach from vendors interested in winning the business. When selecting a list of companies to invite to your RFP, put yourself in their shoes. Conversations are invaluable for understanding what you need to ask on your RFP.

150+ Questions for Your Marketing Automation RFP

Customer Experience Matrix

Summary: I've posted a list of nearly 200 RFP questions that I hope many people will adopt to their own needs. That would give buyers clear, consistent information without issuing a RFP at all. If it's used widely, buyers and vendors both benefit. Death, taxes and RFPs. For business software vendors, all three are equally inevitable – and it's not clear which they dislike most.

Selling Into The “Hidden Opportunity Market”

Marketing Insider Group

We used to say, “sell ahead of the RFP.” Then, for more than a decade we’ve been telling clients, “sell ahead of your competitive herd.” Now we’re telling them, “sell into the ‘hidden opportunity market’.”

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6 Seemingly Harmless Ways You're Sabotaging Your Proposals

Hubspot

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.

Tips for pulling off a successful business event

Biznology

71% submit an RFP: RFP stands for a Request for Proposal. In addition to looking professional, an RFP also is an unspoken way of letting the venue know that you are likely asking for other RFPs, so they might quote more competitive rates.

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Selling into the “hidden opportunity market”

Avitage

We used to say, “sell ahead of the RFP.” ” Then, for more than a decade we’ve been telling clients, “sell ahead of your competitive herd.” ” Now we’re telling them, “sell into the ‘hidden opportunity market’ ” As a result of recent client work, I’ve re-examined CEB’s Challenger Customer for clues on how to improve B2B sales practices, especially for sales content.

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Content is the new currency—and your invitation to the dance.

Sales Engine

You’re going to be well positioned and you may get to help design the RFP.

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Marketers Do a Bad Job Selecting Marketing Automation Systems

Customer Experience Matrix

19% of buyers do a formal needs assessment and Request for Proposal (RFP). Maybe some are just skipping the RFP, which isn't always needed. I presented my Seven Deadly Sins of Marketing Automation Software Selection during last week’s Webinar with Neolane. (To

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How Smart Marketers Are Sabotaging Their Calls-to-Action

Hubspot

For instance, if the goal of your homepage is to drive more MQLs through RFP requests, go ahead and put more than one RFP CTA on there -- even if they''re totally different RFP CTAs that lead to totally different RFP request landing pages.

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What B2B Marketers Can Learn About Buyers Without Trying Too Hard

KoMarketing Associates

Business relationships rely on some of the same data points but are often distanced from targets and customers by geography, station (status in the food chain of the individual with final say-so) and decision-making protocols like RFP docs, requisition requests, and other confounding red tape.

How to win more RFPs using video

Vidyard

There’s one menace that looms over the head of nearly every salesperson, and can strike at any time: the dreaded request for proposal (RFP). Will you just fill out this RFP?”

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The Resources You Need to Master Marketing Automation [In Under 100 Words]

Hubspot

This post will help you decide , and this RFP will help you with the purchasing process. "Marketing automation" can mean a lot of different things, so first, let''s all get on the same page. This post is great for beginners.

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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. I had the pleasure of meeting one of the Bona Fide “Rock Stars” of the selling profession Friday morning in Mr. Neil Rackham.

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Data Driven Marketing Without a Data Management Strategy is Like a Day Without Coffee

Modern Marketing

Ok, ok my title is just a tad self-serving, being the coffee-consuming-beast that I am but. you get the point. Over seven million. That's how many hits I got back when I Googled the term "data driven marketing."

Long-Term Leads Demand Attention Now

ViewPoint

A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP). Near-Term Opportunities are Important, But So is Keeping the Pipeline Full. Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot.

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Content Selling: How Sales Can Better Leverage Marketing Content

The Point

One company we work with has used this approach to double their RFP win-rate to the tune of $7 million in incremental sales.

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Digital Marketing Can Increase Industrial Sales

Industrial Marketing Today

Only 22% of companies surveyed still follow the traditional RFP path, 78% are narrowing the field long before the RFP process, by conducting anonymous web research and relying on information from peers and others via social media venues ( Source: SiriusDecisions ). Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales.

An SEO’s Guide to Bottom-of-Funnel Keywords

Act-On

These can take on many forms such as; Purchasing related keywords e.g., “RFP” or “proposal” or “quote”. If I had a penny for every time a client asked our agency to focus only on the most searched, highest volume keywords in their industry I’d be a very rich woman by now.

Busted! 23 Marketing Myths Held By (Some) Industries

Hubspot

9) “Marketing is not needed in an RFP-driven industry.”. Relying on RFP-driven sales can be discouraging. Many think that there’s no point in marketing for RFP’s if the process is set. Inbound marketing creates that shift and helps you beat the RFP-driven process.

Beware! Thought Leadership is a Double-Edged Sword

B2B Marketing Directions

Thought leadership content led 41% of C-level respondents to include a company in an RFP. There's no safe middle ground with it comes to thought leadership. It's a classic double-edged sword. Great thought leadership makes a positive impact on buyers at every stage of the buying process.

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How to Choose a Content Marketing Provider (Hint: You Can’t Just Order Off a Menu)

Content Standard

Once you winnow through your initial list, and have some top-level sense of what the company could offer, it’s time to write up an RFP to send to your prospects to see if they have the right stuff.

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

ViewPoint

You effectively accelerate revenue by identifying better opportunities and by working them early in the cycle rather than responding to RFP’s won by a more agile competitor.

The Evolution of the B2B Marketer

Modern B2B Marketing

He then shares these options with a few internal stakeholders, and together they decide who to include in their RFP, or (depending on the price point of the product and/or internal structure of the company) which to buy.

Content Is The Key To Social Selling Success

Marketing Insider Group

If your answer is yes, then it’s RFP for you. Content marketing is the key to open the door to your social selling success. And, to walk through that door, you need slide content through the customer’s ‘mail slot’ to make a connection, build a relationship and help close the deal.

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. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers.

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How to Get a B2B E-Commerce Implementation on the Right Track [Interview]

KoMarketing Associates

These requirements are used to get an internal consensus, determine project viability, and will serve as the basis for an RFP. It’s a complex undertaking for a B2B business to set up an e-commerce platform – or even enhance an existing platform.

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Digital marketing requires laser focus

Biznology

And if you get a different RFP every week, you change your target every week. Bulls Eye (Photo credit: Jens Dahlin). Three clients. Three stories. But they are all, in a sense, the same story. a failure to focus.

No Decision is No Excuse

The ROI Guy

The key to this approach is to engage early and provocatively, not waiting until the RFP and expect to win the deal.

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Direct Marketing: 6 steps to drive more through sales pipeline

B2B Lead Generation Blog

Pikulik cited the client who got 50 leads for the $100,000-plus solution: They offered prospects a template for an RFP – essentially, they gave their prospects everything they needed to know to evaluate their solution.

Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

ViewPoint

It’s like responding to the RFP that you haven’t written. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Dave Brock, Partners in EXCELLENCE , President.

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Email Deliverability Class is in Session

Modern Marketing

We know that it is a question all marketers ask about on an RFP. If you are involved in Email Marketing at just about any level, you know that Deliverability is important. The problem is that while everybody basically knows what Deliverability is, and that it is important, they don’t know a lot of the details. This year at Modern Marketing Experience , the Oracle Marketing Cloud Deliverability Operations Team will be running two different Deliverability classes.

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