Value Propositions: How-to articles covering the latest marketing tactics, tips, and strategies.
Five Mistakes That Are Costing You Precious B2B LeadsRohan AyyarAt the end of the day, lead generation is B2B marketing's primary task. It is also the trickiest. Getting disconnected from what customers want happens a lot more and faster ...
Why Your Ideal Prospect Just Picked Your Competitor (and How to Win Next Time)Laura MacPhersonYou lost your prospect to a competitor you've been enviously watching win again and again. What's happening? And how can you stop it from happening yet again?
A 12-Point B2B Positioning Health-CheckLawson AbinantiThis B2B positioning health-check will tell you how effective your positioning really is. And it'll help you overcome preconceived notions about positioning effectiveness and give you a proven way to ...
Three Ways Marketers Can Tell Their Stories Across Multichannel TouchpointsShawn CabralThe digital, multi-device era has disrupted traditional brand storytelling—fragmenting story plots and making genuine engagement rare. But here's how brands can still tell captivating stories that bridge channels and devices.
The Five Factors of Value That Drive B2B Sales and Protect Margins (Article 3 of 4)Mark EardleyHere's straightforward guidance on how to identify what your customers value, understand how value motivates B2B buying, break through the price barrier, and use value (i.e., create it) to justify ...
Psych! Five Principles That Explain Why Consumers Take Action (or Don't)Laura ForerToday's marketers can track and analyze virtually every step of a customer's journey. We have hard data that show us what's working and what's not. But beneath all that data ...
Five Customer Insight Mistakes You Must AvoidDenyse Drummond-DunnCustomer insights are essential to growth and success, yet they remain the elusive holy grail of many a business—a seeming exercise in futility. But you can avoid others' mistakes and ...
Three Ways Niche Players Can Connect With the C-SuiteTom WhatleyWe all have dream clients—company logos we'd love to place on our homepage. The only way to get there, in most cases, is by engaging with senior decision-makers over time—starting ...
Is Commoditization an Issue for You? Here's What You Can Do About ItRick SteinbrennerMarketplace competitors can easily make your products or services a commodity so that everything comes down to price. How do you know whether you're being commoditized? And how can you ...
The Three Most Important B2B Marketing Questions for 2016Gavin FinnWhat are the guidelines for making choices and setting priorities in your marketing organization? To achieve success in 2016, these are the most important questions for marketers to ask.
Value Propositions: Podcasts containing in-depth interviews with smart marketers from all walks of life.
Can Marketing Get You Out of Jail or Save Your Soul? Marketing Smarts Live [Podcast]by Matthew GrantWe took Marketing Smarts on the road and recorded the podcast live in Los Angeles, where I interviewed Eric Granof, CMO at the largest underwriter of surety bail in the US, and Brad Abare, communications director of a Los Angeles-based ...
Value Propositions: Online seminar broadcasts from the best minds in marketing
- Using Buyer Personas to Make an Impact on Your Marketing ROIBroadcast on 5/15/2014 with Adele RevellaIn this PRO seminar, we'll cover a practical plan to ensure that your buyer personas have a direct, measurable impact on marketing ROI.
- How to Avoid the Pitfalls of a Bad RFPBroadcast on 10/3/2013 with Cal HarrisonThis PRO seminar will help consultants and other professionals to understand their options when faced with a bad RFP, explore how to overcome the most common problem areas, and how to maximize their chances for success if they choose to proceed.
- Sales Messaging That Closes the DealBroadcast on 6/21/2012 with Tim RiestererDiscover how to develop content marketing messages that help your salespeople close the deal and convince prospects to choose you.
- How to Build Personas that Persuade Buyers and Increase SalesBroadcast on 2/23/2012 with Adele RevellaJoin us February 23rd for a PRO seminar with B2B marketing expert Adelle Revella, and discover a simple step-by-step process for building buyer personas to help you deliver messages that persuade buyers at each stage in the buying process.
- Get to Know Your Customers: Connecting Market Research to Business GrowthBroadcast on 8/5/2010 with Bill AlbertiLearn how to frame market research in terms of profitable impact. You'll discover how to establish the connection between using research to understand your customers and improved business performance.
- Social Media for Marketers: A 15-Step Process to Engage with Your Customers OnlineBroadcast on 3/13/2008 with Geoff LivingstonThings aren't quite so simple for marketers any more. One-mass communication-based approaches don't work quite the same way. And if you use old marketing tactics in this new media world, in fact, the results can backfire on well-meaning companies.
- How to Make Marketing Indispensable to SalesBroadcast on 2/7/2008 with Michael NickIf salespeople are going to succeed in today's market, they desperately need your help. Unfortunately, most marketers are focused on the wrong message, which they then use to develop unusable collateral that ends up in the wastebasket.
- Get More Customer Mindshare: Developing a Rock-Solid Value PropositionBroadcast on 11/29/2007 with Jill KonrathWhen salespeople lack strong value propositions, they're unable to crack into corporate accounts, engage customers in business-oriented discussions, differentiate themselves from competitors and get prospective customers to make decisions to change. Strong value propositions are that important!
- Customer Message Management 2: Confuser or Clarifier? Creating Customer-Relevant MessagingBroadcast on 6/8/2007 with Tim RiestererThis seminar provides you with a detailed tutorial on the tools and templates you can use to make sure your company can compete on clarity and avoid parity in your value propositions.
- Bridging the B2B Sales and Marketing GapBroadcast on 10/12/2006 with Jeff ThullGain invaluable insights into how aligning marketing and sales through this unique approach will translate your marketing strategy into sales results.
Value Propositions: Tutorials — tactical marketing know-how in just 10 minutes from subject matter experts
- Take 10: Everything You Need to Know About LinkedIn EventsReleased on 10/8/2010 with Jason AlbaTake a quick 10-minute tour of LinkedIn Events with expert Jason Alba, who spells out not only how to access and use the Events application, but also how to wield its branding and word-of-mouth powers.