Heinz Marketing

MARCH 23, 2023

By Michelle Voznyuk , Marketing Specialist at Heinz Marketing As a B2B SaaS marketer, creating effective messaging is key to driving success for your business. It can be challenging to craft messaging that resonates with your target audience, but with the right approach, you can create messaging that converts leads into customers.

B2B 114

B2B A/B testing Drivers/motivators Up-sell 114

Martech

MARCH 13, 2024

Using AI to increase the predictive value and decrease the size of customer surveys Two major issues associated with surveys are dubious predictive value and responder fatigue due to size. Take the scenario of an innovative engineering-focused consumer products company looking to develop a new brand proposition for the market.

Drivers/motivators 114

Drivers/motivators Customers Technique Engineering 114

Partners in Excellence

FEBRUARY 17, 2021

Discounting is a demonstration in our own lack of confidence in the value we create with our solutions! Stated differently, it’s like shouting to our customers, “We don’t believe in our solutions strongly enough to defend the value they offer!” Do we understand that value… and believe it?

Price 160

Price Up-sell Sell Presentation 160

Cerebral Selling

AUGUST 12, 2023

You probably didn’t either. Joining startups was the thing to do back then and I was lured into one by the promise of rocket ship growth and working with super smart people. Explaining Complex Things Simply It doesn’t matter how smart you are or how awesome your solution is if people can’t figure out what you do !

Objectives and Key Results 187

Objectives and Key Results Pitch Sales Gaming 187

Search Engine Land

APRIL 26, 2024

Keeping your website strategy tied to traditional notions like keyword research based on search volume is a recipe for a slow but certain death. But what are your options? One possible escape route is product-led SEO , which focuses your strategy on your customers’ needs, pains and desires.

Product 107

Product Launch CRM Start-ups 107

Veloxy

SEPTEMBER 4, 2023

How do you instantly tell the difference between a good cold email template and a bad one? Depending on your company, cold email writing is commonly shared between sales reps and marketing. Fortunately for you and me, I’ve invited a cold email expert to complement this blog post who has sent over 2.5

Cold Call 130

Cold Call B2B Campaign Clients 130

Martech

DECEMBER 26, 2023

To scale their value, suppliers must segment partners by type, understand the differing needs and interests of each partner category, and provide the marketing support services they need. Dror Liwer, co-founder of Coro, an Israeli cybersecurity solution, believes that the key to success is concentrating on the marketing basics.

B2B 110

B2B Cross-sell Hospitality GTM 110

Martech

AUGUST 23, 2023

Developing a solid strategy will help your organization use new ABM technology effectively. If ABM tech should be the last step of your strategy, what do ABM organizations need to do to get greater returns on their investment?” Here are some best practices for getting higher ROI from your ABM solution.

Appointment 85

Appointment Consult Contract Lead generation 85

Veloxy

APRIL 25, 2022

Valuing time versus demonstrating value. We’re writing this blog post to help you simplify the process of choosing between short emails and long emails. Before you continue, be sure to bookmark our definitive guide to cold email. Most B2B emails that reach your inbox every day are cold emails.

A/B testing 214

A/B testing Inside sales Contact Consult 214

Spiro Technologies

JULY 14, 2022

Here are the five things you want to avoid doing when discussing price: 1. If you avoid the price and budget discussion, then you might spend hours talking to someone who doesn’t have the budget for your product, which is a poor use of everyone’s time. Not believing their product is worth the cost.

Price 105

Price Negotiate Quota Prospecting 105

Spiro Technologies

OCTOBER 27, 2022

Some objections can be overcome, if you really understand the objection and provide a convincing counter argument. To help you avoid getting caught flat-footed, we’ve put together some effective responses to the price objection. Reiterate value . People need to believe what they’re buying is worth the price.

Price 105

Price Presentation Prospecting Trust 105

Hubspot

MAY 17, 2023

To help you avoid those pitfalls, we've put together a list of eight of the main mistakes reps make that make them seem less credible to potential buyers. Fumbling Basic Information Calling your prospect by the wrong name or flubbing facts you should have confirmed via Google is always unacceptable. Let's dive in.

Prospecting 90

Prospecting Follow-up Conversion Start-ups 90

Sales Hacker

JANUARY 27, 2024

Dropping into your inbox with a Saturday special today, and here’s why: this week was a particularly busy one, capped off by our first GTMfund dinner of the year. Speaking of which, GTMfund’s value proposition perfectly illustrates this week’s main newsletter topic: the critical importance of messaging and positioning.

GTM 89

GTM Niche CRM Account management 89

Hubspot

AUGUST 28, 2023

Before you ever pick up the phone for prospecting , you have to determine whether the person you’re calling fits your ideal prospect profile. That starts with you understanding your company‘s value offering like the back of your hand. 7 Questions to Ask Yourself Before You Call a New Prospect 1.

Prospecting 60

Prospecting Education Contact Up-sell 60

ConversionXL

JANUARY 18, 2022

To succeed in today’s crowded market, you need to harmonize product marketing and brand marketing. Brand marketing provides a strategic approach to building relationships between your brand and your customers. The goal of brand marketing is to make your brand the first and most obvious choice when they’re looking to buy.

Product 110

Product GTM Construction Launch 110

Search Engine Land

JANUARY 18, 2023

Communicating your value proposition is the overarching goal of your website. This typically means targeting specific keywords and topics on your pages and clearly communicating your expertise and beneficial purpose within your content. Two websites doing this well are CardKingdom and TCG Player.

User Experience 92

User Experience Government Trust Retail 92

Martech

AUGUST 22, 2023

I’ll wait while you stop twitching. It was hellish for a while, but for marketers, it was also all about doing things, about reacting to swiftly changing events. Strategy, as I’ve written before, is the “why” of using email to achieve your goals. What’s our brand statement or value proposition?

Strategize 95

Strategize Start-ups Follow-up Campaign 95

SaaStr

JULY 9, 2021

Not just do an inflexible demo and send a price quote. Their time to do discovery. If you don’t get back for 24 or even 48 hours, you’re not their ally. Not truly believing in the price point / value proposition. If the rep doesn’t truly believe the product is worth its price … neither will the prospect.

Price 95

Price Quota Sales Pitch 95

Partners in Excellence

MARCH 31, 2021

Both offer great value to their customers (both actually have overlap in customers, for example I shop in both, but for very different reasons). They discount every once in a while and offer promotions, but mostly both are known for great, though very different value propositions. Pricing and value are very interrelated.

Price 85

Price X-functional Retail Promote 85

Martech

OCTOBER 19, 2021

The value proposition. Theoretically you are targeting prospects perfectly.” Marketers take for granted the value of first-person data,” she said. This is partially due to the short life-spans of chief marketing officers, who have “18 to 36 months to prove value, or they are out,” Mullen said. Data enables action.

Campaign 133

Campaign Start-ups B2B Conversion 133

SaaStr

JULY 12, 2022

In the earliest days, your #1 fear is business failure, going under. You scramble, you hustle, you find a way … or you don’t, and blink out of existence. But after that, if you make it, post-Initial Traction … the longest stretch for me at least was Fear of Being Stuck in the Middle.

Growth 93

Growth Start-ups Customers Product 93

Partners in Excellence

JANUARY 9, 2019

As it should, the concept of the value proposition has changed dramatically over decades. When I was taught the concept of a value proposition, back as people were just learning how to shape wheels from stones, it was basically an enhanced version of feature, advantage, benefit (FABs).

Manufacturing 87

Manufacturing Engineering Technology Technology 87

Hubspot

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. Why do value leaks occur?

Closing 87

Closing Hospitality Negotiate Price 87

Hubspot

MAY 14, 2019

As a salesperson, you need to have the utmost confidence and belief in the product or service you're selling. If you don't believe in your product, it's likely the prospect won't believe in it either. So, how can you speak confidently about your company and product? and " What do you do? ".

Sell 86

Sell Cold Call Pitch Prospecting 86

Martech

JULY 6, 2022

It’s only natural to lead with your “best foot forward,” and the same can be said for martech vendors who are understandably trying to drive adoption of their products. Marketers need to trial and experiment with different mixes of tools to find the right combination to help them drive value for their target market.”

Technology 97

Technology Technology Campaign Strategize 97

Martech

MAY 10, 2023

You’re expected to achieve aggressive targets in an unrealistic timeframe on a limited budget with a small and often inexperienced team overwhelmed with demands. The good news is: you’re not alone. Talk to customers When times are good, talk to your customers. When times are bad, talk to your customers.

Profit margin 105

Profit margin Launch Conversion Price 105

Search Engine Land

JUNE 20, 2023

Have you tried to use generative AI in your digital marketing but found that it behaves more like “ spicy autocomplete ” than actual intelligence? The power of disconfirming questions Disconfirming questions challenge what you already believe or think is true. How you ask a question has a big impact on the response.

Angle 95

Angle User Experience Clients Drivers/motivators 95

Martech

DECEMBER 19, 2022

You wholeheartedly believe it is required in every recipe, but you’re not always sure of the right amount or when to apply it. What is the number one value proposition of intent in today’s GTM efforts? Here’s the reality — you lose 100% of the deals you don’t compete for.

GTM 119

GTM B2B Strategic planning Drivers/motivators 119

Sales Hacker

JULY 28, 2023

Four short business days away from a BIG announcement coming your way! We appreciate all of you for supporting this newsletter from the early days and it’s about to get even bigger, better and more valuable for GTM leaders. So the structure that we use is what we call “value sets”. Share The GTM Newsletter Diving right into pt.2

GTM 52

GTM Drivers/motivators Follow-up CRM 52

Heinz Marketing

JUNE 16, 2022

I do have experience working with B2B organizations for their demand generation, cross-functional alignment, etc. How do we define Growth here at Heinz Marketing? If you have read my other blogs, you’ll notice I keep coming back to the 3 Ps. Next part of the process is see how you measure up against your goals.

Growth 111

Growth Pipeline Clients Campaign 111

Salesmate

SEPTEMBER 29, 2021

Do you ever look at something and get a déjà vu? So, if you come across a familiar advertisement while you’re browsing online, that’s retargeting. It’s better to find what works for you considering your preferences and unique selling proposition. Customers are clever than ever.

Campaign 132

Campaign Follow-up Technology Technology 132

Adaptive Business Services

OCTOBER 6, 2021

No matter what industry or position you work in, it’s always good business to cultivate strong customer connections. Is what you say (including how you say it) the most important thing when you’re trying to impress and retain your customers? Your tone heavily shapes your likability.

Customers 71

Customers Up-sell Networking Promote 71

ConversionXL

JUNE 30, 2019

“Never interrupt your enemy when he is making a mistake.” When your competitors make mistakes, it makes winning so much easier. But what if it’s you who is making a mistake, while your competitors are off to the races? You won’t know until you figure out what your competitors are up to.

UX 126

UX X-functional A/B testing User Experience 126

Heinz Marketing

NOVEMBER 2, 2021

Employee experience (EX) and customer experience (CX) are equally important in your business. One of the key stages in your sales cycle after closing the deal is to build loyal customers; to build evangelists of your brand. But let’s not forget that your employees are actually your first brand advocates.

Intrinsic 124

Intrinsic Pharmaceutical Drivers/motivators Manufacturing 124

Martech

MARCH 21, 2022

Congratulations to all you B2B sales and marketing warriors! You’ve made lemonade from COVID lemons by dramatically improving efficiency of your sales process during the pandemic. The trend of buyers doing their own research has accelerated during the pandemic. The 3 martini lunch was a dinosaur — now close to extinction.

B2B 94

B2B Process Sales Meeting 94

Hubspot

APRIL 26, 2023

After all, you've spent time, energy, and resources building a relationship — and giving up means you have nothing to show for it. But in the long run, having a pulse on when to walk away and disqualify leads will help you refine your efforts and make you a much more efficient, effective salesperson.

Prospecting 81

Prospecting Price Pipeline Negotiate 81

Search Engine Land

SEPTEMBER 14, 2023

Who loves your brand the most? No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. Find your products valuable and also see your business as an extension of themselves. See their own sense of being reflected in your brand.

Niche 137

Niche Intrinsic Campaign B2B 137