Account-Based Marketing / Videos & Webinars / 02 Feb, 2019 Be Surprising (in Bids and Tenders) Being surprising in bids can be the single point of differentiation between you and your competition. Watch the video
Account-Based Marketing / Videos & Webinars / 02 Jan, 2019 The Cardinal Sin of Account-Based Marketing (ABM) Key decision makers for part of a sales process don’t want to necessarily know or appreciate being told they’re part of an ABM strategy… even if it could reap huge benefits. Watch the video
Account-Based Marketing / Videos & Webinars / 21 Nov, 2018 ABM and the importance of engaging early in the bid process Too many of today’s bidders are showing up late to the process. See how our ABM approach can help you engage earlier and improve your chance of winning. Watch the video
Account-Based Marketing / Videos & Webinars / ABM personas and how to get them right Got a minute? Hear from JPC’s Managing Director, Claire Ellis on ABM personas and how to get them right. Watch the video
Account-Based Marketing / 12 Nov, 2018 THE greatest ABM cardinal sin! With so much coverage now, writing an article on Account Based Marketing (ABM) felt akin to asking your grandmother to suck eggs (She doesn’t? Well she should. Run an ABM programme on her…). Everyone’s ABM’ing it, we have Heads of ABM, ABM specialists, ABM Teams, ABM agencies (yup, guilty as charged). Supposedly ABM – or… Read more
Account-Based Marketing / Account Cultivation and Growth / 30 Oct, 2018 The buyer journey has changed – has your value proposition? Just when you thought there wasn’t anything left to disrupt, businesses are finding themselves blindsided by the fact that traditional buyer journeys have changed for good – rendering their value propositions and their sales and marketing processes obsolete. Read more
Account-Based Marketing / 29 Aug, 2018 How to avoid arriving at the RFP table cold Build a winning strategy with an Account-Based Marketing approach You get one shot at articulating your capabilities and convincing a prospective client that they should choose you over some tough competition. Yet, all too often, companies are coming to the RFP table cold. Why? Because, currently the average complex deal has 7 decision makers involved,… Read more
Account-Based Marketing / Deal Creation and Conversion / Strategy / 15 Aug, 2018 3 Things They Don’t Tell You When Responding To A Bid Search online and you’ll find a wealth of advice on bid tendering. It sounds pretty obvious and formulaic when you read it. Bid or no bid. Make a plan. Form a team. Be compliant. Offer great evidence, submit and wait for the good news. Frankly, what’s the big deal? Well, the big deal may be… Read more
Account-Based Marketing / Thought Leadership / 14 May, 2018 Emotional v Artificial intelligence – who wins out? It is hard to stop revolutions, and we are most certainly in an AI revolution. Data this. Analytics that… function over emotion, process not prose, economies of scale, cost savings over creativity, and of course, guaranteed success needed immediately. We are well on our way to becoming a ‘Robots welcome only’ era. So what are… Read more
Account-Based Marketing / Thought Leadership / 21 Mar, 2018 What to do when robots are judging your bid We spend our lives helping clients win crucial bids in many different industry sectors. But are we on the cusp of a whole new world of Bid procurement behaviour? 2021… Picture the scene Following an 18-month plus slog of RFP process, you make it through to the short-list stage and the all-important face-to-face presentation day… Read more
