Blog

Six Ways to Pivot to Transformational Marketing and Sales Messaging

When was the last time one of your salespeople said to you, “Wow, this content is GREAT! I can use it with customers right […]

Read More »

Marketing and Sales Messaging that Matters to B2B Decision Makers

I’ve been doing my annual scan of marketing, sales, and content trends to get calibrated for what’s ahead. Lots of digital and automated and […]

Read More »
sticky sales messaging virtual selling

Make Your Sales Message Stick

With virtual sales being the current norm, and face-to-face sales on hold, engaging with buyers feels more challenging.  This is true even though we […]

Read More »
get off pandemic marketing bus

Get off the Pandemic Marketing Bus with Your Messaging

How many “Covid-19 Pandemic” marketing messages do you have in your inbox?  At this moment, I have 134 with “Covid-19” in the subject line, […]

Read More »
Refine Your Marketing Sales Messaging

5 Ways to Refine Your Marketing and Sales Messaging

Refining marketing and sales messaging is a little like pushing a rock up the hill. When are you sure you are done and it’s […]

Read More »
Your Value Prop Last Decade

Your Value Prop is so “Last Decade”

January is a funny month. You’re sizing up last year’s results, while at the same time building plans for the current year. But it’s […]

Read More »
Quantifying Proving Your Value Prop

Quantifying and Proving Your Value Prop

In my last blog post, I talked about the real need to fully understand and communicate what drives the buyer to buy – figuring […]

Read More »
Figure out Buyers Value Drivers

Figuring out Your Buyers’ Value Drivers

I often get asked for the “right words” that will make a value proposition appeal to buyers. Many B2B companies wonder why their value […]

Read More »
Defining True Differentiators

Defining True Differentiators

Typically, there are multiple people on the buying team, each with their own concerns. Because of this, a strong value proposition must address a […]

Read More »
Scroll to Top