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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 […]

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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, […]

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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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Retooling Your Offer Buyers Perspective

Retooling Your Offer: The Buyer’s Perspective

In a buyer-focused value proposition, your Offer Statement is the logical extension of the Buyer Objective Statement (our previous article). Based on research and experience over […]

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Watch Your Language with Your Buyers

Watch Your Language with Your Buyers

Buying decisions, even in the most antiseptic of business transactions, are still handled by humans. Therefore, the negotiations around buying & selling anything have […]

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