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About John Reed

John is Co-founder and Managing Partner of PitchMaps. A veteran ad guy, John has helped numerous companies, both large and small, find their message. John writes and speaks frequently about brand positioning and messaging. Connect with John: Twitter / LinkedIn

How to gently tell a prospect their existing solution needs to go

By John Reed 8 Comments

Prospect

You look at your prospect’s current solution. It may not be very efficient or competitive, but it’s theirs. They invested in it. They understand it. And, some of the people you’ll be presenting to were probably responsible for creating it – or at least choosing it. Now what? You know it isn’t a great solution, but how do you tell them that? For starters, don’t make this about their solution. Yes, it’s an inadequate solution. … [Continue reading]

Filed Under: Marketing & Sales Messaging Tagged With: Marketing Communications, Marketing Message, Sales Conversation, Sales Messaging, Sales Presentation

A simple presentation hack you should’ve learned in high school math

By John Reed 4 Comments

Math teacher

It was my first job after college, and I was working as a writer for a British ad agency. I’d been asked to come up with a new campaign idea for one of our B2B clients and had developed something I was pretty excited about. However, when I presented My Big Idea to the decision-maker on the account – a smart marketing guy that I admired immensely – he wasn’t impressed. Instead, he just made … [Continue reading]

Filed Under: Marketing & Sales Messaging Tagged With: B2B Messaging, Marketing Message, Presentation, Sales Message, Sales Presentation

When bad news happens to good marketing messages

By John Reed Leave a Comment

Businesswoman marketer

Your core sales and marketing message is supposed to be evergreen. Sure, some details may change. But at the heart of your message is a fundamental brand positioning that should stand the test of time. You repeat it over and over again – to employees, customers, and the kid next door – so it becomes the one thing your company is known for. In a perfect world, this is easy. But what if something goes … [Continue reading]

Filed Under: Marketing & Sales Messaging Tagged With: Brand Positioning, Core Message, Core Messaging, Marketing Message, Messaging and Positioning, Sales Message

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