How many times have you worked hard to give a great sales presentation only to receive blank stares at the end of it? It’s often because a lot of pitch pitfalls masquerade as best practices. And even the seasoned seller can fall into them. So next time you walk into a sales meeting with a skeptical prospect – or create marketing materials for that prospect – watch out for these five B2B messaging “best practices” … [Continue reading]
LEADERVIEW: Where customer focus is still missing in B2B marketing
In this PitchMaps Leaderview, Debbie Qaqish, author of Rise of the Revenue Marketer and Chief Strategy Officer at The Pedowitz Group, examines the customer focus issue through the lens of revenue marketing. Here are some highlights from our conversation with Debbie. PitchMaps: Tell us a little bit about your current role. Debbie Qaqish: I’m one of the principals at the Pedowitz Group. I’m currently the Chief Strategy Officer. My role is to have an ongoing … [Continue reading]
Five things I learned about sales messaging from squirmy five-year-olds
In the process of having a children’s book published, I’ve learned that the toughest audience in the world isn’t a CEO, a tough-as-nails VP, or a former military-turned-procurement person. It’s a squirmy five-year-old. Kindergartners don’t like to listen. They do like to interrupt. And they have an instinctive habit of turning the page before you’ve finished reading. I’ve had to adjust my writing techniques in order to wrestle this audience’s attention. And I’ve found that … [Continue reading]
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