What if your reps have 1,400 sales assets to choose from – but no core message? According to Forrester, this really is how many sales assets the average company has. (Not to mention who-knows-how-many different marketing assets.) Even if you’re a mid-market B2B company, you probably have more sales decks, one-pagers, playbooks, and online content than your teams know what to do with. So, it’s hard to imagine anything could possibly be missing in your … [Continue reading]
Core Message
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]
Watch out for these invisible deal breakers
You’ve got the perfect solution for your prospect. You’ve shown her how much it could benefit her company. And yet, you keep hearing that it’s just not the right time. Or it’s too much change. Or there’s not enough buy-in from various stakeholders. Or it’s not in the budget. Chances are, those are not the real deal killers. So, what is stopping your prospect from signing on the dotted line? Why they’re just not buying … [Continue reading]
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