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LEADERVIEW: Where customer focus is still missing in B2B marketing

November 14, 2016 by Ben Reed Leave a Comment

Debbie Qaqish PitchMaps Leaderview

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]

Filed Under: Marketing & Sales Messaging Tagged With: B2B Marketing, Core Message, Core Messaging, Messaging and Positioning

Watch out for these invisible deal breakers

September 30, 2016 by Ben Reed 1 Comment

Sales professional

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]

Filed Under: Marketing & Sales Messaging Tagged With: B2B Marketing, Core Message, Marketing Message, Messaging and Positioning, Sales Message, Sales Messaging

When bad news happens to good marketing messages

January 20, 2016 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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