We live in a world of disruptors. And they’re in every industry – from mattresses to razors to car dealers. But look at what makes them so outrageously successful. It’s more than their disruptive business models and technologies; it’s the disruptive way they talk about what they do. Companies like Casper, Harry’s, and Carvana excel at this. And here’s how they do it. How Visible disrupted me I recently had a stop-and-rethink experience when I … [Continue reading]
Bring a villain to your next pitch
You’re working hard to equip your sales force with a more compelling sales message. You’ve checked all the messaging boxes – leading with insight, speaking to pain points, casting a vision, backing it up with metrics … and stories. But your sales message still isn’t completely connecting with prospects. What else can you do? Here’s one really simple messaging hack that we’ve found to be surprisingly effective … Name the villain. Do what? Literally come … [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]