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]
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]
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]
- « Previous Page
- 1
- 2
- 3
- 4
- …
- 12
- Next Page »