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Five best practices that are killing your pitch

By Acree Macam Leave a Comment

Skeptical prospect

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]

Filed Under: Marketing & Sales Messaging Tagged With: B2B sales, Sales Message, Sales Messaging, Sales Pitch, Sales Presentation, The 5-Point Pitch

Five things I learned about sales messaging from squirmy five-year-olds

By Acree Macam Leave a Comment

Boy reading book

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]

Filed Under: Marketing & Sales Messaging Tagged With: Sales Conversation, Sales Message, Sales Messaging, Sales Presentation

Watch out for these invisible deal breakers

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

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