People remember what they see. And that goes for your sales prospects, too. It’s the science behind visual selling. That’s great, but you’re no Picasso. So what about the art side of things? No worries. All you need is a whiteboard, napkin, or business card … something to write with … and one of these five outrageously simple starting points: (1) The Wordster, (2) Numberboard, (3) Pie-licious, (4) The Lineup, and (5) X Meets Why. … [Continue reading]
Avoid the parrot (7 do’s and don’ts for B2B selling)
When it comes to delivering your sales message, there’s tremendous pressure to parrot the competition. Recent McKinsey research on B2B messaging calls out, “a surprising similarity among the brand themes that leading B2B companies emphasized.”* In a marketplace where vendors are all saying the same things, overwhelmed B2B buyers are searching for some sliver of difference between you and your competitors. Here are seven do’s and don’ts that can help you differentiate your next sales … [Continue reading]
McKinsey study shows why customers don’t like your message
A recent McKinsey study* uncovered an alarming gap between what vendors are saying and what customers want to hear. They compared the core messages of the world’s largest B2B companies with what actually influences buying decisions. The results were fascinating. Here’s why customers aren’t responding to your message: The things you say the most are the things they care about the least. McKinsey’s survey of over 700 global executive decision makers revealed that the themes … [Continue reading]
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