Posts tagged with: positioning

It’s greatly a B2B thing and I understand some of you will disagree, but it doesn’t matter if the production of a product or service demonstration video isn’t broadcast quality. What matters is you show prospective and existing customers how...
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One of the best things you can do to promote your business is help prospective and existing clients better understand how to use and get more out of the products and services you sell them. Along the lines of a...
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Here is one of the most common sales issues thwarting sales teams across all business sectors: “I know we can help them, but they won’t return my calls or email.” It’s frustrating — if you can’t get in, you can’t...
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Over the past three weeks, I’ve received four phone calls and one email from a marketing automation company wanting to get me on the phone to discus their services. It wouldn’t be fair to mention their name, I don’t want...
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In 1972 Irving Janis, a psychologist, coined the term groupthink to describe how groups of people can make bad or irrational decisions. In a groupthink situation, each member of the group attempts to conform his or her opinions to what...
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Yesterday, I mentioned I found a number of white papers, reports, etc. I released years ago as part of lead generation activities for my services. I re-released the first paper yesterday and am offering another one in this post. This...
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There’s a lot of marketing effort focused on how the vendor thinks — the vendor’s view of the world, vision of the future, story, way of making the world better, etc. And for good reason: Who wants to do business...
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Believe it or not, sometimes a dead product or service can come to life by raising its price. Let me say it again. If you have a product or service that isn’t selling, it may be priced too low. Price...
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Forest and trees. As salespeople, there are times we overlook vague references to our offer as assumed benefits: faster, less expensive, more responsive, less downtime, greater availability, etc. These things sound good, but only take on real meaning when we...
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