Insights
Why buyers choose, and why they hesitate.
Perspectives on go-to-market, positioning and applied AI for technology leaders, advisers and investors.
Demystifying B2B tech marketing
Reggie James featured on the Market Technology Podcast - 10th January 2024 In this episode of the Marketing Technology Podcast, the founder of Digital Clarity, Reggie…
Read PodcastTransforming your digital marketing experience
Reggie James featured on The Market Impact Insights Podcast - 19th December 2023 Digital Clarity founder Reggie James shares breakthrough digital marketing strategies that accelerate B2B…
Read B2B Marketing, StrategyThe Importance of Investing in Brand Marketing for B2B Tech Companies
In his great book The First Dancer: How to be the first among equals and attract unlimited opportunities. Majid Kazmi said, "You have to ask the…
Read B2B MarketingHow AI is Revolutionizing B2B Marketing
A practical guide for senior marketing specialists, CMOs, and the C-suite, on the benefits of using AI for B2B organizations. What are the big challenges of…
Read PodcastReggie James featured on The Stock Day Podcast – 29th August 2023
The Stock Day Podcast welcomed Digital Brand Media & Marketing Group, Inc.(DBMM)(“the Company”), the parent company of Digital Clarity, a 100% owned operating subsidiary. Director, COO…
Read B2B MarketingMeasurable Results for Your B2B SaaS and Tech Company
Are you a CEO or CMO looking to take your B2B company in the SaaS and tech industry to new heights? With over 20 years experience…
Read B2B MarketingLeveraging ChatGPT for Effective B2B Marketing on Social Media
As B2B marketers, it\'s crucial to stay ahead of the curve and leverage emerging technologies to connect with your target audience effectively. Unless you\'ve been sleeping…
Read StrategyGoogle Analytics 4: Everything You Need to Know
How to Move from Google Analytics to GA4. Google Analytics 4 (GA4) is the latest version of Google\'s popular analytics platform. It offers a number of…
Read B2B Marketing, StrategyFrom Good to Great – The Flywheel Methodology
This is a 3 min read and may help you look at things differently. On October 16, 2001, Jim Collins wrote a game-changing book. That book…
Read B2B Marketing, StrategyThe Importance of B2B CEOs being Key Persons of Influence
“your most valuable asset ― your attention” Alex Hormozi Back in September 2010, Daniel Priestly wrote a book entitled, “Become a Key Person of Influence”. Or…
Read B2B Marketing, StrategyWhat Nike, Apple, & BMW Can Teach B2B Content Marketers
B2B content marketers can definitely learn a lot from super-consumer brands like Nike, Apple, and BMW. These brands have mastered the art of creating content that…
Read B2B Marketing, StrategyValue Proposition v Mission Statement v Company Strapline
What's the most important - where do you start? I often get asked, what's more important? A Value Proposition, a Mission Statement, Company Slogan, or a…
ReadA tool to use this week
Why interested buyers don’t buy.
Five questions to examine one stalled opportunity before you change the pitch. A first pass takes about 15 minutes.
Use the emails, proposal or notes you already have. Write what the buyer actually said. Where you are guessing, write unknown.
01Why change?
What problem did the buyer say they needed to solve? What happens if they leave it unresolved? Use their words or evidence; otherwise write unknown.
02Why now?
What makes this a priority alongside everything else they could spend time or money on? A deadline needs a source.
03Why this offer?
What are they comparing you with, including doing nothing? What matters to them that your offer can credibly deliver? Could this answer apply to almost any buyer? If so, make it specific to this opportunity.
04Why believe it?
Which claim needs proof? What evidence have they seen, and what did they say about it? A case study is useful when it addresses their concern.
05How does buying happen?
Who else is involved? What must they approve, and what would adopting the offer require? Include budget, procurement, implementation and switching effort where relevant.
Seeing the same issue across several deals?
Bring the opportunities to a conversation. We’ll look at what they have in common and what to fix first.
A 25-minute conversation. No preparation required.