Insights
Why buyers choose, and why they hesitate.
Perspectives on go-to-market, positioning and applied AI for technology leaders, advisers and investors.
Reflections on self obsession
After the last 2 years we’ve been through a lot of change and many people are struggling. You may be yourself. If we give time to…
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A guide to the Metaverse, what it does and why it will be important both in business and our personal lives. Last year, I wrote a…
Read PodcastSharing some inspirational thoughts on Steven Bartlett of Social Chain
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Read PodcastIntroduction To Reflections Podcast
An introduction to Digital Clarity, Reggie James and Mel Hosegood on the Reflections Podcast.
Read B2B MarketingDigital Clarity Ranked As Top B2B Digital Marketing Agency
London, United Kingdom — September 28, 2021 — Digital Clarity Recognised as Top 10 B2B Digital Marketing Agency 2021 by DesignRush. DesignRush is a B2B marketplace…
Read PodcastSpecial guest Hannah Brandt – Founder of HBL Lifestyle
Today’s special guest is an energetic, motivated, fitness guru, proving to women that you can have your cake and eat it. Based in Nashville Tennessee in…
Read PodcastThinking too much – is exhausting
It has been a long day and my brain is frazzled because I have so much I am thinking about. Why is it people don\'t talk…
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Read B2B MarketingThree Benefits of Microsoft Advertising (aka Bing)
Have you considered running paid search on Microsoft? Here\'s three reasons why you should.
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.