Insights
Why buyers choose, and why they hesitate.
Perspectives on go-to-market, positioning and applied AI for technology leaders, advisers and investors.
Agency Proposals Are Not Worth The Paper They Are Printed On
How can an external agency possibly provide a relevant, realistic and useful proposal without fully understanding your business? They can’t!
Read PodcastHow to make your brain more productive
I have taken some interesting top brain facts from an article on the dentinstitute.com website. https://youtu.be/XgbCQlyZzXQ I love interesting information about the brain, how it works,…
Read PodcastThink Out Loud Podcast – Special Guest Sara Giddens – Ep 14
Explore episode 14 of Think Out Loud Podcast. Rachel Mepham interviews Special Guest - Sara Giddens of Kahua.com
Read B2B MarketingThe Best SEO Tools For Every Stage of Your SEO Plan
Discover the best SEO tools for every stage of your SEO plan and strategy.
Read PodcastPutting off tasks
How many times have you said…\’I\’ll do it tomorrow\’? I certainly have. But why? Whether that be going to the gym, making a call, arranging a…
Read PodcastSpecial guest Sophie Burrows – Senior strategist at Digital Clarity
Today we have another special guest. She is a grafter, a hard worker, one of the most organised people I have ever met - Senior Strategist,…
Read Strategy5 Shocking B2B Marketing Stats You Need to Know 2021
Whether to back up your marketing strategy, or provide you with some food for thought, check out the 5 most shocking B2B marketing stats we’ve taken note of so far in 2021...
Read B2B MarketingOn-site vs Off-site SEO – Why You Need To Be Optimising Both [With Examples And Tools]
What is the difference between on-site and off-site SEO? This article breaks them down and gives tips on what you can optimise to boost your SEO.
Read StrategyWhat are Google FLoCs?
Explainer video looking at some confusing terms including FLoCs, cookies, first party and third party data.
Read PodcastBack to work or not back to work – that is the question?
With a number of businesses looking to get their employees back in the office, and many employees looking for more flexibility after the long period of…
Read PodcastWhat are cookies, what are FLoCs and what is the impact for B2Bs
What are cookies? What is the difference between 1st and 3rd party cookies? What are FLoCs and why does all this matter to you? Google Chrome…
Read B2B MarketingReggie James to Speak at B2B Event BaM LIVE 2021
Reggie James, Founder and Director of leading digital consulting business, Digital Clarity has been invited to speak at IABM’s quarterly B2B marketing event.
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.