Insights
Why buyers choose, and why they hesitate.
Perspectives on go-to-market, positioning and applied AI for technology leaders, advisers and investors.
We do we get bored and what can we do about it?
Are you bored? Fed up? Frustrated and feel like you are not getting anywhere? What is boredom? Why are you feeling how you do and is…
Read StrategySocial Media Marketing: Paid vs Organic
The never ending debate over the best method of marketing your business digitally continues. Paid or organic?
Read StrategyIs anyone actually engaging with your content?
3 tips to help B2B brands increase engagement on social media B2B brands are increasing their content creation but are you just creating more thoughtless drivel…
Read PodcastSpecial guest Alice Stapleton – paid media specialist at Digital Clarity
Today\'s special guest loves to roll her sleeves up and dive head first to a LinkedIn Ad campaign! An introduction to Alice Stapleton and her advice…
Read StrategyStop Selling to Cold Leads | How to Nurture Warm Leads
Cold-calling isn\'t fun for anyone, and neither is it effective. Take a look at 3 ways to fill your funnel with warm leads.
Read StrategyWhy People Are Struggling to Buy From You
Why should a potential customer buy from you? What distinguishes you from the competition? Here we look at three areas that can help define your business\'s…
Read PodcastWhy relationships go bad?
From the honeymoon period through to an awkward ending - No one wants a client agency relationship to go bad. Both parties may have all the…
Read StrategyThe Must-Have B2B Guide To Calculating a Realistic Cost Per Qualified (CPQ) Lead
An easy to follow guide on calculating a realistic Cost Per Qualified (CPQ) lead.
Read PodcastSick of video conferences? Meet up and call people
I love seeing the angle of other peoples heads! I nearly forgot people are 3D not 2D! Meeting up after the lockdown has been lifted is…
Read StrategyApplying the Pareto Principle to Your Digital Marketing
The Pareto Principle, referred to as the 80/20 rule, is often underestimated by companies when they embark on their marketing or new business acquisition. Here, we…
Read PodcastSpecial Guest Reggie James – Founder of Digital Clarity
An introduction to Reggie James, Founder and CEO of Digital Marketing Consultancy - Digital Clarity. We explore some insights to Reggie\'s personality to learn a little…
Read PodcastMake that call, send that message
Why do we put off calling or messaging people, even those people close to us including family and friends. You may have worked with clients or…
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.