Insights
Why buyers choose, and why they hesitate.
Perspectives on go-to-market, positioning and applied AI for technology leaders, advisers and investors.
Why? – The Value of Questioning
The value of asking why and how we can delve deeper into problems
Read PodcastB2B marketing | Part 2 – Demand generation
Today in part 2 we look at Demand Generation. What is it? How does it compare to Lead Generation. More show notes to come. Hope you…
Read PodcastB2B marketing | Part 1 – The changing landscape
B2B Marketing Part1 – The Changing landscape What has it changed – 4 core areas Will Microsoft merge aspects of LinkedIn into MS Viva? Some of…
Read PodcastAn Introduction to a new series of B2B marketing strategies
An overview of what’s to come.
Read PodcastQueen Elizabeth 2nd
A very short podcast note to share the passing of our monarch, Queen Elizabeth 2nd. A sad day as it come a few months after my own…
Read PodcastCharise Garcia of Health Coach Kitchen
Charise Garcia of Health Coach Kitchen talk to Reggie about her perspective on life, business and wellness. Charise Garcia amongst other things, is a holistic health…
Read PodcastWhy you should double down on content in 2022
We've passed the halfway point of 2022.The recent LinkedIn Global State of Sales 2022 Report stated, "About 1/3 of sellers (31%) say that they have 'closed'…
Read PodcastBlack swan moments and marketing
It’s August 2022. A month of huge change - locally and around the world.Interest rate rises, the spectre of stagflation, rising energy costs, on-going war in…
Read PodcastIt\’s about the experience baby! Learn how the market is shifting in B2B.
Reggie talks about why B2B marketers shouldn’t be spending time and money convincing out-of-market buyers to consider a purchase but instead invest in making every buyer…
Read PodcastAn update of what\’s to come
Lots of changes in the podcast world. Anchor and Spotify have added new features so will look to implement these in forthcoming episodes.
Read PodcastHelen James
A story about the passing of my mother Helen James.
Read PodcastDigital Construction Week 2022 at London\’s Excel Docklands
A brief overview of the software and solutions addressing the needs of the ever changing construction industry. From drones the 3d visualisation as well as Geo…
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.