Insights
Why buyers choose, and why they hesitate.
Perspectives on go-to-market, positioning and applied AI for technology leaders, advisers and investors.
Social media trends 2022 and beyond
Results of Social Media survey by Sprout Social. Looking at AI / POV / VR etc.
Read PodcastFacebook (Meta) looks to leave the podcast world
After just under a year of launch, Facebook is looking to sunset it’s podcast platform Soundbites.
Read PodcastUnderstanding the B2B omnichannel courtesy of McKinsey
Lots of people talking about the blurring of lines between B2B and B2C. McKinsey report talks about the importance of a multi-channel approach for engaging with…
Read PodcastForget B2B / B2C it\’s about human to human.
A recent post by Marcus Sheridan on LinkedIn has led to this post. Prompting me to discuss how we should think about our buyers needs more…
Read PodcastReflections 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…
Read PodcastSharing some inspirational thoughts on Steven Bartlett of Social Chain
I met Steven Bartlett in Guildford 5 years ago when he was giving a talk at an event hosted by the excellent development agency Kyan. From…
Read PodcastIntroduction To Reflections Podcast
An introduction to Digital Clarity, Reggie James and Mel Hosegood on the Reflections Podcast.
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…
Read PodcastHow to fix your SEO
People often think it is an easy task to fix the SEO of a website. However there are so many complexities from such a simple question.…
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
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.