Insights
Why buyers choose, and why they hesitate.
Perspectives on go-to-market, positioning and applied AI for technology leaders, advisers and investors.
Why sales and marketing alignment fails even when everyone is doing the right things
Good data and real effort, yet the organisation still does not move forward together. Why that happens.
Read B2B Marketing, Podcast, StrategyReggie James Joins Steve Preda on the Management Blueprint Podcast
Insights for B2B Tech Leaders B2B tech leaders, if you aim to scale your business, sharpen your strategy, or prepare for an eventual exit, you won’t…
Read PodcastReggie James appears on David Meltzer’s Office Hours
Reggie James, Founder of digital marketing management consultancy, Digital Clarity, was invited to participate in “Office Hours“ this morning, a successful online podcast by David Meltzer and now in its 610th episode.
Read PodcastWhat is demand generation? and how can it boost your long term success
Reggie James & Jim DeMicco In this episode, host Jim DeMicco of Skyline Studio is joined by Reggie James to discuss the topic ‘What is demand generation marketing?’…
Read PodcastNavigating the complexities of AI & digital marketing – 5th Feb 2024
Reggie James featured on Market Impact Insights Podcast Reggie talks to Connie Whitman of the Sales Game. Connie’s motivational quote for the day was by – Bob Lord, “The…
Read PodcastThe most effective strategies for digital marketing and branding success
Reggie James with John Golden Podcast - 20th January 2024 The Evolution of Digital Marketing: A Conversation with Reggie James https://open.spotify.com/episode/5f5bm0S6MQrVZ4gEP58MvM?si=nXARtpl5ShG310ZD5gt8ZQ We recently had the pleasure…
Read B2B Marketing, PodcastDemystifying B2B tech marketing
Reggie James featured on the Market Technology Podcast - 10th January 2024 In this episode of the Marketing Technology Podcast, the founder of Digital Clarity, Reggie…
Read PodcastTransforming your digital marketing experience
Reggie James featured on The Market Impact Insights Podcast - 19th December 2023 Digital Clarity founder Reggie James shares breakthrough digital marketing strategies that accelerate B2B…
Read PodcastReggie James featured on The Stock Day Podcast – 29th August 2023
The Stock Day Podcast welcomed Digital Brand Media & Marketing Group, Inc.(DBMM)(“the Company”), the parent company of Digital Clarity, a 100% owned operating subsidiary. Director, COO…
Read PodcastRachel’s Hierarchy of Needs
Can we really expect ourselves to excel when we are not looking after our basic needs?
Read PodcastB2B marketing V2 | Part 3.1 – Predictions for 2023
Predictions for 2023.
Read PodcastB2B marketing | Part 3 – Predictions for 2023
As we head into the festive part of December 2022, in this final 3 part series of B2B Marketing, it is a good time to look…
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.