You can NOT manufacture urgency in complex B2B sales. Ever. You may be able to create urgency by offering a limited-time offer if you're selling a commodity. But, complex B2B sales involve a much longer and more considered buying process. Furthermore, these types of sales…
‘Buzzword stuffing’ occurs when tech companies chase the latest technology trends. At a tactical level this shows up in content marketing. Like blog posts and whitepapers, as a bunch of keywords packed into the content. This cartoon shows Mike, the founder and CEO of…
Want to know how to stop the race to undifferentiated mediocrity in B2B marketing? First, understand how serious a problem there is in B2B content marketing. Content creation has never been easier. Because AI tools like ChatGPT, Jasper, Copymatic and others make it so easy…
In B2B Sales and Marketing, picking the ideal target market is critical. It may determine the success of a new product launch or even the viability of a company. Having a great value proposition helps as well of course! Picking an ideal target market allows a…
Salespeople often sound the same. Many buyers find them robotic. When it comes to B2B sales, you should differentiate how you sell. Basically you want to ensure that you are not like other salespeople who are trying to sell to the same prospects as…
Do you really need a new company logo? Once I worked at a startup that was struggling to find product market fit. In other words, our sales were about 95% lower than the lofty goals that our investors expected. The founder thought that tweaking…