How the 3 Deadly C’s Have Changed Sales Forever After explaining what we do to an interested connector last week, one of our partners got the old “Wow, you guys are real disruptors!” Without really thinking, Paul quickly snapped back, “We are NOT disruptors! The disruption has already happened, we’re really just helping people get […]
Convincing advantages will help you stand out and position you to win. Note: I recently wrote about messaging vs. convincing advantages (read it here) and launching your competitive advantages (read it here). Here are three must haves for your convincing advantages. Simple – must be easy to remember – easy to connect to real and […]
Messaging doesn’t work any more in sales situations (read the earlier blog post here.) The Convincing Advantages approach works much better. With tens of thousands of competing messages hitting your prospects on a daily basis, it’s important that your communication is clear, convincing and focused solely on how you solve your prospect’s pain. (Because that’s […]
There are too many instances of “messaging” hitting your prospects. Consider using the convincing advantages approach to stand out from the crowd. As you’re out competing to keep existing customers and gain new ones, the importance of messaging becomes evident very quickly. It’s purpose is to drive a clear and differentiating buying advantage for you […]
There are five critical components of B2B marketing— neuro-science based claims development and messaging, content, website traffic, a website, and, of course, conversion. These are ultimately the only five that really matter and yet the B2B marketing landscape is like a field of broken dreams. I originally wrote in the context of social media marketing […]
Increased product and service offer commoditization and customer indecision are severely reducing the effectiveness of the sales operation, says Bryan Gray of Revenue Path Group. Taken together, they form one of the Five Great Threats to revenue growth through effective selling. Hanging on the Telephone – Fully 88% of Sales Calls Are USELESS ! There’s […]
You can’t expect customers to come to your door if they’re uncertain who you are or what benefits you can bring them, argues Bryan Gray of Revenue Path Group. Lack of a Strong Message – AKA a unique, compelling and consistent value proposition – is one of the Five Great Threats to revenue growth through […]
Extended sales cycles are NOT an indicator of positively developing relationships, argues Bryan Gray of Revenue Path Group. Quite the opposite. They are one of the Five Great Threats to revenue growth through effective selling. Don’t Let Yourself Get Sold on the Long Sales Cycle Let’s be honest. There can’t be many of us who […]
Stop thinking of your corporate website as a “thing”. Start looking at it as your lead sales person, says Bryan Gray of Revenue Path Group. Is this a person you like? Or even respect? Are they effective or just also-rans? Keeping a website on the team that can’t do the job is one of the […]
Even a regular flow of orders is NOT the same as a true pipeline, argues Bryan Gray of Revenue Path Group. A pipeline that in reality is only at best a dotted line – with serious underlying business health issues – is one of the Five Great Threats to revenue growth through effective selling. Don’t […]
