Often we get calls from B2B tech companies looking for a brand strategy. […]
Positioning, Branding, or both? Let’s clear up the confusion.
Category: Articles
Branding and positioning work together: a new framework
To cut through the brand-positioning confusion, we have developed a brand and positioning framework. […]
Why sales doesn’t use your presentation
Sales thinks your marketing presentations are nice, but they don’t use them. […]
Infographic: Sales doesn’t use your presentations
We recently conducted a survey of 50 technology industry sales leaders to find out if they use the presentation materials they get from marketing […]
The difference between winners and losers
After working with almost 300 clients over the past several years, the difference between the winners and losers has become clear […]
In B2B, Different Doesn’t Sell
“Different” doesn’t sell. How to set the stage and enable an articulated value proposition that no competitor can match. […]
7 deadly sins: what can we learn from failed revenue strategies?
In the course of working with over 200 technology companies during the past couple of decades, I have observed a lot of failed strategies. […]
SMB is not a market
You’d be surprised how often clients describe their market as “SMB” (small and medium businesses). […]
How will you make your number this year? (Part 1)
A new data-driven approach to finding the highest propensity-to-buy customers. […]
How will you make your number this year? (Part 2)
In our last post, we talked about the challenges B2B tech companies face in identifying the right sales cycles […]