The best messaging strategy is a multi-leveled one that covers a range of the advantages your company offers. Why? Because using multiple messages promotes multiple advantages to your prospects. After all, you can’t be sure which benefit will resonate with which decision Read More
When you introduce a new product or service to the market, you need to approach it as a separate campaign from your ongoing activities. After all, prospects or even your current customers won’t know about this new addition unless you to tell Read More
Today, even recognized brands could find it challenging to initiate the first steps with potential customers. The following sales tactics can help companies meet their sales goals. Sell solutions When you directly address the needs and challenges faced by the prospect, you Read More
Customer experience has been the key to successful business-to-consumer marketing for years. It must be a primary focus of B2B companies because your customers now expect it. Here are several prospect and customer experience trends you should consider for your marketing and Read More
Every business needs to think of itself as a service business. Why? Because whether you manufacture a product, build a building, or create a software solution, you are actually performing a service for the customer. With this mindset, you will foster a Read More
Strengthening your marketing messaging is critical in improving your lead generation and sales results. Given the uncertainty of the number of decision-makers involved in the sales process, it’s crucial to craft messages that can address the key concerns of each prospective decision-maker. Read More
When developing marketing messages, many companies take a more formal, third-party approach. In this technique, the messaging avoids pronouns, such as “I or we and you”. For example, XYZ Company provides customers with superior services” instead of “We provide you with superior Read More
It’s 2025 and many people evaluating changes to be healthier. Expand that review to include our marketing program to ensure its fitness. Here’s a checklist to get you started: Evaluate your marketing strategy First, take a hard look at the marketing Read More
I’m an advocate for creating a multi-layered messaging strategy to educate, inform, and connect with prospective customers. There is another area of message development that several new clients neglect, case studies and testimonials. This content proves the capabilities and value of your Read More
When I do an analysis for a prospect or begin working with a new client, strengthening their marketing messaging is the first, critical step. Most have messages on services or products and possibly value statements or a unique selling proposition. While this Read More
With the emphasis on inbound marketing in most marketing programs, you need to plan the content you are posting. While customers, employees, and vendors are interested in company news and events, prospects looking to work with you aren’t. Chances are you’ve developed Read More
Inbound marketing draws prospects to your website or social media platforms. To make inbound marketing effective, you need to understand the four steps. Step One: Attraction Attraction involves a potential customer discovering your company’s website or social media platforms. To attract Read More
You work hard to see that your customers are satisfied. Be sure that you let prospects know that you have a record of satisfying customers. You do that by focusing on selling satisfaction in your marketing. Load your “satisfaction arsenal” There are Read More
For decades, I’ve observed a detrimental pattern in many businesses-the blame game between sales and marketing. Marketing points fingers at sales for not converting leads, while sales accuses marketing of providing unqualified leads. This cycle of blame typically kicks off when goals Read More
Hyperbole, an exaggerated statement or claim not meant to be taken literally, is often associated with marketing. However, in B2B marketing, your prospects must trust and believe your messages. Here are some practical tips on how to avoid marketing hyperbole. Identifying Read More
Without cross-selling in your marketing program, you’re potentially leaving valuable sales on the table. Cross-selling is the strategy that ensures every part of your sales and marketing program reminds current and potential customers of your entire line of services or products. Here Read More
I have found that clients often need help distinguishing themselves from the competition. The following are messaging techniques that can help improve marketing differentiation. Company History The company’s history or story is often overlooked when developing marketing messages. The key is Read More
Storytelling isn’t just entertaining – it’s an essential part of the sales and marketing process. It creates a personal connection that goes beyond the project’s facts. This technique allows you to relate examples of similar projects to illustrate your experience. As you Read More
Assigning rank to the various leads you attract is not just a step but a critical one in turning a lead into a sale. This process involves evaluating the lead’s level of interest, potential to convert, and readiness to make a purchase. Read More
If you want to start blogging to build brand awareness, generate interest in your business, and bring in leads, there are factors you need to consider. Topics Blogs are not just about selling products or services. They are meant to provide Read More