Marketing Interactions

MARCH 7, 2022

They have a recognized problem to solve that matches the solution your products or services provide. And, before we move on, let’s talk about pricing as the reason for the loss. For a high majority of your lost deals, I’m going to wager that it’s not price. Pricing is usually an easy way for buyers to say No.

Ideal Customer Profiles 88

Ideal Customer Profiles B2B B2B Thought Leadership Peer-to-peer 88

Marketing Interactions

JANUARY 30, 2017

We’re asking them to think differently than they are today by adopting the approach or product we’re certain can help them reach their goals. When things go south, it’s not usually about price. Making these three pivots is essential to ensuring that the way we apply content marketing to build B2B customer experiences is productive.

B2B Marketing 73

B2B Marketing Marketing Strategy Marketing & Strategy Webinar Metrics 73

Marketing Interactions

MARCH 8, 2017

What are the adjacent costs in addition to the purchase price and whose budget do they impact? Get to know the dynamics of the buying committees and find ways to help them work together more productively. If the project fails, how will it impact the others’ responsibilities and objectives? After all – 23.8%

Buyer Personas 48

Buyer Personas Budget Programs B2B Cross-Selling 48

Marketing Interactions

JUNE 23, 2017

Improve productivity by creating a flexible work plan that reduces the number of FTEs needed. As applied to the three examples above, they might look like: Inefficient workflows make our products late to market, costing us market share. Often, these are seen as late-stage issues, such as, “the price was too high.”

Buyer Personas 64

Buyer Personas Marketing Strategy Marketing & Strategy B2B Marketing 64