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Pain-Based Marketing: Why Your Message Needs to Hurt (In a Good Way)
"Why do you always have to be so negative Chala?" is something that I've heard from so many clients. Well, it's not me! It's you! Let me explain: Pain-based marketing makes people uncomfortable, but it works. Here's why - pain messaging results in five times more...
Corporate Buyer Trends 2025: What You Need to Know
As I prepare for the WBENC procurement conference in New Orleans (with thousands of women business owners and corporate buyers), it's the perfect time to examine current corporate buyer trends. After 20 years as a corporate buyer myself before founding The...
How Stress Is Sabotaging Your Success
Let's address the elephant in the room: stress is literally changing your brain and stopping your business growth. The statistics are alarming - 88% of entrepreneurs have at least one mental health issue (50% higher than the general population), 81% report feeling...
Stop Working IN Your Business: The Growth-Killing Trap
Sipping my actual tea today (finally!), I need to address something that's killing 68% of entrepreneurs' growth: working only IN their business instead of ON it. Having spent 18 years in corporate marketing before founding The Repositioning Expert, I see this...
When NOT to Use AI in Your B2B Marketing
The AI Content Takeover Is Real. According to HubSpot's 2025 State of Marketing report, 84% of marketers expect AI content creators to replace human ones. These AI creators are generating content 100 times faster than humans, with some making an average of $15,000...
Bridging the B2B Trust Gap: Why Buyers Don’t Trust You
Here's a reality check: 90% of sellers think buyers trust them, but only 57-70% of buyers actually do (depending on the industry). Financial services sits at the bottom with just 57% trust, while manufacturing tops out at 70%. That's a massive disconnect! Trust...
The Great B2B Sales Debate: $38,000 Down the Drain
Let's talk about the $38,000 lost in first-time corporate buyer meetings that go nowhere. One of the biggest myths other sales and marketing coaches teach is that a "capability presentation" should focus on you and your company. Dead wrong! The capability...
Why You Can’t Close the Sale
As a former buyer of corporate services for decades, I've seen countless sales conversations fail for the same reasons. The biggest mistake? Being too focused on yourself and your offerings instead of your prospect's needs. When you're fixated on pushing your...
B2B Sales Meeting Fumbles: What Not to Do
I've witnessed countless sales meeting failures in my 18 years of corporate buying with large corporates. With 70% of B2B sales reps missing their quotas last year, these mistakes are becoming increasingly costly. The biggest fumble? Generic pitches that lack...
Adapting To the New Reality in B2B Sales Today
After diving into the most-asked question on Perplexity for B2B businesses - "How can we adapt strategies to address buyer hesitation, longer sales cycles, and budget constraints due to economic uncertainty?" - I've got some practical solutions. Having marketed for...
Too Scared to Spend on Marketing During Economic Uncertainty? Big Mistake!
Nearly half of small business owners are expecting sales declines according to a recent CNBC survey. This fear naturally leads many to slash marketing budgets—exactly when they should be doing the opposite. After spending 20 years marketing for giants like Pepsi...
The Resurrection of B2B Telemarketing: Yes, It Still Works!
Sitting here with the late spring sunshine streaming through my windows (while ironically packing winter boots for my trip to Ottawa!), I've been diving into research about telemarketing. Is this 150-year-old method dead in our digital age? The stats might surprise...
About Chala
Chala Dincoy is a Marketing Strategist who helps B2B service providers reposition their marketing message to successfully sell to corporate clients
