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70% of Buyers Watch a Video Before Buying
https://www.youtube.com/watch?v=PaxArz4ojyQ&t=69s I recently had a 20-year-old video production company tell me that they were going to close their business because there was no future in video production. Having been price-shopped and undercut by amateurs with far...
Half of All Buyers Think Sales Reps Are Pushy
Are you surprised that one out of every two person you sell to thinks you or your reps are pushy? I'm not surprised you're surprised because only 17% of reps themselves see themselves as pushy. Wow. Here's another doozy..only 3% of buyers trust a sales person....
Can't Reach That Buyer?
I often hear the complaint from businesses that they just can't reach that hard-to-reach buyer. Having purchased services for giant brands for the past 20 years, I thought I'd share the advice I share with my clients around this very painful subject. What...
Pain of Prospecting Discipline or Pain of Disappointment?
"Sorry, I had a project delivery deadline that I could't miss, so I didn't call anyone on my list to do my prospecting". Does that sound like something you've said in your business? It's something I hear all the time from my clients who have hired me to help them...
How Quickbooks Aced Pain Based Messaging
https://www.youtube.com/watch?v=ncQQ6mpHH3k What was the last time you bought something? I bet it was to solve a problem. Well you're not alone. Research shows that 70% of consumers buy something to solve a problem (a pain) and only 30% buy to enhance something,...
How Attractive CEOs Are Leaving Money On The Table
If you're a good looking CEO, you just might be leaving oodles of cash on the table for your business. How? By not being more visible in your marketing and selling, that's how. Here's how science backs up my point... Beauty Sells In his book Beauty Pays: Why...
Why You're Losing The Sale
Ever heard of the saying 'No Pain, No Gain'? This usually goes through my mind at the gym but it has a whole new meaning in business. Latest research from B2B consulting company Altify shows that when sellers are able to uncover the customer’s business problem,...
Content is the Price You Pay to Buy Attention
Some of my clients absolutely refuse to blog. Others swear at me if I tell them to send out newsletters to their clients. Yet others want to hide under the table if I ask them to do a keynote at a conference. Yes, all these things are pieces of marketing content....
Playing Russian Roulette With Your Brand
This is not a B2B story, but it's so interesting that I still have to tell it... Imagine taking everything your brand is built on and gambling with it. If that's not putting a gun to your (brand's) head and spinning the revolver's cylinder to see if you'll get an...
Differentiation Lesson: Starbucks Putting Beef In Their Coffee
You read right, the new Congo coffee is served with a skewer of beef on top. Ewww or Marketing genius? The bigger question for a marketing strategist like me is this: is innovation a more sustainable competitive advantage than expertise? The answer is no, but when...
Signs That Your Brand Is Weak
Would your customers save your brand if it was faced with extinction? This question was answered loud and clear for the brand Snopes recently. Snopes.com is the place you go to if you want to check the validity of a piece of news or claim. Anything from absurd...
Biggest B2B Prospect Red Flag You Should Run Screaming From
There are lots of signs that a B2B prospect isn't the best one for you or for anyone. The biggest one in my experience has been the refusal to talk numbers. Here are some stories of how that's gone down and why your danger feelers should be doing jazz hands at you...
About Chala
Chala Dincoy is a Marketing Strategist who helps B2B service providers reposition their marketing message to successfully sell to corporate clients
