Find the pain buyers want to solve

. . In an earlier post I talked about the 4 P’s of Product Marketing. The first being pain and the buyer’s need to know: “Do you solve my pain? I really don’t care about how smart you are.” After reading Seth Godin’s “Some problems are easier to sell” I am second guessing that buyer question. … Continue reading Find the pain buyers want to solve

Focus on your buyer’s 4 P’s when marketing and selling your product

When it comes to product marketing, I stand by one simple rule: know your buyer. Knowing your buyer goes way beyond documenting demographics, business drivers, challenges, and emotional triggers and aligning across sales and marketing. It's about empathy.  It's about having affinity, rapport, sympathy, understanding, sensitivity, sensibility, identification, awareness  and like-mindedness with the person - … Continue reading Focus on your buyer’s 4 P’s when marketing and selling your product

Content marketing – stop blaming the club

I know I am as guilty of this as the next person.  You hit a beautiful drive off the tee and are sitting with the perfect angle into the green. You take a couple practice swings, address the ball, set, and swing... for some odd reason the ball goes way right, and what do we … Continue reading Content marketing – stop blaming the club