Buyer Enablement

Buyer enablement is rooted in one simple principle:  Always know where your buyers are in their journey so you arm them with the information they need so they can move forward.   Buyer Enablement is broken up into 4 phases: Phase 1:  Problem Identification Phase 2: Solution Exploration Phase 3: Requirements Building Phase 4:  Supplier Selection … Continue reading Buyer Enablement

When it comes to your product, tell a story. And here’s an idea – have a point

And by the way, you know, when, when you're telling these little stories, here's a good idea. Have a point. It makes it so much more interesting for the listener! - Planes, Trains and Automobiles 1987 Every product should have a story.  Every story should be told in a way that connects with the buyer. … Continue reading When it comes to your product, tell a story. And here’s an idea – have a point

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