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

What customers can teach us about marketing

The customer is always right when it comes to being "the customer." 3 things customers have taught me about the value of a well thought-out market strategy: Master the market Be the customer Cut to the chase Now accomplishing these 3 things is not easy, but I'm a sucker for finding simplicity wherever I can, and I … Continue reading What customers can teach us about marketing