The B2B Marketing & Sales Trap

As thought leaders, innovators and product creators there is a core part of who we are that want's to talk about how amazing our approach is, how cool our product is and everything it can potentially do.

And that is TOTALLY UNDERSTANDABLE. Because we are so excited about what we are doing and what we are selling. We are passionate about it - and we love it.

BUT NOBODY CARES,

It's not a knock - it's just a reality check.

Your ideal customers do not care about you, your company, your product or your service.

What do they care about?

THEIR PROBLEM.

AND SOLVING THEM.

But there is a way out of this trap.

As thought leaders - we must be leading a rebellion against their status quo. We must be speaking about the impact of their current situation, what they are doing today - how they are doing it and how by continuing to do nothing will continue to exasperate their problems. We must become leaders in a fight against the old way of doing things - which no longer serves our people. And how costly it is to keep going as things are. And asking them, in a quiet and clear voice - "How long are you going to keep doing what you're doing expecting things to just get better?"

It's a powerful question.

We also must lead from the back - charging our people forward to a place where they want to go. A place we are describing, showing, demonstrating - a place where they are achieving their goals, doing it right and saving all kinds of time and money.

#artofthequestion

#startwiththeproblem

#b2bsalesrebel

#b2bSales

#b2bmarketing