Stop Guessing About What Your Prospects Value
Learn the Two Step Process for Making Your Value-Based Efforts More Accurate and Effective
Scratch beyond the surface of many marketing campaigns, strategies, messaging plans and initiatives and what do you find? Very often, you’ll discover that it’s all just a house of cards---built on internal assumptions, hubris, and conjecture. In this tutorial, you'll learn:
- Why so many marketing strategies and initiatives that look good on paper end up falling short.
- Why years of experience in a market are not enough to really understand your customers.
- The two-step process you can use to make your value case more accurate and realistic.
- How one company used just one part of this process to avoid making some huge mistakes.
This tutorial is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
More Subscriber-Only Resources From Our Library
-
21 Questions About Your Price Segmentation
It can be difficult to know if your price segmentation model is as effective as it should be. This 21-point diagnostic assessment helps you measure how good your model really is and uncover potential areas of improvement.
View This Diagnostic -
Fixing the Root-Causes Behind Rogue Salespeople
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this interview with Paul Hunt, he exposes the real root-causes.
View This Interview -
Innovating to Maximize Sales Productivity
In this case study, learn how a leading B2B sales organization increased their capacity, productivity and effectiveness… all at the same time.
View This Case Study -
Avoiding the Pitfalls of Price Segmentation
In this expert interview, Barrett Thompson provides insight into the common problems and pitfalls to avoid when developing price segmentation models in B2B environments.
View This Interview
