Most B2B companies lose deals not because their product is inferior, but because they cannot explain its value, especially when compared to the competition. This collection covers the building blocks of competitive advantage: positioning, unique value proposition, differentiated value, and USP, culminating in Why Us workshops. Work through them in order, and you will know exactly what to say when a competitor shows up with a lower price.
GTM Club Newsletter
Building on the earlier positioning discussion, we now take the necessary steps to dominate your chosen market segment. This newsletter provides you with the tools to find and utilise your unique value and selling propositions.
Develop a Sales-Led GTM Strategy
Unclear value leads to buying on price. Every time. Run these five workshops and give your GTM team the tools to win without discounting.
Develop a Sales-Led GTM Strategy
Your USP is not the same as your positioning, nor is it your value proposition. It is the one claim only you can make and actually prove. Here is how to build one that holds up in sales conversations.
Develop a Sales-Led GTM Strategy
Understanding your value makes winning easier and more predictable. Your unique value proposition should combine functional, economic, and emotional value into one sharp competitive advantage that shows prospects exactly why you're the obvious choice.
GTM Club Newsletter
Positioning is not a marketing exercise. It's the foundation of every commercial decision. Without it, you're just another vendor in a price war. With it, you're the obvious choice.
Develop a Sales-Led GTM Strategy
If you lose deals despite having the better product, differentiated value is the missing piece. It shifts conversations from comparing features to quantifying outcomes, transforming win rates and eliminating discount pressure.
Develop a Sales-Led GTM Strategy
Most B2B tech companies describe themselves in language any competitor could claim. Positioning is what fixes that. Here is how to define your corner of the market, own it, and make your target buyer feel like your solution was built specifically for them.
Increase Sales
A critical piece of developing sales is understanding why opportunities are won or lost. Win/Loss analysis answers this question for you. DIY version of Win/Loss analysis helps you gain insights without breaking the bank.