The visible impact Blog
E-book Excerpt: Product Marketing Imperiled
Senior decision-makers say they are disappointed by 85% of their sales conversations.1 What lies behind that number should be of concern to every product leader, manager, and marketer. Your role is to ensure an active, enthusiastic presentation of your product to...
It’s the Quiet Ones You Always Have to Watch Out for . . .
We may have been quiet for a while here on the Visible Impact blog, but that doesn’t mean we haven’t been busy. In fact, in addition to helping our clients find their story and make it matter, we’ve been working on a bit of a side hustle. We salute all our past...
Broken Mirror? New Thinking on Successful Sales Conversations
New research introduces a surprising perspective on the use of the mirroring technique in sales Mirroring is a concept that emerged from the world of psychology and has been fully absorbed in today’s sales training approaches. In fact, it’s almost considered a given....
Designing Your Story to Make it Memorable – and Move Deals Forward
Challenge the status quo thinking with new insights and a relatable story around a business problem to truly engage your customer Your first challenge in a conversation with a prospect is to address this question: Why Change? If your prospect sees no reason to revisit...
How to Ensure Your Product Marketing Messages and Assets Resonate with Your Target Audiences
As a marketer responsible for products and solutions, you are confronted with a constant demand to produce new assets that will support marketing campaigns, sales enablement and customer outreach. You likely have to produce a long list of deliverables within a tight...
Bringing a Full Spectrum of Voices into the Stories You Share with Customers
Too often, marketers struggle to produce messages and content that are carried forward by the rest of the organization. It’s like there’s a schism between the marketers trying to generate qualified leads and the sellers who are intent on sharing insights that guide...
Secrets of a Strategic Product Marketer
Product marketing requires a balance of strategic and tactical activities. Does your balance of activities drive the desired business returns? Are you focused on strategic, meaningful activities, driving outsized outcomes? Or are you stuck in the tactical? Most...
3 Choices: Innovate, Transform, or Be Disrupted
Who will guide today’s corporate leaders through the turbulent challenges presented by the digital economy? It’s a question posed by Scott Santucci, founder of the Sales Enablement Society and a director at The Alexander Group in a keynote speech at the recent...
Sixty Days of Solid Success
Visible Impact’s new Managing Director, Rebecca Thorburn, reflects on change, challenges, and how to avoid being burned at the stake as a “technology witch." Rebecca Thorburn is a straight shooter. When asked what gets her out of bed in the morning, she confesses it’s...
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