If your messaging isn't landing, how do you know if it's because it needs to be reworked or because sales has poor delivery?

When your messaging needs to be reworked there are typically multiple signs pointing this way. Not only your reps may not be getting traction, but your competitive losses...

I often see marketing spending a lot of time understanding the customer - doing customer research, and interviews, but completely bypassing understanding sales and their ...

I'd watch some recorded sales rep calls to form my own opinion on what's going on. I'd also follow up with the rep to get their perspective on challenges. Once you've d...

So if the main problem is: The message isn’t resonating with our audience, what should we do? I would break this into two separate pieces, similar to what you already hav...

I think Dave's answer covers a lot here, so consider me co-signed. I do want to add a few things though: 1. The problem is almost always the messaging. If you have deve...

The first question I'd ask is how the messaging seems to be resonating in the market otherwise. If consistent messaging is used both by sales and with your other marketin...