Hidden Targets

Red Javelin's Take on Hitting Your Target.

Hidden Targets Blog

Define Your Value Proposition for B2B Marketing Success

Posted on July 21, 2015 by Dana Harris

One of the top challenges for CMOs today is how to effectively define and communicate the value and differentiation of their products to prospects. Per a recent study conducted by The MHI Research Institute, the “inability to communicate value messages” continues to be the biggest inhibitor to sales success. In my experience working with hundreds of emerging-growth companies over the past 20 years, this challenge continues to remain the #1 hardest thing for B2B marketers to define – yet it also represents one of the biggest roadblocks to improving their company’s bottom line.

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