Insights from Michael Griffin

Gartner Consulting recently published an article under the title “Product Positioning 101” for tech companies. I found the essence of this treatise can be applied to many B2B sales and marketing across many industries. You can download the web link for their article at the end of this blog. Before you rush and scroll to link, read the insights I have on how the “product positioning framework” can be employed by your company to magnify marketing and drive sales of your key products or solutions. At ELAvate, we have been employing the key points of the product positioning framework in our “Selling Against the Competition” workshop for many years!

Mike’s Note: I am on holiday through May and will reduce my workload by giving you sales blogs from authors that I have found to provide good solid sales productivity research. This blog by Rain Group is a comprehensive checklist to prepare you for advancing your key accounts. I have added my input to make this checklist more effective. Use this menu of questions to drive your strategy and planning around growing key accounts.