"B2Bs deserve better! Find out why a convoluted B2C "branding" methodology
just doesn't work in the B2B space. It's apples and oranges."  Maureen Blandford, Principal

 

About:

While most selling organizations train for consultative selling, they can’t quite let go of the Features/Functions/Benefits (FFB) sale. The consequences of having a sales “foot” in each of these camps are understandable, including:

• Inefficient sales process
• Inability to maintain solid relationships at the right level
• Compromised pricing
• Confusion to the mkt folks - do they support the consultative sale or the FFB sale?

Our team at MindTime® Group is dedicated to helping B2Bs align marketing and sales support to a great consultative sales model so they can markedly improve their margins through more efficient sales cycles and great consultative selling.

About Maureen Blandford, Principal
She’s a native Chicagoan, working out of Dayton, OH, swimming upstream against the powerful Madison Avenue Branding current. Her world is B2B. Regarding her first book, Branding Doesn’t Work in B2B, Blandford says, “I’m doggedly determined to help B2Bs with a direct sales force understand that in B2B it’s people, and how they perform in the sales and delivery processes that have the greatest impact on current and future customers. Not Branding.” As CEO of the MindTime® Group, Maureen Blandford helps her clients break through ineffective marketing strategies to develop tactics that work. Blandford combines her practical expertise with her ground breaking methodologies to alert B2B decision makers to reallocate marketing dollars to a consultative selling motion.

 

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