Align your marketing & sales teams around what to say to buyers to win their trust and business
Be the technology provider companies trust for answers to seven critical questions
INTERVIEW & WRITING GUIDES
TRAINING & COACHING
Are you losing business to your competitors - even though your solution is on par or superior?
Are your sales and marketing teams on a different page when messaging buyers?
Are you tired of wasting everyone's time and money on activities that don't generate sales?
I've interviewed over 1,000 business and IT executives about their technology buying decisions - and this is WHAT I'VE DISCOVERED...
You DON'T need to be a tech giant or the market leader to win buyer trust and business
You DON'T even need to outperform your competitors when it comes to features and functionality
You need to be a TRUSTED ADVISOR
If you get on buyers' radar early in their buying journey, and know how to persuasively answer these 7 critical questions, you'll win their trust and business.
"How do we solve this problem?"
"Is it urgent that we solve this problem now?
"How much time, effort and resources will it take?"
"What should we look for in a solution and partner?"
"How are you different and better than your competitors?
" What is the user experience like?"
"What do your customers think of you?"
I can help you to answer these 7 critical questions
I understand the goals, challenges and frustrations of technology providers - and those of your buyers, too!
As a B2B technology marketer that specializes in the buyer journey, I've interviewed over 1,000 business and IT executives for more than 70 technology research studies. And what I've discovered is that there's a BIG DISCONNECT between what tech providers are saying to buyers - and what buyers want to hear.
I can help you bridge that gap with my powerful B2B message framework.
I can transform your content and customer case studies into assets buyers crave
Here's what your team will learn and do in our work together
Transform Your Team's Understanding of Buyers
Go from guessing how to provide value and earn buyers' trust to anticipating their questions and needs throughout their buying and decision journey. Gain deep insights into the buyers' world, including their goals, thinking process, and information needs.
Conduct Interviews Like a Pro!
Capture the most compelling and persuasive information to include in your buyer responses and case studies. Conduct probing interviews with your internal experts and customers using my detailed interview questions and discussion guides for each of the 7 buyer question.
Create More Powerful and Engaging Assets
Create written or video responses to buyer's questions in the form of a Q&A interview with your internal experts or customers. Your marketing content, sales aids and case studies will sound like natural and engaging conversation with buyers, making them more personal, trustworthy, powerful and persuasive.
"...insights into the mind of the buyer are truly invaluable"
"Gordana's insights into the mind of the buyer are truly invaluable ... but it's her ability to turn that insight into compelling story structures that sets her apart. After 30 years in the business , it's not often you learn something new. But in working with Gordana, I regularly discover new perspectives on how to craft messages that resonate loud and clear."
David Clark, Senior Product Marketing Director, CM Labs Simulation
"... uniquely qualified to advise on B2B message strategy"
"I've had the benefit of working with Gordana over several years, at multiple companies, on many strategic priorities. She is an amazing B2B storyteller and has a natural ability to distill value statements into a simple, impactful message that is audience-relevant. Her depth of experience in buyer journey research makes her uniquely qualified to advise on B2B message strategy."
Andrea Masterton, VP of Marketing, Poka
"... extremely effective buyer researcher"
"Gordana's extensive content strategy and writing experience, combined with her strong interviewing skills, make her an extremely effective buyer researcher. Gordana can capture deep insights about the B2B buying journey and the emotional story behind it from even the most senior business and IT executives. This helps companies to craft messages that resonate with buyers and influence their decision-making process."
Adele Revella, President, Buyer Persona Institute
Frequently Asked Questions
Stop losing to your competitors and start answering the 7 questions that will win your buyers' trust and business!
12 Complaints Buyers Have With Your Marketing and Sales Interactions
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