Comments on: The 3 Benefits We Care About http://www.christopherspenn.com/2010/02/the-3-benefits-we-care-about/ Wed, 08 Feb 2012 23:56:00 +0000 hourly 1 By: trufflemedia http://www.christopherspenn.com/2010/02/the-3-benefits-we-care-about/#comment-4946 trufflemedia Sat, 20 Feb 2010 01:44:50 +0000 http://www.christopherspenn.com/?p=1515#comment-4946 Those three questions apply well for B2B. What about to B2C? Like @Corey K above, how do those questions work for entertainment for consumers. What would be the @cspen questions for consumers?<br><br>Interesting, there are some buyers (those listening to the pitch) that may not care about those questions as it pertains to the company for which they work, but only for themselves: their buying decisions is based solely on how their boss / supervisor will perceive the purchase. The old adage "no one ever got fired for buying IBM" comes to mind:) Those three questions apply well for B2B. What about to B2C? Like @Corey K above, how do those questions work for entertainment for consumers. What would be the @cspen questions for consumers?

Interesting, there are some buyers (those listening to the pitch) that may not care about those questions as it pertains to the company for which they work, but only for themselves: their buying decisions is based solely on how their boss / supervisor will perceive the purchase. The old adage “no one ever got fired for buying IBM” comes to mind:)

]]> By: trufflemedia http://www.christopherspenn.com/2010/02/the-3-benefits-we-care-about/#comment-6761 trufflemedia Sat, 20 Feb 2010 01:44:50 +0000 http://www.christopherspenn.com/?p=1515#comment-6761 Those three questions apply well for B2B. What about to B2C? Like @Corey K above, how do those questions work for entertainment for consumers. What would be the @cspen questions for consumers?<br><br>Interesting, there are some buyers (those listening to the pitch) that may not care about those questions as it pertains to the company for which they work, but only for themselves: their buying decisions is based solely on how their boss / supervisor will perceive the purchase. The old adage "no one ever got fired for buying IBM" comes to mind:) Those three questions apply well for B2B. What about to B2C? Like @Corey K above, how do those questions work for entertainment for consumers. What would be the @cspen questions for consumers?

Interesting, there are some buyers (those listening to the pitch) that may not care about those questions as it pertains to the company for which they work, but only for themselves: their buying decisions is based solely on how their boss / supervisor will perceive the purchase. The old adage “no one ever got fired for buying IBM” comes to mind:)

]]> By: trufflemedia http://www.christopherspenn.com/2010/02/the-3-benefits-we-care-about/#comment-4945 trufflemedia Fri, 19 Feb 2010 17:44:50 +0000 http://www.christopherspenn.com/?p=1515#comment-4945 Those three questions apply well for B2B. What about to B2C? Like @Corey K above, how do those questions work for entertainment for consumers. What would be the @cspen questions for consumers?<br><br>Interesting, there are some buyers (those listening to the pitch) that may not care about those questions as it pertains to the company for which they work, but only for themselves: their buying decisions is based solely on how their boss / supervisor will perceive the purchase. The old adage "no one ever got fired for buying IBM" comes to mind:) Those three questions apply well for B2B. What about to B2C? Like @Corey K above, how do those questions work for entertainment for consumers. What would be the @cspen questions for consumers?

Interesting, there are some buyers (those listening to the pitch) that may not care about those questions as it pertains to the company for which they work, but only for themselves: their buying decisions is based solely on how their boss / supervisor will perceive the purchase. The old adage “no one ever got fired for buying IBM” comes to mind:)

]]> By: Bob Lee http://www.christopherspenn.com/2010/02/the-3-benefits-we-care-about/#comment-6762 Bob Lee Thu, 11 Feb 2010 23:33:25 +0000 http://www.christopherspenn.com/?p=1515#comment-6762 Right on! If you can not answer "WIFM" in fifteen seconds, you got nothing to say. Right on! If you can not answer “WIFM” in fifteen seconds, you got nothing to say.

]]> By: Christopher S. Penn http://www.christopherspenn.com/2010/02/the-3-benefits-we-care-about/#comment-6764 Christopher S. Penn Thu, 11 Feb 2010 16:28:48 +0000 http://www.christopherspenn.com/?p=1515#comment-6764 Given that it hasn't saved me time or money or made me money, I've no idea! Given that it hasn't saved me time or money or made me money, I've no idea!

]]> By: Step Morgan http://www.christopherspenn.com/2010/02/the-3-benefits-we-care-about/#comment-6763 Step Morgan Thu, 11 Feb 2010 16:24:57 +0000 http://www.christopherspenn.com/?p=1515#comment-6763 Fantastic post! What do you think are the three answers for Google Buzz? Fantastic post! What do you think are the three answers for Google Buzz?

]]> By: Bob Lee http://www.christopherspenn.com/2010/02/the-3-benefits-we-care-about/#comment-4944 Bob Lee Thu, 11 Feb 2010 15:33:25 +0000 http://www.christopherspenn.com/?p=1515#comment-4944 Right on! If you can not answer "WIFM" in fifteen seconds, you got nothing to say. Right on! If you can not answer “WIFM” in fifteen seconds, you got nothing to say.

]]> By: Gravity http://www.christopherspenn.com/2010/02/the-3-benefits-we-care-about/#comment-6765 Gravity Thu, 11 Feb 2010 09:38:54 +0000 http://www.christopherspenn.com/?p=1515#comment-6765 Another factor is sadly that most marketing departments within large IT corporates (I've worked at Cisco, Apple and IBM) do not know how to, nor are they incented to, translate offerings into real-benefits pitches. So it falls to the sales guy, who does his best generally, but is usually then let down by poor knowledge-management (no reference stories) or many hours of investigative analysis. Another factor is sadly that most marketing departments within large IT corporates (I've worked at Cisco, Apple and IBM) do not know how to, nor are they incented to, translate offerings into real-benefits pitches. So it falls to the sales guy, who does his best generally, but is usually then let down by poor knowledge-management (no reference stories) or many hours of investigative analysis.

]]> By: Christopher S. Penn http://www.christopherspenn.com/2010/02/the-3-benefits-we-care-about/#comment-4943 Christopher S. Penn Thu, 11 Feb 2010 08:28:48 +0000 http://www.christopherspenn.com/?p=1515#comment-4943 Given that it hasn't saved me time or money or made me money, I've no idea! Given that it hasn't saved me time or money or made me money, I've no idea!

]]> By: stepmorgan http://www.christopherspenn.com/2010/02/the-3-benefits-we-care-about/#comment-4942 stepmorgan Thu, 11 Feb 2010 08:24:57 +0000 http://www.christopherspenn.com/?p=1515#comment-4942 Fantastic post! What do you think are the three answers for Google Buzz? Fantastic post! What do you think are the three answers for Google Buzz?

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