13. Reliability
Low-cost ink/toner
Easy to use
Color
Higher order customer
concerns
Low price
Supplier’s value prop
Xerox’s Insight
Model
Source: Xerox Corp; CEB, The Challenger Customer
16. ““The deals I get involved in, I’m
winning almost all of them.
Once I reframe the conversation
around student learning and how
Xerox can help, there’s no more
talk of competition. It’s as if the
door closes. I’m on the inside and
everyone else is on the outside.”
-Xerox sales rep
17% saleslift!
22. “We were trying to create a
category. We were saying,
‘Hey, there’s this new thing
you need to worry about and
devote resources towards.’
Instead we just confused
people. Prospects were like,
‘I have no idea what you’re
talking about.’”
-Mike at Uberflip
29. “I want to present you evidence of a
real shift in the world that you should
be aware of.”
New approach
30. “
“We changed the story that we’re
all aligning around—especially the
scale of it. Now it’s about a big
shift in the world, and that’s
driving urgency. It has taken us
from being a nice-to-have to
literally hearing prospects say,
‘Holy shit, I need this.’”
-Mike at Uberflip
38. ““£1 billion is just a slice of
the market, which means
millions of people are still
being ripped off by banks
and traditional currency
brokers every day.”
-Taavet Hinrikus
Co-Founder at Transferwise
40. 1. Be like Xerox! → Focus on higher order
concerns
2. Be like Transferwise → Name the enemy
3. Be like Uberflip → Introduce a big,
undeniable change in the world
RECAP: Talk about business without
talking about your business
41. GO GET ‘EM!
I’m Nandini Jammi
B2B sales copywriter
Product marketing consultant
Talk to me:
@nandoodles
nandinijammi.com