If there’s one book that has made a difference for me over the past 15 years, it’s this one: Made to Stick, Why Some Ideas Survive, and Others Die (by Chip Heath and Dan Heath)
The formula provided inside the book has proven valuable every week since I first read it in 2007.
Memorizing the 6-character word SUCCES helped to
- make positioning statements incomparable
- make SaaS value propositions irresistible
- make product launches memorable
- make sales proposals a no-brainer
- make workshops high-energy
- make keynotes entertaining
Six characters representing six words: Simple – Unexpected – Concrete – Credible – Emotion – Story
Most B2B SaaS vendors would benefit from leveraging the power of this framework right now.
Question for you to reflect upon
If you’d assess your customer-facing activities from November, which have stuck in the minds of your customers?
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