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Making Better Decisions

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Making Better Decisions

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At some point, of course, decision makers require much more information than your initial pitch. Provide increasingly deeper levels of information.

The ads for Google Cloud contain about 60 words. Each print ad is followed by a link that takes you directly to a longer case study online where you can watch a short video (under 2 minutes), and read technical information and statistics about the partnership.

Each case study ends with a call to action and a contact for Google sales.

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Keep the copy short and simple

Now it's time to explain what the product does. The second and third sentences of Google's print ads explain how existing companies are using Google Cloud.

For example, Target is using Google Cloud technology to power its new Drive Up service. What does it mean for customer...

24

92 reads

To summarise

Effective communication is simply good teaching. Provide simple, clear explanations that explain benefits (the why) before the details (the how). 

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Mention clients that benefitted the most

"Google Cloud is helping Target and its guests redefine the shopping trip" (Wall Street Journal , February 11).

Peak your prospect's interest with the big picture before diving into the details. If you can name a well-known brand, industry or organization that uses your product, ev...

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Start with the big picture

Too many sales professionals start their pitch in the weeds. Google Cloud ads start with the big picture. For example, here are the first sentences in one of Google's ads as it appear in NYT. 

"Google Cloud is helping the Home Depot with solutions to customers' small projects."

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CURATED FROM

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heisenberg

Digital marketing at dentsu. Invested in the symbiosis of marketing, psychology, and design. Photographer at heart.

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