B2B SaaS positioning masterclass: How to stop competing on features, shorten sales cycles, and win 80% of your deals.

Most sales-led software companies are commoditized, losing deals to discounting and feature comparisons.

Long sales cycles, low win rates, and constant price pressure are symptoms of broken positioning and differentiation.

In this season finale, Ton Dobbe (author of The Remarkable Effect) reveals the exact B2B sales strategy and positioning framework he used to take win rates from 20% to 80% at Unit Four - same product, different approach.

Ton has 30 years of experience helping B2B software companies break through growth barriers.

This conversation covers: sales-led SaaS strategy, problem definition, customer qualification, creating differentiation competitors can't copy, and the counter-intuitive sales confidence framework that creates "pole position" in buyers' minds before demos.

What You'll Learn:

✅ The #1 reason software companies get commoditized (and the single focus area that fixes it)

✅ How to find differentiation that competitors literally cannot copy

✅ Why what customers tell you is their problem is actually just the symptom

✅ The "midnight sweating test" for validating if a problem is worth solving

✅ The 4-level sales confidence framework that shortens sales cycles and stops discounting

✅ How to create customers who become fans and sell for you

✅ The Value-Viability-Volume framework for building remarkable companies

✅ Why "better" loses to "different" every single time

✅ How to qualify out bad-fit customers in 10 minutes (and why that's a good thing)

Perfect For:

• B2B SaaS founders struggling with long sales cycles
• Sales leaders tired of competing on price
• Marketing teams trying to differentiate in crowded markets
• Anyone building a sales-led software company

Key Takeaway:

Stop trying to be better.

Start being different.

When you nail your positioning around a specific problem for a specific context, sales becomes about helping customers see problems they didn't know they had - and suddenly YOU become the only logical choice.

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Connect with Ton & Ugi:
Ton:linkedin.com/in/tondobbe/
Ugi: linkedin.com/in/ugljesadj

B2B Vault has an extensive background infrastructure that allows us to monitor 300+ experts and marketing websites every single week, and deliver our subscribers only THE BEST marketing insights published during the previous week.

It's like having your own VA who feeds you with unique insights and secret knowledge from other experts, every single week.

And if you’re not already subscribed to the B2B Vault newsletter, you should be!

Every Monday we send the sharpest B2B reads so you start the week one step ahead, not playing catch-up.
https://www.theb2bvault.com/newsletter

Why do B2B brands feel beige while B2C gets to have all the fun?

Most B2B marketing still looks and sounds the same.

Same features.
Same ads.
Same “ultimate guides.”
Same cold emails rotting in inboxes.

Meanwhile, B2C marketers are out there building brands people actually like and remember - using simple stories, strong personalities, and one clear thing they stand for.

In this episode of the B2B Show, I sit down with Vector Head of Marketing Jess Cook to break down how B2B teams can steal the best parts of B2C and stop shipping boring content.

Jess shares how she builds brands around “one word” positioning, finds universal truths that hit people in the gut, and turns tiny content tests into full campaigns that drive pipeline.

We get into signal-driven ads, founder-led content powered by AI, programmatic SEO that still works in 2025, and why being different beats being “better” in crowded categories.

If you care about content, creativity, and standing out without burning the whole budget on gimmicks, this one is for you.

🎬 Here’s what we cover:

B2B vs B2C creativity - why most B2B feels boring and what to copy from consumer brands.

Brand personality & “one word” positioning - how to decide what you stand for and repeat it a hundred ways.

Universal truths in your market - finding those “everyone feels this but no one says it” insights and building campaigns around them.

Story over features - how to make people like you first, before you ever pitch the product.

Minimum viable content - testing ideas with the smallest possible asset before you waste time on a big production.

The breakup letter campaign - how a simple joke about VDI turned into a top performing video.

Real feedback loops - what Jess actually watches to know if a concept is working, beyond vanity metrics.

Vector’s big bets for 2025 - small events, narrative focus, email, and founder social as core growth engines.

Signal driven ad audiences - using intent and behavior to build smarter ad audiences instead of blasting more cold outbound.

Founder led content with AI - the system Jess uses to turn 30 minute conversations into months of LinkedIn posts.

Programmatic SEO that still works - how Vector is ranking and driving pipeline while everyone tweets “SEO is dead.”

Long term attention - why “different” beats “better” and how to become a magnet for the right buyers.

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Connect with Jess & Ugi:
Jess: linkedin.com/in/jesscook
Ugi: linkedin.com/in/ugljesadj

B2B Vault has an extensive background infrastructure that allows us to monitor 300+ experts and marketing websites every single week, and deliver our subscribers only THE BEST marketing insights published during the previous week.

It's like having your own VA who feeds you with unique insights and secret knowledge from other experts, every single week.

And if you’re not already subscribed to the B2B Vault newsletter, you should be!

Every Monday we send the sharpest B2B reads so you start the week one step ahead, not playing catch-up.
https://www.theb2bvault.com/newsletter

Click here to watch a video of this episode.

People don’t give a sh*t about your product.

They care about themselves. 👏

Your job as a B2B marketer? Tell a simple, true story that hits a nerve, then pick one wedge channel and go all in.
Everything else in your marketing strategy is decoration.

In this episode of the B2B Vault, I sit down with Exit Five’s founder Dave Gerhardt to talk about modern B2B marketing, positioning, and brand storytelling that people actually remember.

Dave breaks down how he builds marketing people pay attention to, not just more noise in their feed.
He unpacks the timeless principles behind great storytelling in B2B, explains why simple messages beat complex frameworks, and shows how brand becomes a real moat when every SaaS marketing product looks the same.

If you care about demand generation, copywriting, and standing out in a crowded market in the AI era, this one’s for you.

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🎬 Here’s what we cover:

Timeless principles (still work in 2125) - what never changes, no matter the tools.

Positioning & story: how to find "the line" - distilling your message to something people actually remember.

Crowded category play - when to own a niche vs. chase a new category.

Channel strategy (how to actually get attention) - finding gaps instead of fighting big players.

Feedback loops - knowing if your story is landing before the spreadsheet says so.

Short vs long term - how to sell today and build brand for tomorrow.

Copy moves Dave and I use daily - small tweaks that make big impact.

AI & what's next - how to use it without losing the human edge.

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Connect with Dave & Ugi:
Dave: linkedin.com/in/davegerhardt/
Ugi: linkedin.com/in/ugljesadj

B2B Vault has an extensive background infrastructure that allows us to monitor 300+ experts and marketing websites every single week, and deliver our subscribers only THE BEST marketing insights published during the previous week.

It's like having your own VA who feeds you with unique insights and secret knowledge from other experts, every single week.

And if you’re not already subscribed to the B2B Vault newsletter, you should be!

Every Monday we send the sharpest B2B reads so you start the week one step ahead, not playing catch-up.
https://www.theb2bvault.com/newsletter

Click here to watch a video of this episode.