Positioning & Pipeline

Did you know your positioning often determines who never makes it into your pipeline?

When buyers can’t quickly see who you’re for and what problems you solve, they move on. Clear positioning filters out bad fits and attracts better ones. Research on B2B brands shows that when companies articulate a focused value proposition and express it consistently across marketing and sales, they accelerate pipeline, build trust faster, and avoid competing only on price or features.

At Kaiban Consulting, this is how positioning is treated: as a commercial decision, not a design exercise. Talon (CEO) and Sherrie (CRO) work with leaders across a multitude of industries to answer three clarifying questions: Who are we really for? What high‑stakes problems do we solve better than alternatives? How does every touchpoint—LinkedIn, website, sales conversations, operations—reinforce that story?

👉 If your 2026 pipeline feels “random,” it may not be a prospecting problem; it may be a positioning problem worth solving.

Ready to chat with Kaiban Consulting?! Visit us at www.kaibanconsulting.com or message us through LinkedIn.

Sources (direct links):

• Pipeline360 – State of B2B Pipeline Growth (H2 2024): https://www.pipeline-360.com/wp-content/uploads/2024/10/The-State-of-Pipeline-Growth-H2-2024-US-FINAL.pdf​

• Pipeline360 – The State of B2B Pipeline Growth 2024 eBook: https://www.pipeline-360.com/wp-content/uploads/2024/09/P360_The-State-of-B2B-Pipeline-Growth-2024_eBook.pdf​

• MarTech – How strong brands build stronger B2B pipelines: https://martech.org/how-strong-brands-build-stronger-b2b-pipelines/