When everyone claims the same outcomes, no one stands out. In this piece, we explore why weak B2B positioning strategy – built on buzzwords like “impact” and “innovation” has lost meaning, and what to do instead: get specific, take a stance, and build your brand around a point of view, not loaded language.

A topic that comes up a lot with the businesses we work with is – how do we articulate our value without sounding like a ****? 

Because within five seconds of landing on most websites you’ll read:  

“We accelerate transformation” 
“We unlock innovation” 
“We drive performance” 
“We deliver impact” 

And you’ll think… ok, but what does that actually mean? 

It’s not that those things are wrong. Of course, businesses want transformation. They want innovation. They’re obsessed with performance. 

But when everyone claims the same shiny outcomes, they stop sounding valuable and start sounding invisible. 

At some point, your brain just filters them out. 

The real problem 

The issue isn’t that benefits are bad. 

It’s that most benefits are left floating. 

“Transformation” – from what to what? 
“Innovation” – in what, exactly? 
“Performance” – fixed, how? 

These big benefits often lack specificity because when you get specific, you 

• Exclude people 

• Reveal trade-offs 

• Take a stance 

• Risk opposition 

It might feel safer not to do these things – but safe is expensive. Because safe is usually a fast route to sounding like everyone else. 

What makes people stop scrolling? 

Specificity. 
Definition. 
A point of view. 

Instead of: We drive performance. 

How about: We fix the two things that are blocking your sales pipeline and ignore the rest. 

Instead of: “We partner with organisations to deliver end-to-end transformation.” 

How about: “We come in when projects are stuck, simplify the plan, and get delivery moving in less than a month”? 

These statements feel different because there’s a belief behind them. A genuine, human point of view, something specific and tangible – something real your audience can grab onto. 

How to elevate your messaging – instantly Drift and the ICP Problem

Keep the benefit. You still need it. 

But do not let it sit there on its own, doing all the heavy lifting. 

Take your big benefit and run it through four filters: 

What exactly are we changing? 
(Be specific and concrete.) 

How do we do it differently? 
(What is our method or edge?) 

What do we refuse to do? 
(Where are the trade-offs?) 

What do we believe that others do not? 
(What is our point of view?) 

Because “Transformation” means nothing unless you define the before and after. 
“Innovation” won’t resonate unless you explain what you are challenging or rebuilding. 
“Performance” is empty unless you say what is broken and how you fix it. 

And this isn’t just a brand problem. It’s a commercial one. 

When your positioning is vague, you attract vague interest. 
Sales conversations drift. 
Pipeline fills with the wrong opportunities. 
Discounting becomes the lever because differentiation is not clear enough. 

Mid-sized B2B companies do not usually lose because they lack capability. They lose because a time-stretched market can’t immediately recognise why they’re different or why that difference matters. 

Specific positioning sharpens targeting. 
Sharper targeting improves pipeline quality. 
Better pipeline quality improves win rates. 

That is not a copywriting tweak. 
That is go-to-market effectiveness.

The difference is not better adjectives. 

It is having the courage to be specific and building your go to market strategy around that specificity.

At Magnus, we help B2B leaders turn vague messaging into a clear B2B positioning strategy that drives pipeline, improves targeting, and sharpens GTM execution. If you’re ready to move from platitudes to real commercial traction, get in touch and let’s make your positioning work as hard as your ambition.