So begins another year complete with a fresh – and likely higher – revenue expectation from your board and yourself! While there may be a few reasons you’ve already identified by reflecting upon the previous year’s performance, if your sales team treats your customer like a compiler that needs debugging, you’re not selling – you’re […]
Category Archives: Sales
Content Strategy, Demand Generation, Execution, GTM Strategy, Positioning, Presentations, Sales
How to Stop Your Roadmap from Getting You Ghosted
29
Dec
Dec
Done well, your product roadmap can convince enterprise customers your product is not only worth the investment now, but one they won’t outgrow in the future. Be warned though, if compelling outcomes are years away, you’ll delay sales rather than accelerate them. You poured your heart and sole into a gorgeous product roadmap – color-coded […]
Content Marketing, Content Strategy, Go-to-Market Strategy, Positioning, Sales
Sorry, Your Innovative Product Isn’t “Scary” Enough to Change Behavior
15
Dec
Dec
If you think you’re selling innovation, you’re already two steps behind reality. Despite what your gut or your PR agency might be telling you, here’s the painful truth about technical audiences: engineers don’t buy innovation – they avoid risk. They tackle problems. They solve critical issues. They only change what they absolutely must because failure […]
Brand, Content Strategy, Execution, Go-to-Market Strategy, Marketing Strategy, Messaging, Sales, Value Proposition
Unsexy but Unstoppable: How to Make Your Boring Tech Irresistible
25
Jun
Jun
Not every product was born to sparkle – that doesn’t mean they won’t drive significant revenue. Some tech isn’t flashy, doesn’t demo like a magic show, and won’t make headlines at CES. But it’s damn useful. It’s the quiet engine behind real productivity, uptime, safety, savings, or control. The problem? Useful doesn’t equal attention-grabbing. And […]
Content Marketing, Go-to-Market Strategy, Marketing Strategy, Messaging, Positioning, Sales, Uncategorized
Nobody Cares About Your Science – Until You Make Them
17
Jun
Jun
You’ve built the next quantum-leap in biotech, AI, or industrial automation. Congrats. But guess what? That’s not enough – at least not initially. To make PEOPLE care, you’ve got to tell a story. You can’t pitch “the science”. Here’s why: Even the most buttoned-up technical buyers are human. Neuroscience says stories fire up smell, sound, […]
Content Strategy, Execution, Go-to-Market Strategy, Marketing Strategy, Positioning, Sales, Value Proposition
Competitors Make Great Teachers but Even Better Roadkill
11
Jun
Jun
A seasoned product executive colleague I know lives by the mantra, “Steal all good ideas.” For product, this is certainly sage advice, but not necessarily efficient when it comes to facing competitive threats and can unnecessarily burn a startup’s precious time and resources when not a priority. Founders must remain aware that the B2B battlefield […]
Go-to-Market Strategy, Marketing Strategy, Messaging, Sales, Uncategorized
Technical Superiority Is a Lie You Tell Yourself
20
May
May
You’ve built a marvel of engineering – a product that’s faster, smarter, and more elegant than anything else out there. But here’s the brutal truth: technical superiority alone won’t close deals. In the B2B world, especially for tech startups, success hinges not just on what your product does, but on how well you communicate its […]
Execution, Marketing Strategy, Onboarding, Sales, Sales Enablement
Your First Big Deal Isn’t a Lottery Ticket — It’s a Landmine (Step Carefully)
23
Apr
Apr
Oh, SNAP – they actually asked for a proposal – now what? Securing your first enterprise client is a monumental milestone for any B2B technology startup. It’s not just about the revenue; it’s about validation, credibility, and the gateway to scaling your business. However, navigating this journey requires strategic planning, keen negotiation, and meticulous onboarding. […]
Execution, Go-to-Market Strategy, Positioning, Sales, Sales Enablement
Fanboys Alone Can’t Keep the Lights On – Here’s How to Woo the Risk-Averse
16
Apr
Apr
VIEWER WARNING – Be careful not to let the ease of selling to early adopters lull you into a false sense of security. For B2B tech startups, early adopters are the low-hanging fruit – enthusiastic, experimental, and eager to embrace innovation – they instantly “get it”. However, the real challenge lies in captivating the attention […]
Execution, Go-to-Market Strategy, Marketing Strategy, Pricing Strategy, Sales, Sales Enablement
Your Product is Great, It’s Just Not Worth Buying
09
Apr
Apr
Congratulations! You’ve developed a groundbreaking B2B technology product that could revolutionize the industry. But there’s a hitch—your sales are as flat as a pancake. The culprit? Your pricing strategy. Let’s dive into the art and science of setting, testing, and refining your pricing to ensure your product isn’t just great, but also irresistibly purchasable. The […]
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