If your product demo feels like a TED Talk for engineers but your prospects are nodding off, you’ve got a problem. Too many B2B tech startups fall into the trap of showcasing their technology’s brilliance while forgetting the cardinal rule: customers don’t buy tools – they buy outcomes. The Misery-Miracle Gap Every great demo should […]
Tag Archives: Sales Enablement
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, 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 […]
Go-to-Market Strategy, Messaging, Positioning, Sales, Sales Enablement, Value Proposition
The Procurement Gauntlet – How Your Marketing Can Turn Complex Buying Cycles into Quick Wins
19
Mar
Mar
What does Marketing have to do with managing complex procurement processes with prospective clients? If your gut reaction is, “nothing,” then you’re dooming your Sales organization to a guaranteed glacial pace. Navigating the labyrinthine procurement processes of corporate giants can be a Herculean task for nimble startups. Yet, with the right strategies, preparation, and sales […]
09
Sep
Sep
Technology startups often fall into the trap of believing that channel partners are motivated by innovation, product fit, or even a shared vision. While those factors may open the door, they won’t keep the door open. The hard truth? Channel partners are coin operated. They’re driven by one thing above all: making money. You might […]