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Category

Go To Market

Go To Market includes topics like value proposition, ideal customer profile, buyer personas, customer avatars, segmentation, CAC and sales models.

“Anybody can benefit from our solution!” This is a common refrain in sales discussions. It makes sense because, to a less-established salesperson, it feels like a way to cast a wide net and get lots of prospects to convert quickly. It makes your solution seem like it can do anything. It’s all-powerful. It’s like the...
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We hold this truth to be self-evident: Most (OK, all) for-profit businesses want to make more money. If you price higher, you can do that. But oftentimes companies are reluctant to price higher, fearing customers will flee to a competitor. In what contexts could you consider pricing higher? We’re here for you.
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This is a question many in sales struggle with: if you have a strong brand domestically and are beating some international brands on your own turf (“home field advantage,” if you will), can you compete with them in other markets? Should you?
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Selling to early adopters is easier than you think. Honestly! So as you work on a go-to-market strategy — which you absolutely need to do — start with the early adopters if you are in a non-commodity business. Why?
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If you want to grow a business, what do you typically need to do? Basic ways: Increase revenue from core products/services Enter new markets or verticals The first one is hard because at a certain point, unless you’re asking people to repurchase every year (Bloomberg terminals, etc.), there’s a saturation mark on that market. The...
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We tend to talk a lot about brand, and the power of brand, and we can recall notable brands and their logos very easily. Apple is a major example. NIKE is another one. Google, etc. We all know the “big players” branding-wise. But there’s also a case to be made that your brand is not...
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beat competition
I’m in B2B consultative selling for the past 18 years. For 9 years I run a boutique sales agency for software and services companies that want to enter and work the DACH market (Germany, Austria, Switzerland). After all those years and different projects, let me summarize my very own, personal findings on how to beat...
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SW development companies
Every week at least 4 SW application development companies from South East Europe and Asia reach out to us to ask for leads and customers in the DACH market. Their introductions are typically around “35 excellent engineers in Java, .NET, C++, PHP, Phyton, Ruby” and “high quality delivery, we focus on customer needs”. Well, that...
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Sales Process
The obvious short-cut. Really? Industry experts (persons that have connections and long-term relationships with people in your target industry) can bring you few meetings relatively fast. That is for sure. Problem #1 is that 80% of those meetings are not ideal. They introduce you to companies and people THEY know. That is not automatically the...
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premature-scaling-2
Take a look at this image: In some ways, this image is the whole essence of business. In general, you don’t want the word “premature” associated with anything in your life — children, that other thing, or scaling. Premature scaling is really bad — and usually crashes and burns your business. But how do you...
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