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Go To Market

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

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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german business expasnion
“If you’re not growing, you’re dying…” You’ve heard that, right? We all have. Well, there are limits to the growth you can do where you are presently. (That’s actually true personally and professionally.) Growth involves new markets and new frontiers almost by definition. But a lot of companies (and their sales teams) tend to make...
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go-to-market essentials pic
The idea of a go-to-market strategy is unfortunately less understood than it should be. Why isn’t sales just enough? Oftentimes people — even very good salespeople — will focus on one specific element of the go-to-market strategy, to the exclusion of other, equally important elements. For example, when we work with clients on go-to-market, oftentimes...
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SaaS sales
“If you’re not growing, you’re dying…” You’ve heard that, right? We all have. Well, there are limits to the growth you can do where you are presently. (That’s actually true personally and professionally.) Growth involves new markets and new frontiers almost by definition. But a lot of companies (and their sales teams) tend to make...
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A few months ago, I was talking with the CEO of a client. He said something about “redefining the positioning.” I was hopeful for a second, but then had to ask. “Who all was involved in that?” “The management team and the marketing leadership.” “Not sales at all?” “No.” My heart sank a little bit....
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