Many entrepreneurs believe that selling the features, benefits and ROI of their product will be sufficient for their success. While this is often true, it is, just as often, not true. Buyers can fear change and hate risk. And the fear of change and the introduction of risk can often counter the potential gain in [...]
If you can’t explain it simply, you don’t understand it well - Albert Einstein As an entrepreneur, you are always selling…prospects, customers, employees, investors, partners, market influencers. Always!!! But selling a new concept is tough enough and often the technology is complex enough to understand. A great CEO will simplify this complexity as [...]
Many entrepreneurs want to disrupt their markets. They want to revolutionize their industries. They want to provide a radical change in the way a problem is solved. They believe that the market will rush to their wonderful and new solution. But there is one major problem. People often fear change and they hate risk. And [...]
Launching your product is, arguably, the most important function you will undertake with your company. It can mean the difference between success and failure, or, at least, between immediate success and deferred success. Many entrepreneurial CEOs struggle with the product launch process. They tend to be inexperienced in the marketing function and, therefore, focus on [...]
Many entrepreneurial CEOs are frustrated by sales (or the lack thereof). And, once they hire a sales resource are often frustrated even more by sales, or lack thereof. Often, these entrepreneurial CEOs come from the product side and do not have sales or sales management experience. This makes it even more challenging and more frustrating. [...]
Most organizations rely heavily on the product demonstration to make their case in sales situations. But many organizations treat a product demonstration like a training session versus a true product demonstration. They often do not understand the fundamentals of how to demonstrate a product and what a prospective customer is looking for in a product [...]
It sounds simple, right? What is your value proposition? Yet most companies struggle with this simple concept and can’t properly and easily articulate the value that they provide in a way that it is easily understood by their market. Every company needs a compelling value proposition. This helps your market understand the value that you will provide [...]
SaaS organizations should strive to be metrics driven. They should want to understand these metrics and manage their businesses to them. But there are many metrics to consider…and all are important. There are valuation metrics, sales metrics, marketing metrics and pure financial metrics. There are, at least, 30 key metrics that SaaS companies should use [...]
Having a strategy (how you are going to win in your market) is critical to business success. Many people struggle with their strategy and often don’t even know where to begin. The wrong thing to do is to begin by trying to write a strategy. Building a strategy for your business begins with questions that [...]
Many organizations wish to have other organizations (partners) sell their product for them. When trying to establish sales or distribution partnerships, it is important to remember that the distribution partner’s sales organization needs the same care and feeding as your own sales organization. The big differences are that you do not have constant access to [...]