The key customer-side people to build relationships with during the sales process At 29, I built and ran the sales engineering team for Thomson Reuters' most profitable software division in Asia (10+ markets). These are the key people you will encounter during the B2B sales cycle.
Use the 5 Stages of Market Awareness Framework to Turn More Prospects Into Customers Your objective is to move your prospects through the different stages by making them aware of their problem, establishing your product as the ideal solution and then giving them the right incentives that make them buy
How I deal with procrastination by walking into the resistance I find that procrastination (at least when I experience it) has a lot to do with trying to get away from the mixture of different uncomfortable feelings I know I will feel if I complete a task in a way that falls short of the standard I envision
Your most ambitious staff will leave if you can't consistently win in your marketplace As a startup leader, one of the best ways to build loyalty amongst your most ambitious staff is pretty simple: win in your marketplace
Six ways to pivot your product and company Is your business stuck? Six ways to pivot and break out of the rut - with real-life examples
Troubleshoot churn with these 3 steps Here's the simple 3-step framework I use with my clients to troubleshoot churn.
Adapt or go extinct in an ever-changing world If you're not where you are right now, maybe you need to reconsider which of your beliefs and thoughts about yourself and the macro environment are actually serving you.
A deep dive on the 3 core dials that attract more leads and more customers Tweak these 3 dials and you'll have more leads, and more of these leads turning into customers
A simple framework to find a clear marketing direction "What's the best way to get people interested in and buying our product?" This is a question I often get asked by early-stage B2B startup founders I work with. Here's the framework I use to help them make a decision.
Overdeliver to build long-term relationships It's easy to make big promises to prospects. But can you deliver?
How to differentiate Niching from Positioning Niching and positioning are often confused. Here's how to quickly tell them apart.
It's a mistake to focus on the initial sale It's a mistake to only focus on the initial sale. Instead, you should think from the beginning about how you will successfully sell the renewal. Why? Because it puts you in an ongoing mindset of maximizing Lifetime Value (LTV). This forces you to continually: * Deliver continual or new
Logic in running a business, emotion in selling Your product isn't primarily a piece of art or an expression of your deep emotional inner self. Its primary purpose is to solve your buyer's problems and create desired benefits. Therefore, run your business using mainly logic, not gut-feeling emotion. At the same time, sell by
Don't ignore the tiny innovations Yes, you can create money-making innovations for your business right now. How? By not thinking of "innovation" as just industry or world-changing ideas such as AI, blockchain or AR/VR.
Change your life with Confidence and Outcome Independence Pairing confidence with outcome independence will move mountains in your business and personal life. How?
A simple formula to allocate your marketing resources Not sure where to concentrate your energy and resources to achieve maximum success in your new marketing campaign? Try the 40/40/20 Rule.
Being indispensable, discounts and loss leaders Turn yourself from a mere seller of products into an indispensable partner by helping people achieve the material, emotional, health or relationship aspirations that give them hope amongst their daily life of rules and routines.
Five buying triggers to accelerate sales, raise perceived value and enhance loyalty Five buying triggers to accelerate sales, raise perceived value and enhance loyalty: 1\ Raise the buyer's social status Increase the buyer's real or perceived social standing by leveraging their human desire for more: * Power * Respect * Influence * Recognition Example: Apple products such as the Macbook, iPhone or
Five pricing strategies for higher sales, predictable income and lifetime value Five pricing strategies for more sales, predictable income and maximum lifetime value (LTV): 1\ Increase contract length Offer discounts to buyers willing to sign a longer contract. You can also up discount size as deal length increases. Example: * 1-year deal = no discount * 2-year deal = 10% off * 3-year deal = 12% off
Seven ways to beat procrastination I bet you're procrastinating right now. It sucks. Here's 7 ways to beat it so that you don't miss out on life and business opportunities that matter to you: 1\ Quit after 5 minutes Getting started is the hardest part. We imagine how much
Three things you need to actually sell your product Building a great product isn't enough. You also need these 3 ingredients: 路 Right buyers 路 Right positioning 路 Right communication channels 1\ Right buyers 馃檵 Does your product: a) Solve current and/or anticipated problems b) Create desired benefits Lots of owners say they sell to "everyone". But "
Business is fulfilling people's deepest wants Three thoughts for Sunday: "Business" is fulfilling people's deepest wants. Some of our most powerful ones are to: 路 Be liked 路 Gain status 路 Preserve status 路 Gain control over others 路 Be freed from responsibility 路 Increase mating opportunities Bestselling products combine two or more of these. ------------ Buyers don&
How to find your most profitable customers How to find your highest leverage customer segments: Use the RFM Model to segment and prioritize. RFM stands for Recency, Frequency and Monetary Value. The more recently, frequently and the higher the monetary value assigned to a customer, the more valuable they are. Here's a more granular breakdown
