I gave a talk recently on startup sales and marketing where I covered some of the ways that startups are naturally stronger than big companies. You can scroll down for the slides from but what follows is a bit of color you can’t get from the deck alone. The natural strengths of startups aren’t always […]
Marketing messages and value propositions are notoriously difficult to create for startups. Startup founders have a tendency to focus too much on features and not enough on the value those features deliver. They also often spend too much time talking about features that don’t really differentiate them from their competitors or are simply irrelevant for […]
We all know understanding our buyers is important. Here are some tips on getting better customer insight.
You might not think you have stories to tell but stories can be found everywhere from current events to hiding in your own customer data.
Should connecting emotionally with your customers be your marketing’s top priority? Not on planet startup it isn’t.
Crafting great value propositions is a critical marketing job but creating them isn’t easy. This template helps capture the necessary inputs and assumptions.
Prospects are evaluating your solution against alternatives (which may not be products) and communicating how you are better than those alternatives is a key part of great startup marketing.
If you tell people something is great and make sure not to talk about any of the risks or downsides of your product people will believe you, right?
The cliche of creating marketing messages for a fictitious clueless non-technical person isn’t just annoying, it’s dumb.