One of the big differences between selling to businesses vs selling to consumers is the buying process. Most Consumer products are lower priced and purchased quickly because if you make a poor choice, you aren’t out much more than beer money. In B2B not only is there more money on the line, buyers often have to justify a […]
As a startup you don’t have enough people or budget to sell to everyone. You need to sell to those special few that are willing to take a chance on you right now. Here’s how to find them.
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 […]
Startups often struggle with how they should market and sell their offerings. In my opinion great startup marketing and sales starts with a deep understanding of these 2 things
Just because the B2B buying process is complex and long, doesn’t mean you can’t speed it up. Here are 6 ways to do it.
Data on how your inside sales teams respond to leads shows a clear pattern in what a rep should do to increase the likelihood of reaching a prospect.
Deeply understanding how your prospects move through the buying cycle is really important when structuring a marketing plan that drives customer acquisition. Mapping this process requires an understanding of the stages that a customer moves through from not understanding that they have a problem through to buying, and renewal.
A new study confirms what many marketers already know – that handing over under-developed leads to reps that don’t have the capacity to absorb them is a losers game.
There are two types of B2B companies: those that only worry about their sales funnel and those that only worry about their marketing funnel. Ideally these need to be tracked as one integrated pipeline.
Product Marketing and Product Management are disciplines where the theory is easily understood but practical execution is really hard. I asked Tim Johnson to share a couple of his favorite “from the trenches” stories to illustrate how shifting the focus from “product features” to “value to the customer” can make a huge difference.