Selling strategy is an under-appreciated aspect of a technology company’s overall business model strategy. Far too often I find the decision on how to approach sales being made haphazardly, or in many cases, not intentionally at all! A company will often just start hiring sales reps and turning them loose, with little upfront consideration on […]
The Importance of Social Proof Examples in Tech Sales & Marketing
Marketing and selling any kind of product is hard; anyone that thinks otherwise almost certainly hasn’t ever tried to sell or market anything. To a certain extent, selling is selling. There are some common threads that are important no matter what you’re selling: listening more than talking, focus on solving the prospect’s problems rather than […]
Securing the First 100 Customers for Your SaaS Startup
You’re a SaaS startup CEO, or maybe a VP-Marketing or VP-Sales. Or you hold some other appropriate early stage, senior executive title – no matter. The company has come up with an interesting idea and built a prototype. You’ve raised a seed round, flew headlong into development and now at long last have a product […]
B2B Social Selling and Marketing Strategy
As we sit here in 2017, sales and marketing is still the same – and totally different. In my long career that actual fundamentals of sales and marketing haven’t changed a bit (contrary to the belief of some). However, the platforms, technologies and tactical methods have changed and will continue to change dramatically. This is […]
5 Sales Tactics A Tech Sales Force Should Never Use
Hiring sales people always feels like a pretty straightforward exercise. And really, the job itself seems pretty straightforward as well. But don’t confuse straightforward with easy. It’s not – and if bad practices creep into the sales reps bag it becomes even harder. It never ceases to amaze me the bad practices utilized by many […]
