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You are here: Home / Archives for sales

By Phil Morettini 1 Comment

Too Little Revenue? Before Firing Sales Reps, Look At Your Value Chain

So what is the one thing that I most commonly hear when having an initial discussion with prospective software CEO clients? It is something like: “We have no sales”, “Our sales are below expectations”, “We aren’t meeting our Series A revenue milestones”, etc. You get the picture. The lifeblood of ANY company is sales. There […]

Filed Under: SaaS, sales, Software/Product Development Tagged With: SaaS value chain, software product value chain, value chain, value chain analysis

By Phil Morettini Leave a Comment

Enterprise Tech Sales: Top Down Selling vs. Bottom Up Marketing

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 […]

Filed Under: sales Tagged With: bottom up marketing, bottom up sales, enterprise, enterprise marketing, enterprise sales, enterprise selling, sales strategy, top down, top down marketing, top down sales, top down selling

By Phil Morettini 1 Comment

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 […]

Filed Under: Online Marketing, sales Tagged With: early stage, hardware sales, marketing, mobile software, SaaS, sales cycle, selling, Social media, social proof, social proof examples, social selling

By Phil Morettini Leave a Comment

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 […]

Filed Under: SaaS, sales, Startup/Early Stage Tagged With: business model, CEO, channel sales, consultant, customer acquisition, early stage, marketing, Phil Morettini, PJM Consulting, Promotion, startup

By Phil Morettini Leave a Comment

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 […]

Filed Under: Online Marketing, Promotion, sales, Social media Tagged With: B2B, channel sales, consultant, consulting, high tech, management, marketing, Phil Morettini, PJM Consulting, Social media, Social Media Marketing, social selling, strategy, tech, technology

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PJM Consulting
San Diego, CA 92130
(858)792-1062

Founded 2001
Management Consulting & Interim Executives for Software and Hardware Companies

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