Status Quo consistently winning means customers have what they need. Have you noticed the sales gurus, ninjas, and Sherpas growing advice about how to overcome the status quo in selling B2B products? Apparently, that old boy status quo is the single largest competitor in today’s B2B sales. Various sales studies note over 60 percent […]
When Status Quo Is Your Competitor, Big Changes Are Coming! Read More »
Account Based Marketing (ABM) is one of those things that sounds good but is nonsense. ABM sounds like everyone ought to embrace it: Focus on highly targeted B2B customers, send personalized messages, and, “Wowee!”, you have solved the problem of why most B2B tech companies cannot generate the revenue for a profitable exit. You have
Tell me something I don’t know. Let’s do the checklist of what every “leading” B2B company does: Account Based Marketing, CRM, Marketo-SPAM, DiscoverOrg lists, develop customer personas, and — yes, you guessed it — content marketing! This activity composite is almost universally failing for B2B companies because, well, when everyone does the same stuff,
B2B marketing is dead today, killed by a total lack of innovation, imagination, and style. Marketing professionals think SPAMMING those poor few remaining souls who download a whitepaper is “lead gen” building a marketing funnel. Sales reps, 50 percent of whom now fail to make quota, often
Why We Hired A Cartoonist And Hollywood Script Writer Before A VP Of Marketing Read More »
There is a perfect sales equation every B2B software or SaaS firm strives to execute; like any visionary goal, it is an aspirational journey and the farther along one gets the better one does. We self-fund our firms. Actually, we fund them with revenue from early deals so we do not need venture capital. Self-funding
Alternatives To Toxic Venture Capital A growing force of founders who have raised VC money before will never do it again – here’s why. Bring in venture capital and you make the silent, irreversible decision to sell your company or do an IPO – or go bust in the process. The VC model has no
Jay Valentine offers a brutally honest outlook at taking on outside investors. Most B2B founders consider the additional growth possible with outside funding. A default choice is venture capital. During the courtship between the founder and the VC, there are some common things founders come to regret. WHEN TIMES ARE BLEAK, THE VC PARTNER WILL
Venture Capital Poisons Disruptive Startups And Other Living Things Why disruptive technologies do NOT need VCs. “We got funded!” That phrase indicates either a first-time entrepreneur with no experience with the toxicity of venture capital or the bureaucratic “startup exec” who goes from one VC funded firm to another, never making a profitable exit.
The Great B2B Sales Fallacy You are the founder, CEO, arriving each morning before 7:00, opening the office. Around 9:30 the sales team straggles in, double cinnamon lattes in hand. They sit around catching up on emails, making a few calls. Zero sense of urgency. This is your second, going on third sales team.
Nothing works anymore! Nobody is making quota. We turn over sales VPs every 18 months. Our leads suck! Prospects won’t return our calls! Sound familiar? It certainly does to the sales reps inhabiting B2B berths today and to the CEO’s paying their salaries. There is a simple reason everything has changed. There is a reason