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Strategic GTM Performance Management: Aligning your IoT or Tech Business for Success
In today's rapidly evolving technology landscape, leaders of IoT and tech companies face the critical challenge of effectively managing their go-to-market (GTM) function. While operational performance management is important, strategic performance management takes the...
GTM Strategy: Sales Channel
To the joy of most tech and IoT entrepreneurs, the “Death of the Salesman” has been predicted for some time now. We were promised that the Digital Market is simply gaining permission to sell, and then customers simply buy. Why? Because our product is so damn fine. AI...
B2B Marketing Strategy for Tech Markets: The Art & Science
Marketing Strategy is one of the nebulous things that has been interpreted in hundreds of different ways, however, no matter what the latest hype is, the fundamentals do not change. For IoT and tech companies, I’d like to zone in on the areas that seem to be the most...
The Crucial Role of Business Objectives in GTM Strategies
Innovation is the name of the game and senior business leaders are on a perpetual quest for Go-To-Market (GTM) strategies that can accelerate growth. Now, you might be thinking, "Business objectives? Isn't that something that sits in the realm of business planning?"...
Market Positioning for Tech Companies: Navigating the Ever-Changing Landscape
In the fast-paced world of technology, positioning for tech companies is a dynamic challenge that often deviates from the conventional wisdom found in traditional marketing textbooks. The tech market is in a constant state of flux, demanding unparalleled agility to...
Navigating the Complexities of Go To Market Strategies in IoT and Tech: A Pragmatic Approach
Next to AI, the Internet of Things (IoT) has long been hailed as a transformative force, promising to revolutionize industries and reshape the way we live and work. However, the reality has not quite matched the lofty expectations set by analysts. While the consumer...
The Dual Power of Strategic and Operational Go-To-Market Frameworks in Complex Tech Markets
In the ever-evolving landscape of technology markets, success is not merely about having a high-level go-to-market plan but about seamlessly aligning strategic vision with operational execution. This alignment becomes even more critical in complex and fragmented tech...
Scaling Sales – 5 Most Common Mistakes to Avoid
Want to scale your B2B Sales Results? Avoid the Most Common 5 Mistakes. Pretty much every CEO or owner of a mid-sized B2B tech business has the vision to take the business to the next level. May it be from start-up to scale-up, or growing a mature business. Whenever...
How startups need to scale up sales
What do successful B2B startups need to do to scale up sales and revenue? It’s certainly not as simple as hiring some salespeople.
How to transition to ‘As a Service’
IS YOUR COMPANY TRANSITIONING TO AN ‘AS A SERVICE’ MODEL? It’s a tough change isn’t it?
Why more salespeople often equates to less sales
How can we best scale our business? This is a question I get a lot and the answer is seldom to hire more salespeople. In this video discussion I asked sales leadership expert, Ursula Dauenhauer, for her views on how
Unclogging Sales Pipelines
Ursula Dauenhauer is an expert in B2B sales strategy. In this discussion I asked her to outline the key things we need to encompass when developing and implementing our sales strategy in order to achieve sustainable growth in our business.
Six building blocks for a robust B2B Sales Strategy
Many B2B businesses in the rapidly changing technology markets are great at what they do. Despite their success, however, they struggle to reach their sales aspirations. For some reason the business seems to be “stuck”. It’s unable to grow to the next level - their...
How to Increase Sales Pipeline Accuracy – 5 Critical Questions
I remember well from my various roles in sales the pressure of weekly forecast meetings, having to answer the simple yet ever so hard question: How much revenue will come in this month? Truly a moment of truth. Business leaders need accurate sales pipelines for...
Sales is Dead! Long live Sales!
The first time I saw Arthur Miller’s ’Death of a Salesman’; I came to the conclusion that being in sales would be hell. It is still a mystery to me why I ended up, years later and against all my best intentions, in a sales role. Maybe it was because I got a company...
5 Sales Mistakes to avoid when growing a B2B business
Pretty much every CEO or owner of an established midsized B2B business has the dream to take their business to the next level. There are, however, a range of common and easy mistakes that most businesses make when trying to increase sales revenue. Learn how to avoid...
Thinking about hiring a Sales Advisor? Ponder these 6 check-points!
Choosing the right “Sales Advisor” is crucial to achieving business objectives in a way that plays to an organisation’s unique strenghts and opportunities. Applying the right criteria and asking some pertinent questions is a good start.
3 things to do before you hire sales people.
The quality of your onboarding process for your new sales hire is the biggest factor in getting productivity fast.
Pssst! Want to write another Business Plan? 5 ways to make it better!
Are you thinking about writing yet another Business Plan with the intention to grow revenue? If you work like most organizations, you will look at best-practice, analytics, CRM reports and KPIs, possibly taking industry analyst views into account. The eye is firmly...
To grow your business you hire sales reps. NOT!
The hiring and firing of sales people in complex B2B markets seems to become and increasing issue. It puts the breaks on business growth.
What’s needed are three crucial steps before you hire.