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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...
Navigating the Complexity of Go-To-Market Strategy with Systemic Business Constellations
The art of Go-To-Market (GTM) strategy has become more complex than ever before. Spanning numerous functions internally and externally, GTM requires organisations to navigate a dynamic web of market trends, customer behaviours, and competitive forces. However, classic...
Internal Business Dynamics: The Evolution from Family Constellations to Business Constellations
The dynamics and interconnections within families have long been a subject of fascination and study. From sibling rivalries to parental influences, our family systems can shape the very fabric of our identities. But what if similar principles could be applied to the...
Tapping into New Perspectives: Understanding the Phenomenological Approach in Systemic Business Constellations
Innovation isn’t just about adopting new technologies or strategies; it’s about cultivating fresh perspectives and insights. One powerful tool that originated in Germany and that’s gaining traction worldwide is Systemic Business Constellations (SBC), a modality that...
Intuition complements and validates Rationality in Decision-Making
In the realm of decision-making, there exists a subtle yet potent force that often gets overlooked amidst the sea of data and analysis – intuition. It’s that inexplicable gut feeling, the inner knowing that guides us. Yet, despite its undeniable influence on our...
Power of two Forces – Intelligence and Intuition
In the age of big data and artificial intelligence, the role of intuition in decision-making emerges as more crucial than ever. While data and analytics provide valuable insights into trends and patterns, they can only take us so far. In a world where everyone has...
Richard Branson’s view about Intuition
In our world of business, where decisions are mostly driven by data, analytics, and logic, there’s a quiet force that is sometimes overlooked but holds immense power – intuition. Richard Branson, the visionary entrepreneur, once said, “When we lose touch of our...
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...
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...
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...
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...