What velocity do you need? And what does your current velocity tell you about what you should change?

Finding rhythm: When’s the right time to talk to your buyer?

When a buyer is ready to talk, we need to talk with them right away. And if they’re not, we need to follow up. But what is the right cadence? How quickly should I follow up? How quickly should my next and my next and my next correspondence be? How many should there be? Landing the right cadence - That's what we're going to explore in this month’s blog. Timing is everything When you say something is just as important as what you say. Imagine you've been used to receiving emails every month notifying you about a READ MORE

4x engagement from good customer onboarding for SaaS

Woo hoo! A hundred new trial users signed up to your application. Do you celebrate? Not yet. I want to explain the benefits of customer onboarding for SaaS (software as a service). Signing up for a trial is obviously a long way short of the finish line. Converting these trial users to paid subscribers is a clear next focus. But even paid users aren't over the line yet, either. The moment of purchase or trial is just the start of a mini journey. We need to get the user to the next incremental value as READ MORE

Sales funnel management – which mistakes hurt the most

Which of these 10 mistakes in sales funnel management could hurt you the most? What can you do about them and how can you improve? [av_video src='https://www.youtube.com/embed/Lqj_aMB_CW4' format='16-9' width='16' height='9' av_uid='av-4bcezr'] The consensus view is that there are 10 common flaws in sales funnel management: Not segmenting their list of buyer and prospects properly. They often do not end their follow-up communications with potential customers with a ‘call to action’. No balance between lead generation / lead management Centering the sales funnel management on the seller instead of the buyer Involving salesperson too early in READ MORE

Go to Market Strategy Example [video]

A go-to market plan needs to articulate the solution that's on offer, its price, what's unique about that solution and how you position that difference, who your target, the channels you will use to reach the market, and the tactics you will use to take that offer to the market through that channel. As I've been doing recently, I went looking for five sources of a great go to market strategy example. Truth, I only found three good ones, so after I've given you the conclusions, I'll give you two more align.me go-to market strategy examples. READ MORE

Lead Generating Funnel [video]

Lead generating funnel is all about creating leads out of early, nascent, vague interests. For those who argue the funnel is dead, they need to read these five excellent articles I'm going to walk you through today. A lead generating funnel is all about nurturing prospects and creating leads. Here is the essence of what five B2B authors argue about lead generating funnel, with which I totally agree. Number one, content is all about progressing the buyer, not selling, or at least not yet. Test, measure and refine your tactics. Don't be afraid to build many READ MORE

Getting your business performing like a winning F1 team

Motor-enthusiasts know that March in Melbourne means cars. Really expensive, really loud, really fast cars. From my desk, I will be able to hear the sound of engines and virtually smell the petrol and rubber burning. In motorsport, the top drivers know that, “the farther you look, the faster you go.”[1] Even before the season begins, a common set of objectives are defined.  Driver and support crew will have agreed how fast they want the car to go – race by race, corner by corner, straight by straight. So why is it useful for businesses to consider the READ MORE

Crafting the perfect funnel model of your imperfect funnel

You work really hard for three years and does that leave you with 2% of the market or 20% of the market? How do you know? How much market do you need? We’ll explore how to make a perfect funnel model of your imperfect funnel in this week’s show. Here’s how the basic math works. Start at the bottom, how many sales do you need, work out what your leakage is by each stage and do the backward math. Now it can be that simple, but that invites all sorts of questions about what a good funnel READ MORE

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