Creative pricing in B2B sales … This is how to win more deals; Too many salespeople are quick to provide pricing. This is “premature elaboration”. Furthermore, this is an example of what this looks like. This is a common mistake in enterprise sales. Generally it…
Creativity is the best skill you can have in Enterprise Sales. Let me explain why… What is creativity Creativity is usually something we associate with artists or inventors. So let me first make sure to level set on what creativity is. Creativity is the ability to…
Sales and marketing misalignment is a perennial problem in the B2B tech industry. As this Harvard Business Review article points out - “Marketing and sales departments often set their strategies, and goals, separately from each other.” The root cause of the malignment of Sales and Marketing is that they…
The goal of every tech company should be achieving lasting differentiation. Unfortunately, many companies neglect even the fundamental aspects of differentiation. Instead they end up creating me-too products that are just like their competitors. In 2000, Jack Trout wrote the seminal book on lasting differentiation called "Differentiate…
Sometimes tech companies do dumb things to make bad times even worse. Example of a dumb thing. Times are not great for the technology industry right now. The economy is currently marred by high interest rates and inflation. This has caused a slow down in…
Short-termism is the practice of prioritizing short-term goals over long-term interests. In particular, tech companies are highly susceptible to the effects of short-termism. Investor pressure forces publicly traded tech companies to focus too much on quarterly earnings. Instead of focusing on long-term value creation and fundamentals. Venture…