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Are you unwillingly driving customers away from you by having a complex, 'inside out' business model? You should definitely check. If you do, you should do your utmost to align your business model with how your customers are running their business and make an effort to just slide right in as the perfect solution to… Continue reading Make it simple to buy
Churn is inherently a bad thing for any startup. You don't want to lose customers or revenue. At least not in the 99% of the cases. But churn can also be spun into a good thing. Churn is an opportunity for you to learn, what you can improve and do better. Because by churning, customers… Continue reading Can churn be good?
The thing that truly separates a corporate job from a job at the startup is the chance to have an outsized impact on solving a problem for customers. More often than not the distance between problem, potential solution and the ability to get that solution in front of customers to test out is way short… Continue reading Have you got a sales quota?
Often times I meet people who question the value of a focused, operational communications strategy. The argument is that there are plenty of other more important jobs to get done before looking coherently at communications. Allow me as a former communications professional to take a step back and look at the kind of value, great… Continue reading Cash value of communication
One of the worst sins you can commit with a customer IMHO is to just babble on about your own qualities and all the cool things your product can do, without even considering getting a feel for what the customers problem first. I know. Because I have committed this sin a lot of times. And… Continue reading ”What’s your pain?”
When someone in a startup tells me that they are going for the enterprise segment, I get a 'gulp' feeling. In fact the only thing that makes me more anxious is if the startup is going for the public sector. Why? Because it can be super tricky to actually sell what you're doing to them.… Continue reading Go for the consumer