Growth guides:
Common growing company complexities
As an entrepreneur, day’s and evenings are filled with to do’s. We compare ourselves with others and our targets seems pretty clear. Yet we struggle to reach those targets in
What is an add-on acquisition, when to use add-on acquisitions?
Private equity firms make many small add-on acquisitions and not only large big-ticket deals. You as an entrepreneur can copy their strategy. Here are the reasons when you shall consider
Do I need a written business plan (as a tech entrepreneur)?
Technically you do not need a written business plan to start a business, unless you need to present one. That can be for investors, your bank or at a staff
What sales margin do I need in B2B
Your sales margin needs to cover all expenses as well as your working capital. You also need to create free cash flow for investments and dividends. All easier said than
What is the best way to build a good sales process?
A good sales process in B2B is built on milestones that supports customers elevation through the sales funnel. From your gross list of potential sales leads to the final sales
How do I find and hire great salespersons?
I know how difficult it can be to find and hire great salespersons. In particular if you need to trade experience and skills for budget restrictions. As a startup you
How risky is it to hire salespersons for a startup?
When you hire salespersons for a startup you likely hesitate because of the risks associated to hiring a salesperson. You may also lack time to sit down, structure your sales,
The crack in technology sales (a real-life case study that didn’t scale)
There is a crack in technology sales that some entrepreneurs miss, leading to startup failure. Unfortunately, venture capitalists can testify that there is a huge difference selling to early adopters
What does product market fit mean for you to increase sales?
A product market fit is established when your product fits your target customers perfectly. All things else equal, this is when you’re likely to be able to increase sales more
Digital marketing for industrial products (where to start)
In 2020, due to the pandemic, digital marketing for industrial products has come in spotlight as a sales support activity. Is marketing worth the effort if you sell industrial products?
What makes a good sales strategy?
A good sales strategy is action oriented and outlines how to reach defined milestone targets that deliver on a long-term ambition. Usually a good sales strategy covers market segmentation, target
How to: Relationship sales journey’s for increased sales
Relationship sales is organized to deliver value, build relationship, understand the pain points and be present when it’s time to close. Sales pressure is a common cause for rejection. Stop
Sales or marketing 2021 (which one is better in B2B sales)?
There is no longer an option to choose between sales or marketing 2021. Sales remains key but we shall definitely add sales marketing to support generating new leads, nurse leads
Hiring process in technology companies (how I have done to improve hiring efficiency)
Have you ever whished for a good hiring process? A practical step by step guidance instead of those randomly gathered questions for those faltering interviews? My own hiring process looks
What is a Minimum Viable Product (MVP)?
A minimum viable product, or MVP, is your first sellable version of your product. A common road to success is to try to sell your offerings as early as possible