You've invested in repositioning. Your value proposition is sharp. Your messaging is clear. But here's the reality: repositioning doesn't change your sales results. Your behavior does.
Most sales-led SaaS CEOs expect that refining their positioning will automatically boost conversion rates. It won't. The positioning is just the foundation - your sales process has to evolve to match.
This guide contains the 10 principles that separate SaaS companies who turn their repositioning into measurable growth from those who see no change in their numbers.
The best positioning in the world dies in mediocre sales conversations. Don't let that be you.
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We explore what's broken in today's manufacturing world and how that's growing to a $400 billion industry. Theo shares his journey of solving a complex problem in a very unusual - but effective way. He elaborates how they're looking for leverage in everything - and how that's led to using video marketing to get over 10M+ impressions a month - showcasing software to automate machines. Last but not least, he stresses the importance of setting clear objectives - especially as your startup scales.
Yesterday, I got involved in a heated discussion about Value Propositions and spotted a big misconception.
Many people's perception of value propositions is that they help in marketing and sales.
It's logical, and obviously, it's factually 100% correct.
But we'd do ourselves a disfavor if we left it here. ...
As you and I know, a lot of the success of a SaaS business is related to the problem you solve. I talked about that many times.
But as always, the devil is in the details, meaning - if you get your problem statement wrong, it instantly lowers your chances of success. And believe me or not - many things can go wrong and do go wrong JUST on the level of problem definition.
That's why I decided to dedicate this essay to that problem - to give you a framework. A framework you can use when you're defining your roadmap, updating a landing page, creating a campaign, or just doing a sales discovery call with a prospect.
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As you have noticed, I've written a number of times about demand creation in the past weeks. Last week I highlighted the power of Narrative design - and that drove some inspiring discussions.
What I realized is how little is known about it - hence a bit more on Narrative Design today., ...
When you run a SaaS business, you know its ins and outs; you also know how the products and services you offer can benefit the lives of your customers. However, just because you and your team are intimately in tune with these benefits doesn’t mean your prospects or even customers will understand them. ...
Let’s not talk around the subject: Most SaaS demos slow down… or kill your deal…
Why do I say this? Because after decades af monitoring these critical ingredients of the software sales process, here’s what I (sadly enough) keep seeing:
- We take ‘product demonstration’ too literal
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The biggest thing that causes failure in a lot of companies is just poor sales process and bad sales process.
Sales is actually your first problem as a CEO that you need to address and get right.
And then, when you got that right, then you’ve got time to get your other bits right. But if you get sales wrong, you don’t really have much of a chance.
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Coming week it's precisely three years ago I published my book "
The Remarkable Effect." It was the remarkable date: 2/2/2020.
Recently, I recorded a testimonial with
Michiel Schipperus, former-CEO of Sana Commerce, about the Value Proposition project we'd completed just before I published my book. ...
We explore what's missing in the way we build SaaS businesses. Matt shares his vision of how creating social and business impact amplifies each other when done well. He shares his lessons learned in creating successful SaaS businesses that leverage the power of the network effect. Last but not least, he provides his views on raising the bar for impact in SaaS companies.