I often get emails that rub me the wrong way in the way they aim to create a sense of […]
When creating a sense urgency feels right and when it feels wrong…
Forget the word ‘Demo’, replace it with ‘Proof of Value’
If you want to accelerate SaaS sales, doing “a demo” is not the answer. […]
The Ultimate Guide to Creating a Value Proposition that Works What defines a great value proposition, the downfalls of failing, steps to writing one, and how to evaluate it
When you run a software company, you know its ins and outs; you also know how the products and services […]
What business are you in, no, what business are you really in? The remarkable power of your value proposition in everyday situations
In the past year, the realities and challenges of your customers have dramatically changed. And many of us have felt […]
It’s astonishing how we get blind for the ‘habits’ that prevent success
It drives me nuts how high potential business software companies purposely limit their potential and don’t even realize it. In […]
Not everything that’s countable counts and not everything that counts is countable
One company that I’ve come to respect for the latter is Qualtrics Qualtrics masters the art of hitting the right […]
The problem is not the problem
A common challenge I see many B2B SaaS companies struggle with is this: The “problems” we think we address in […]
Focusing on the wants, not just the needs, boosts resilience
Let’s look at Airbnb – a company that operates in an industry that’s severely hit by the pandemic. But what […]
Sometimes your purpose can be the answer to surviving a crisis
If we think about the industry most hit by the pandemic the past eight months, it’s Travel – hands down. […]
Wake your employees and clients up at 3 AM. Can they repeat your brand message?
I’m going to guess: Probably not. That’s a missed opportunity. As the saying goes: Ideas that are repeated change the […]