The art of differentiation and communicating meaningful value
“How important it is on who we are for, and possibly more important….who we are not for. When we started nine weeks ago with the first prompt, I took it to our leadership team, where we discussed it deeply. Why? Because we, as the leadership team, influence this. It starts with us. […]
Last week I ‘Zoomed’ with Ryan Falkenberg and Mark Pedersen, the two founders of Clevva (Capetown, South Africa). Our conversation […]
What characterizes the demos that accelerate the sales process? Here’s my summary of the top 10 aspects I’ve seen do their magic the past weeks […]
We explore what’s broken in the way communicate digitally and what that leads to. We then discuss the approach David has chosen to solve this problem in a remarkable way. He shares his big lessons learned in building the solution in an as lean as possible way. He addresses the challenges he faced in creating momentum in a completely new category – and ends with his fresh take on the concept of ‘launching’. […]
This perception is one of the primary reasons SaaS sales cycles are slow: Your solution is considered a nice-to-have, not mission-critical.
And obviously, this can be the case – however…., in 9 out of 10, this it’s something you have total control over. As the headline suggests: It’s a “perception.”
It’s the story your prospects tell themselves. […]
The story started last week as we began a new monthly theme in the Mastermind program I run with SaaS […]
I had an entertaining catch-up call with my dear ex-colleague Christian Weichelt. We came to talk about the power of habits. His mantra: “Don’t control the output; control the inputs.”
By controlling the inputs, you establish habits – and with that, you move closer to your goals every day. It’s a simple but super powerful concept.
So, I reflected on this – and wondered, ‘What are the habits of companies that build the software products we keep talking about?” […]
Earlier this week, I received an email from Inside AI, which triggered me to visit a couple of websites from B2B SaaS vendors. It struck me how often sentences start with ‘We ….this’, ‘[Name company]…that’. “Our solution offers…”
Now I get how this – we have to explain what we do, sure. But think about it: who’s your website for? And what is it for? […]
We’re four weeks into Q4 2021. It’s the time of the year that determines whether it’s been a success or not. Some software companies I talk to proudly tell me they are well ahead of target. Others have concerns – they still have to bridge a significant gap in the coming eight weeks… […]
In order to stand out, we have to know what we stand for. I love this quote from Simon Sinek! There’s so much truth in it.
Most business software companies I see get into unnecessary trouble just because of this. […]