Trying to be everything for everyone is a recipe for failure. Learn how focusing on a smaller niche customer segment can yield bigger results.
When I first started managing lead generation initiatives for the B2B technology companies in OpenView’s portfolio years ago, my expectation (or hope) was that every program we implemented would turn out to be a wild success. But, like many things, it didn’t always work out that way. Some excelled in creating a healthy pipeline of highly qualified leads for the business, others struggled to ever truly develop into a revenue driving machine.
While there were many reasons for those successes or struggles, I began to notice one common trend shared by the most prosperous sales and marketing teams: they were laser focused on the handful of segments and buyers that they were most confident they could win.
There’s no better roadmap for a business than a perfect value proposition.
Who are you? What do you do? Why do people like you? These aren’t just the questions you ponder existentially in the middle of the night. They’re right at home in the business world and can help guide you during tough times or make the right decisions day in and day out. Peter J Thomson has created a tool to help you come up with the perfect value proposition and he explains how to use it in this post on his blog.
If you’re not already planning your 2015 B2B strategies, you’ll soon be behind the competition.
How could it already be time to start thinking about the New Year? Not only has football barely gotten started, but you’ve only brainstormed a few less-than-decent Halloween costumes so far. Well, when it comes to 2015 B2B strategies, time is already of the essence. Luckily, Jessica Lillian is here to share 8 trends that are already starting to shape next year in this post on the Sirius Decisions blog.
Generating customer referrals is easier than you ever imagined.
It’s true that your current best customers beget the next generation of your best customers. While you’re plenty happy with all the new users you gain from customer referrals, it sure would be nice if the offspring were produced at a rabbit-like pace. Well, the process doesn’t have to be as organic as you might think, as David Mitzenmacher explains in this post at Gainsight.
When investors come calling, it’s not a bad idea to consider the avenues you want your seed round to come from.
It seems like it takes an eternity, but when that first phone call from an investor comes in, it generally opens up the floodgates. Before you know it you could very well be drowning in offers. It’s easy to be overwhelmed if you’ve never done it before, so Rob Go walks you through how aligning your seed round can affect your future in this post at NextView Ventures.
Find out everything you need to know to take full advantage of Austin’s thriving startup scene.
Your employees are always looking to you, so incorporate these leadership lessons into your everyday routine.
Being a CEO is no easy job. You’ve got to stay committed when others falter. You’ve got to adapt when others get comfortable. You’ve got to remain calm in the middle of an absolute storm. But you must do these things because you’re the rock your company relies on. How do you do it? Firas Kittaneh offers you 8 leadership lessons in this post at Entrepreneur.com.
Though detractors still exist, the case for collaboration has never been stronger.
Society loves to lionize the lone wolf (we, apparently, just love referencing animals). Everyone idolizes the entrepreneur who stays up late at night in their living room or garage, endlessly tinkering and not to be held back until their singular genius is recognized. But truth be told, those are one-in-a-million scenarios. Adam McKibbin offers the case for collaboration and why your organization needs it to succeed in this blog post at Central Desktop.