Product Demo Tips: Feature Your Solutions, Not Your Features

“It’s not me, it’s you,” might be a classic breakup line, but if you keep the focus on your features during sales demos, the relationship will never get off the ground in the first place. Learn how to properly court your prospects with these product demo tips.

Think of your product demo as a first date. No one signs up for a second date with someone who talks about exclusively about themselves, and no one is going to buy your service if you don’t show that you can take care of their needs. Peter Cohen, managing partner of SaaS Marketing Strategy Advisors, is here to help with some useful product demo tips.

More

Keys to Selling to Enterprise Companies

There’s nothing more tempting than chasing the money, but you’ll need discipline if you’re selling to enterprise.

With their size, influence and, most importantly, money, it’s all too easy to be led astray when you’re building a SaaS product geared towards enterprises. If the zeros at the end of a check blind you, selling to enterprise clients can cause your business to spiral out of control, warns Rod Favaron, President and CEO of Spredfast.

More

How to Get Others Invested in Your Social Media Branding Strategy

As a marketer, building a great brand via social media doesn’t have to be a lonely job. Branding expert Dorie Clark offers tips for getting everyone at your company to contribute to your social media branding strategy.

So you’ve fully bought in to the branding and marketing power of social media, but the rest of your organization is lagging behind. What can you do to get everyone else onboard the social bandwagon?

More

The Difference Between Sustaining Innovation and Disruptive Innovation

Startups and enterprises might be on different ends of the spectrum, but they’re both thinking about disruptive innovation.

The grass always appears greener on the other side, but while you’re busy lusting after your neighbor’s lawn, he’s staring out his window coveting what you’ve got. That’s the way it goes in business, too, according to Brant Cooper and Patrick Vlaskovits, co-authors of the New York Times bestseller The Lean Entrepreneur. Startups pine for the sustaining innovation of enterprises, while the enterprises yearn for a little disruptive innovation.

More

Simple Ways to Measure the Long-Term ROI of Social Media

Much has been made about the ROI of social media. Branding expert and author Dorie Clark shares some ideas for how to track and analyze yours.

Whenever business leaders talk about social media, ROI inevitably comes up. And justifiably so, says branding expert and Harvard Business Review contributor Dorie Clark, author of Reinventing You: Define Your Brand, Imagine Your Future.

More

Keys to Selling to Marketers

Selling to marketers is a different ballgame from selling to IT professionals. CEO of Spredfast Rod Favaron explains how you can cater your pitch to this new audience.

Social marketing is a relatively new discipline, but Rod Favaron is no stranger to this young audience. This CEO of Spredfast understands that selling to marketers, who are often in their mid-twenties, requires a different approach than selling to IT professionals, who often have decades of buying experience.

More

Go to Market Strategy: Why Entrepreneurs Should "Go Small to Go Big"

Don’t bother trying to be all things to all people. Instead, nail your niche for your go to market strategy.

You’re not going to walk down the street and see too many t-shirts that say “Go Small or Go Home.” While that exact notion seems to fly in the face of our competitive nature, it’s the perfect bit of advice for entrepreneurs, according to Brant Cooper and Patrick Vlaskovits, co-authors of the New York Times bestseller, The Lean Entrepreneur. In fact, keeping your business tightly focused on one niche is the best go to market strategy.

More

Tips for Coming Onboard as a New CEO

Navigating the transition into a company as a new CEO is tricky, but CEO of Spredfast Rod Favaron has some ideas on how to make it as smooth as possible.

Coming into a company as a new CEO, no matter how well established, is a delicate scenario. While every situation is slightly different, Rod Favaron reflects on his transition into the CEO role at Spredfast and offers some tips from his experience.

More