Author: aleks.gorbunov@gmail.com
-
What a Pilot Project for Building Systematic Marketing Looks Like: A Complete Decomposition
What a Pilot Project for Building Systematic Marketing Looks Like: A Complete Decomposition You have come a long way, from recognizing individual problems to understanding that your business needs a systemic transformation of marketing and sales. You no longer question the “why.” The main question now is “How?” How can you take the first step…
-
How to Start a Systemic Transformation: The First Safe and Effective Step
How to Start a Systemic Transformation: The First Safe and Effective Step You’ve read dozens of articles. You’ve progressed from identifying specific problems to recognizing that your business requires a comprehensive overhaul of its marketing and sales strategies. You no longer doubt the “why.” You are ready to act. But the key question echoes in…
-
How can you validate a segment without a CRM or a marketer?
How can you validate a segment without a CRM or a marketer? It’s common to overhear conversations like this inside companies. The Chief Business Development Officer (CBDO) says, “We need to test a hypothesis about entering the financial sector.” The response is: “Great idea, but first, we need to implement a CRM, set up end-to-end…
-
Entering a new segment is not a one-time launch, but rather a series of tests. A Framework for Action.
Entering a new segment is not a one-time launch, but rather a series of tests. A Framework for Action. Imagine two scenarios of your company entering a new industry. Scenario A: “The Big Bang.” This scenario involves six months of intense preparation, hiring a new team, and allocating a multimillion-dollar marketing budget. On day “X,”…
-
How to Build the “Pain → Role → Content” Chain
How to Build the “Pain → Role → Content” Chain Sound familiar? Your marketing department runs like clockwork. Every month, you publish articles, case studies, and white papers. There is plenty of content. However, when you talk to your sales team, you hear the same complaints: “We don’t have any usable materials,” “I have nothing…
-
Test campaign: One Segment, One Product, Three Weeks
Test campaign: One Segment, One Product, Three Weeks You’ve identified a new and highly promising market niche. Your hypothesis is rock-solid. What’s next? The traditional approach is to launch a full-scale marketing campaign lasting six to nine months with the appropriate budget. But what if the hypothesis turns out to be wrong? That would mean…
-
How to Validate a New Business Hypothesis Without a Budget: The SellPromo Method
How to Validate a New Business Hypothesis Without a Budget: The SellPromo Method You have a list of ten promising growth ideas on your desk: entering a new market, launching a product, or releasing a breakthrough feature. They all look reasonable. However, your team only has the budget and time to pursue one. How do…
-
How Does Systematic Nurturing Help Reduce the Presales Workload?
How Does Systematic Nurturing Help Reduce the Presales Workload? Let’s start with a simple question: How much does one hour of your most experienced salesperson or presales engineer cost? Now, estimate how many hours last month were spent giving the same basic presentation to clients who ultimately said, “We just wanted to take a look.”…
-
Frequently Asked Questions (FAQ) for Technical Products: How to Lower the Entry Barrier
Frequently Asked Questions (FAQ) for Technical Products: How to Lower the Entry Barrier You probably have a “Frequently Asked Questions” (FAQ) page on your website. It was created with good intentions—to save your team time and provide clients with quick answers. However, your sales and support teams still spend hours answering basic questions via email…