Tag: Customer Acquisition
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The Growth Ceiling: Four Signs You Have Squeezed the Maximum Out of Your Market (and What to Do Next)
The Growth Ceiling: Four Signs You Have Squeezed the Maximum Out of Your Market (and What to Do Next) For several years, your company grew by 50–100 percent per year, easily capturing market share. But over the last two quarters, something has changed. Growth has slowed to 10–15 percent. Your team is working just as…
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The Product isn’t Misunderstood Because It’s Complex; It’s Misunderstood Because You Never Built the “Bridge”
The Product isn’t Misunderstood Because It’s Complex; It’s Misunderstood Because You Never Built the “Bridge” “People just don’t understand how powerful and well-engineered our product is!” Nearly every R&D leader has probably said this in frustration when watching customers or internal teams fail to grasp the depth of a technical solution. In that moment, it…
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Why Good Products Fail Due to Poor Presentation: A breakdown for tech specialists and marketers.
Why Good Products Fail Due to Poor Presentation An analysis for techies and marketers. The history of IT is filled with brilliant but failed products. The technologically superior Betamax lost to the simpler, cheaper VHS. Google Wave, an advanced messenger that was ahead of its time, died without ever reaching mass adoption. The list goes…
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Why Even the Most Advanced IT Product Doesn’t Sell Itself: A Marketer’s View for Tech Specialists
Почему даже самый крутой IT-продукт не продается сам: взгляд маркетолога для технаря Your team spent months developing a product. You used the most modern tech stack, designed elegant architecture, and achieved outstanding performance. Technically, your solution is far superior to those of any competitor. Then, you launch it on the market, only to watch clients…
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Systematic Warm-Up: Guiding Instead of “Hard Selling”
Systematic Warm-Up: Guiding Instead of “Hard Selling” End of the quarter. Sales targets are “on fire.” Your best manager grabs the phone and starts pressuring clients who politely said “We’ll think about it” just a week ago. His voice turns steely; manipulation and pressure come into play. Sound familiar? Even if a few deals close…
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When Your CRM Is Full of Trash, Marketing Can Help
When Your CRM Is Full of Trash, Marketing Can Help You open your CRM to build a sales forecast for the quarter, only to realize with despair that none of the figures are trustworthy. Deals have been stuck in the pipeline since last year, half of your contacts have changed jobs, and finding a truly…
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Why Do Deals Drag On, Even If the Product Is Great?
Why Do Deals Drag On, Even If the Product Is Great? Every Chief Commercial Officer has a deal like this in their pipeline. The “perfect” one. The client matches your ideal customer profile perfectly, your product is critically important to them, and the sales manager has built an excellent relationship with the main contact. At…
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You Can’t Scale Chaos: The Pain of an Overloaded Marketing Department
You Can’t Scale Chaos: The Pain of an Overloaded Marketing Department Your company is growing. The marketing department’s workload has doubled, its team has grown, and its budget has increased. Yet, for some reason, the results remain the same. Everyone is constantly busy, deadlines are looming, and you never escape the feeling that you are…
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SMM, paid search, and trade shows: When They Don’t Work
SMM, paid search, and trade shows: When They Don’t Work “We spent $500,000 on paid search and didn’t get a single deal. Let’s turn it off.” “The leads from the last trade show are garbage. Don’t waste time on them.” “SMM is just empty chatter. There are no clients coming from it.” Sound familiar? In…
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Marketing is not The Same as Lead Generation. It is Logic and Structure
Marketing is not The Same as Lead Generation. It is Logic and Structure The most frequent—and dangerous—question is, “How many leads did marketing bring in this month?” This question probably comes up at every management meeting. It is simple, clear, and seems absolutely logical. But, in reality, it is the most dangerous question you can…