One main reason most start-ups fail

By / / Entrepreneurship, Innovation, Sales Market Segmentation, Sales Tips, Success

Anyone can have an idea. Ideas are cheap and they are plenty.

The challenge is turning that ‘amazing’ idea or invention into a commercially viable business entity.

Many people throw their hearts, souls, energy and wallets into developing their idea. Designing, crafting and forming it. Then thinking about ways how they are going to market their idea to customers using marketing strategies and tactics. They are looking from the inside out.

Yet the key questions many start-ups fail to explore first are:

  • Are there customers and markets looking for a solution that your idea can solve?
  • Are these potential customers prepared to pay for your …

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Less IS More when it comes to Sales Planning & Market Segmentation

By / / Sales Driven Organisations, Sales Market Segmentation, Sales Planning, Sales Results, Sales Strategy, Selling Better, Strategy, Success

Less Is More when it comes to doing good strategy, sales planning and market segmentation.

As Michael Porter, Professor and ‘Father’ of Competitive Strategy (Harvard Business School), says:

  • The essence of good strategy is choosing what not to do;
  • The essence of strategy is that you must set limits on what you are trying to accomplish; and
  • Strategy 101 is about choices. You cannot be all things to all people. It’s about making choices, trade-offs. It’s about being deliberately different

This is the essence of good strategy, yet time and time again we see many sales teams experiencing …

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Sales Strategy: Ditch short-termism for robust sales strategies that drive more & better sales now & over the long-term

By / / Attitudes & Behaviours, Sales Culture, Sales Driven Organisations, Sales Leadership, Sales Market Segmentation, Sales Research, Sales Results, Sales Strategy, Strategy, Success

‘If you don’t know where you’re going, every road will lead you nowhere’.

This famous quote is attributed to Henry Kissinger.

Why have I led with this quote? Sadly, in today’s busy, noisy and complex world, this quote represents a common state of affairs for many organisations’ CEOs, Executive Leaderships Teams, Sales Leaders and their sales teams who are struggling to make sales, retain their relevance with clients, and generate profit.

Instead, many are finding themselves in a race to the bottom price war which is not a strategy for success, instead it’s a reaction to short-termism which only leads to one’s …

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The difference between Sales and Marketing Segmentation

By / / Marketing, Sales Market Segmentation, Sales Strategy

To segment or not to segment that is the question.

For too long sales has allowed marketing to dictate what a segment should be. But the simple reality is that sales segmentation and marketing segmentation are substantially different. In fact, it is these very differences that make sales strategy so different from marketing and even corporate strategies.

Marketing defines segments as “A group of people that share one or more demographic and / or psychographic characteristics”.

However, sales people deal with people, not groups.

Traditional segmentation usually takes into account how attractive a segment is to a company, and how competitive …

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