A Week's Worth of Work Isn't A Go-To-Market Effort
I work with client on a fractional basis, no more than 25-32 hours per month providing focused, strategic prospecting. Strategic because it is more tailored to the prospect and the conversations are deeper, I don't just sell - I want to learn more about the prospect and their situation. Usually it is a validation of a hypothesis created to prove out that this particular buyer is a target for the solution being offered. When working with pre-revenue startups or early stage companies, they have…
Marketing Can Be A Waste of Time If Not Sales Focused
Recently, one of my clients hired a Marketing Manager. A much needed resource as the company has very little public presence and needs professional branding, a lead generation engine, and a update on verbiage. The company is in a rather commoditized sector and has a fair amount of competition as well as other strategic and non-strategic issues. So, I meet this person who has a substantive background in the industry, does a lot of the branding and marcom stuff I am not good at and is very…