How to scale your firm without hiring

Professional services firms have historically scaled by hiring.  The traditional model has most firms hiring to keep up with the demand generated from new clients.  This sets firms up for a number of traps, but the biggest drawback is firms lose considerable efficiency when growing this way.  Everything from client acceptance to service delivery starts…

Product Sales: Hunting vs Farming

There are two primary ways of generating leads for your product business: hunting and farming.  Hunting is when you are proactively reaching out to prospects following your product sales process and farming is when you are investing in direct marketing activities that ultimately bring the leads to you more reactively. Both of these activities are…

How to build a sales process for your product

Too many product companies view sales as art rather than science.  I reject that notion.  Product sales should be developed as a process with predictable and repeatable results. In this article, I’m going to walk you through how you can develop a sales process for your product.  When complete, you should have the ability to…

customer holding credit card for sale of product

Why Your Product Isn’t Selling Well

We pour our heart and soul into our product business, but that can be a real problem. This causes the all-too-common ‘forest through the trees problem’ when it comes to doing right by our customers and ultimately our product. If you’ve found yourself in one of these situations with your product business before then this…

market share calculations laptop office

Using Market Share as a Strategy for Greater Profits

You’ve determined the appropriate product-market fit, created a product that solves an unmet need for consumers, and launched it with great fanfare.  Now is the time to pivot to growing your company. Focusing on increased sales is an obvious benchmark for measuring profits, but it’s not the only path to growth.  One of the most…

early adopters gather around a laptop

Using early adopters to grow your market

Every entrepreneur has a dream of launching their product to a hungry market of millions that are ready to take out their wallets to buy. It is only a dream, because the reality is generally much different. Innovation spreads into the market in a systematic way, and it’s important for marketers to understand this process…

Product Marketing Frustration

My new product isn’t selling! Now what?

After many months – perhaps even longer – of creating a product that you believed would revolutionize your industry, you’ve launched it with underwhelming success. Naturally you are disappointed, but rather than wallow in self-pity, or throw in the towel altogether, what you really should be doing is a reevaluation with the purpose of discovering…