Most people build and manage B2B SaaS applications all wrong. Almost everyone builds before they sell. As a B2B SaaS consultant, this is probably the biggest mistake I see and I want to do everything in my power to try and reverse this trend. Selling before you build has many advantages. In particular, it can…
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…
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…
When your product is finally on the market, like everyone else, you’ll want it to sell rather quickly. In fact, the majority of your time and money will likely go towards getting your product into the hands of as many customers as possible. However, what many product business owners find out, is that this growth…
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…
Since becoming popularized within the past few years, product-led growth (or PLG for short) has been popping up everywhere. I want to talk more about what it is, and more importantly, whether or not you and your product could stand to benefit from it. What is product-led growth? Product-led growth is a go-to-market strategy that…
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…
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…
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…
Everyone understands that the main purpose of a sales team is to sell your product. Few understand just how important your sales team is to successful product development. When we think product development, the positions that come to mind include UI/UX designers, software developers, and quality assurance personnel, among others. However, the team that should…