Strategy

The 3 Activities of the SaaS Sales Process

By | Sales, Startups, Strategy | No Comments

What would it feel like hiring 150 sales people for your company in 6 months?

That’s the question I asked Scot, the founder of Classy, a few months ago.

Their story is EPIC!

I’ll fast track his answer… essentially, he started out for many years being the primary salesperson, then hired around him, but remained inseparable from that process.

After years of hustling and grinding he eventually hired his first VP of Sales.

I still remember our first advisory board meeting and how excited I got about their new plans to scale sales.

How did he do it? Read More

5 Things That All GREAT Startups Have

By | Growth Engine, Startups, Strategy | No Comments

“This is totally a company you would create!”

That’s what people would say every time I showed them the prototype for Clarity.

My passion for connecting people to have a conversation was something I had been doing for years…

… first starting with Founder Dinners, and morphing over the years to my entrepreneurial events like Maple Summit, Idea to Exit, etc.

What I quickly realized is that most great companies were started by founders who had a passion for the problem way before they discovered the solution. Read More

The Audience Triangle – 5 Stages of Customer Intent

By | Marketing, Sales, Strategy | No Comments

If I grabbed 100 people, and asked them how many needed to buy a pair of jeans – only 3 would raise their hands…

… but 7% would be “In Market” (the 2nd stage of the Audience Triangle) and will be buying soon.

What about the other 90%?

How do you speak to them?

That’s what I cover in this week’s video where I define the 5 stages and the different “buying intents” of each.

If you do this right, you can create marketing content that will take care of the market until they’re ready to buy.

Here’s how it works. Read More

The 3 Inputs to a Great Product Roadmap

By | Marketing, Startups, Strategy | No Comments

When I first built Clarity.fm, it wasn’t a marketplace.

It was a call list app.

The concept was that I could add anyone to my list, with phone number and description, then it would robo call each person, reading to me the name of the person and reason for the call.

In short…

I was building a productivity tool, NOT a marketplace.

A strategic “face palm” that would greatly handicap the business’ potential for growth. (#2 on my list of inputs to build great product).

Even after I held a 300 person launch event in my hometown of Moncton, I refused to build search into the product.

What I did instead was build a page that listed all of the experts who were available for a call.

Stupid.

It wasn’t until after months of getting emails to our support team that I realized we needed to add a search feature.

What happened next was the beginning of what made Clarity a huge success. Read More

How To Create a Business Playbook™ (aka SOP’s: Standard Operating Procedures) for Your Startup

By | Productivity, Startups, Strategy | 7 Comments

Are you down with SOP’s?

Some call em’ Standard Operating Procedures, I call them Playbooks.

If you’re tired of putting out fires in your business, then you’ll need them to keep your sanity.

Recently I had the privilege of having dinner w/ the Godfather of system design for entrepreneurs, Michael Gerber (author of The E-Myth / 10M copies sold).

I shared my story of how his book transformed everything for me.

At 23 I was set on starting another company for the 3rd time (the first two failed), but I was deadset on doing it differently.

Listen to the full story on my Facebook page (10m21s).

Gerber’s book, taught me a new way to think about business. Read More

How to Shorten Your Sales Cycle and Avoid Wasting Time

By | Sales, Startups, Strategy | 3 Comments

If I asked you to name a credit card company that rhymes with latex…”

Could you guess who I’m talking about?

Yes? Got it?

Good, so now you’ll understand the size of the company I was trying to sell to.

The challenge with big companies is that they have all the time, resources and money in the world, so wasting your company’s time isn’t a big deal.

For a small company, this imbalance of resources can mean death.

So to even the playing field, I developed a technique I call the Commitment Fee™. Read More

The 6 Secrets Of Repeat Business: How To Make More Sales Without Finding New Customers

By | Growth Engine, Marketing, Strategy | One Comment

The other day my furnace stopped working.

The issue is that my wife was trying to change the air filter.

Why?

Don’t ask (she just likes to do those kinds of things, and yes – I realize I’m the man of the house and I should be doing it, but I digress…)

After Renee’s noble attempt at performing advanced furnace surgery…

… we got stuck with a half-opened furnace, and no idea how to piece that sucker back together.

So I called my brother who built my house (he’s kind of a baller, check out his story).

He laughed and asked why the heck I was changing the filter myself?

Why didn’t I have the furnace guy do it? Read More

Don’t Let Your Marketing Get In The Way Of Attracting Bigger & Better Customers

By | Marketing, Sales, Strategy | 2 Comments

Are you proud of the work you do?

Are your customers demanding?

Is there enough revenue for you to do your best work?

When I first met Julie she was trying to stay afloat.

Her agency was doing $800K in revenue but she hated her job.

When I brought her team together, I could tell that everyone was super talented but there was no “energy” in their voices.

All I asked was “Are you able to do your best work?”…

… and everyone quickly said “No!”

So then I asked “What would it take for you to have the time & resources to do so?” Read More

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