Blog
Go-To-Market
Practical takes on B2B sales, fractional CRO leadership and go-to-market, from 20-plus years carrying the number on five continents.
B2B Pricing for the US Market: Why Your Home Price Is Too Low
Companies enter the US market with home-market prices and lose money and customers at the same time. How to price right for the American market.
Deals close when you understand the buyer's pain, not when you talk about your product.
Your deals don't close because you talk about yourself and your product. Got this message today: We have all the problems you talk about. This is not rare. I.
A fake war story explains why your sales forecast is fiction.
A sales forecast gets cleaner and more optimistic at every step from rep to board. Here is how to check each deal against reality before you plan on it.
Honda burned $16B. Not a failed startup, a failure to read the market in time.
Honda wrote off $16B because it misread demand and timing, and its cars were fine. Most B2B pipelines that never turn into revenue hide the same mistake.
How to Choose Your First Target Market for International Expansion
Your first international market should be the one where your odds of winning are highest, not the biggest one. The five criteria I use to choose.
Why Great Israeli Startups Fail at Sales Abroad
Israel builds some of the best products in the world, yet many startups fail at sales abroad. The real reasons, including the one nobody likes to hear.
Expanding to Europe: Why the US Is Not Always the First Move
Every company races to America, but sometimes Europe is the smarter first market. When to go to Europe first, and why it is not one market.
Entering the US Market: The Honest Guide for B2B Companies
The US market is the biggest prize and the most expensive trap at the same time. What you actually need to know before you open an office in New York.
The Hidden Cost of Untrained Salespeople
Untrained reps burn your leads and your reputation, and it is not their fault. Training is the last layer, after the offer, ICP and process are defined.
Want to hit quota in a brutal market? Sell harder. The sale is still there.
Well, you have two options. You can say that those are hard times, there's nothing you can do.... And give up. OR You can look at the numbers. A huge.
Could you sell spoiled milk to a furniture store? It is the wrong question.
Let's see how good of a Salesperson you are: Do you think you'd be able to sell spoiled milk to a furniture store? If not - what if I'd bring you world's best.
Your marketing wrapper is not a distraction. It is the first thing buyers see.
There is this new theory about the "bells and whistles" or the "eye candy" of your marketing efforts. I mean all the "wrapper" in which you cover your product.
In-store product placement is how brick and mortar beats online.
You can use your store and your location to promote ANY brand - and not just as a POP (Point of Purchase). Though it is known that our days' physical locations.
Surprising Lead Gen Tip for Breaking Into a New Industry
New to an industry and short on leads? Map who your competitors already sell to, then go after those customers and distributors yourself.
Cold Prospecting: Does knocking on doors work?
When I started working in international sales, 15 years ago, I lucked out. Not only did I have a great boss excited to teach me (and was a great teacher) but I.