Here are the areas we covered:
Gloria discussed how you generate that initial activity, to drive into sales conversations quickly, while your marketing and stuff are kicking in.
Ed explained that as a provider, company, consulting firm, acute analysis of an ideal customer is more important than anything when you’re starting your company.
Ed discussed that if you’ve spent all this time and money, (several millions of dollars), how come you haven’t spent 3% of that time figuring out who’s going to give you the contracts, the orders, and want to buy your stuff?
Gloria explained that there’s this misconception that you start a business and you can market it like you’ve been in the market for a while.
Gloria explained how to better identify your target market and audiences.
Ed explained that the most important salesperson during a startup is the owner itself.
Gloria discussed customer feedback and differentiated products, whereas, product differentiation is the process of distinguishing a product or service from others, to make it more attractive to a particular target market.
Gloria explained about differentiation strategy which is an approach businesses develop by providing customers with something unique, different, and distinct from items their competitors may offer in the marketplace.
Here are some of the important parts and the link of the article that we discussed entitled, “For SaaS Startups, Differentiation is an Iterative Process”.
https://techcrunch.com/2021/06/03/for-saas-startups-differentiation-is-an-iterative-process/
Software as a service has been thriving as a sector for years, but as tech industry watchers know only too well, large funding rounds and valuations are not foolproof indicators of sustainable growth and longevity.
To scale sustainably, grow its customer base, and mature to the point of an exit, a SaaS startup needs to stand apart from the herd at every phase of development. Failure to do so means a poor outcome for founders and investors.
Stay tuned next week where we are going to dig deeper into the world of sales.
About the Hosts:
Edward Golod, Founder & CEO of Revenue Accelerators, and co-Founder of Technical Thought Leader (.com). Ed is a C-Suite Sales, Marketing & Value expert, as well as the revenue architect for clients in three continents and 10+ countries. Ed has personally been responsible for closing $265M in Enterprise sales throughout his career and has grown two startups, had two exits, and grown on to $40M. Ed regularly is renowned for his unique ability to create, articulate and leverage executive and value-based messaging that has reached the C-Suite at Fortune 100 companies, creating new opportunities at Viacom, JPMC, Citicorp, Cablevision, Voya Financial, HBO, Lowes, Under Armor, Dicks Sporting Goods just to name a few. Ed’s sales systems have generated $100’s million of dollars and $3.4B in value for him and his clients.
Ed can be reached at ed@revenueaccelerators.com or on LinkedIn: www.linkedin.com/in/edwardgolod
Gloria Gunn is the CEO of TechnicalThoughtLeader.com and has personally developed thought leadership selling strategies for technology companies that have been responsible for 7- figure deals. Gloria has personally had a front-row seat to over 1 million LinkedIn messages. Gloria’s businesses have generated over 8 figures by selling our products and services from LinkedIn. Clients, customers, & subscribers have successfully generated 10s of millions of dollars for themselves and their clients from our systems, packages, & products. Gloria also successfully positions her clients as experts with authority so that they can go upmarket and close real business.
Gloria can be reached at gloria@technicalthoughtleader.com or on LinkedIn: www.linkedin.com/in/gloriagunn