Helping 1st-time B2B SaaS founders launch and grow startups from zero

A simple framework to find a clear marketing direction

"What's the best way to get people interested in and buying our product?" This is a question I often get asked by early-stage B2B startup founders I work with. Here's the framework I use to help them make a decision.

Overdeliver to build long-term relationships

It's easy to make big promises to prospects. But can you deliver?

How to differentiate Niching from Positioning

Niching and positioning are often confused. Here's how to quickly tell them apart.

It's a mistake to focus on the initial sale

It's a mistake to only focus on the initial sale. Instead, you should think from the beginning about how you will successfully sell the renewal. Why? Because it puts you in an ongoing mindset of maximizing Lifetime Value (LTV). This forces you to continually: * Deliver continual or new value in

Logic in running a business, emotion in selling

Your product isn't primarily a piece of art or an expression of your deep emotional inner self. Its primary purpose is to solve your buyer's problems and create desired benefits. Therefore, run your business using mainly logic, not gut-feeling emotion. At the same time, sell by mainly arousing the primal

Don't ignore the tiny innovations

Yes, you can create money-making innovations for your business right now. How? By not thinking of "innovation" as just industry or world-changing ideas such as AI, blockchain or AR/VR.

Change your life with Confidence and Outcome Independence

Pairing confidence with outcome independence will move mountains in your business and personal life. How?

A simple formula to allocate your marketing resources

Not sure where to concentrate your energy and resources to achieve maximum success in your new marketing campaign? Try the 40/40/20 Rule.

The difference between strategy and tactics

How to differentiate between Strategy vs Tactics?

Being indispensable, discounts and loss leaders

Turn yourself from a mere seller of products into an indispensable partner by helping people achieve the material, emotional, health or relationship aspirations that give them hope amongst their daily life of rules and routines.

Five buying triggers to accelerate sales, raise perceived value and enhance loyalty

Five buying triggers to accelerate sales, raise perceived value and enhance loyalty: 1\ Raise the buyer's social status Increase the buyer's real or perceived social standing by leveraging their human desire for more: * Power * Respect * Influence * Recognition Example: Apple products such as the Macbook, iPhone or Apple Watch are equated

Five pricing strategies for higher sales, predictable income and lifetime value

Five pricing strategies for more sales, predictable income and maximum lifetime value (LTV): 1\ Increase contract length Offer discounts to buyers willing to sign a longer contract. You can also up discount size as deal length increases. Example: * 1-year deal = no discount * 2-year deal = 10% off * 3-year deal = 12% off

Seven ways to beat procrastination

I bet you're procrastinating right now. It sucks. Here's 7 ways to beat it so that you don't miss out on life and business opportunities that matter to you: 1\ Quit after 5 minutes Getting started is the hardest part. We imagine how much of a pain in the butt

Three things you need to actually sell your product

Building a great product isn't enough. You also need these 3 ingredients: · Right buyers · Right positioning · Right communication channels 1\ Right buyers 🙋 Does your product: a) Solve current and/or anticipated problems b) Create desired benefits Lots of owners say they sell to "everyone". But "everyone" is not a market.

Business is fulfilling people's deepest wants

Three thoughts for Sunday: "Business" is fulfilling people's deepest wants. Some of our most powerful ones are to: · Be liked · Gain status · Preserve status · Gain control over others · Be freed from responsibility · Increase mating opportunities Bestselling products combine two or more of these. ------------ Buyers don't only just judge you

How to find your most profitable customers

How to find your highest leverage customer segments: Use the RFM Model to segment and prioritize. RFM stands for Recency, Frequency and Monetary Value. The more recently, frequently and the higher the monetary value assigned to a customer, the more valuable they are. Here's a more granular breakdown - did

Relevance & Authority in Social Proof

Most of your prospects/clients harbor doubts about buying from you. Most business owners don’t know how to make them feel safe and completely confident about buying from you. This results in lost sales/failed conversions. Here's 2 things you need to get right to fix that: #1 -

Clear your mental clutter by making a decision

Sometimes the easiest way to clear your mental clutter is just to make “clean cut” decisions. By clean cut, I mean a definitive choice — it’s either a clear yes or a clear no.

Are you still relevant? 😐

Stickiness is not created by falling into the pit of irrelevance, and then scrambling reactively with catch-up features to try to become relevant again to your users lives

Selling is talking to emotions and logic (not one or the other)

Don't just talk to your prospect or customer - talk to the human being behind the prospect and customer

Choose the life that works for you ⚖️

There's no "right" way to work and life - but there's certainly a wrong way to live it if it's incongruent with your objectives and goals

Don't win small battles to lose the war 😵

It's more important to release with a very capable 80% effort than delay indefinitely until a 100% Rolls-Royce deliverable is achieved.

Own, don't rent, your customers🔐

Make sure you're saving your customer details in your own databases by regularly downloading your customers' contact details from your accounts. Or, if that's not possible, driving traffic to your own landing pages where you can capture their details

The old ways are dead and done 😵

There's now no going back to the old ways for all types of decision-making

Don't make life hard for the busy person 🤬

One really easy shortcut to success as a B2B SaaS founder is to make it easy for the other person when you’re asking a favor of them