21-59 Sales Metrics

Keep the metrics you track with your sales team focused on actvity (calls and email) and pipeline health. Do overload your team with data gathering - this will only service to demoralze them and have them figure out how to game the system. ... [Continue Reading]

20-67 Authentic Content

I cannot over emphasize the importance of authentic content, content that your buyer persona actually wants to read or watch. Think of yourself as the "trusted advisor" and produce content yourself. Do not hire or let your marketing folks do it - ... [Continue Reading]

18-18 Your Sales Playbook

It used to be called the training manual. The sales playbook, which documents your sales process, scripts, demos, sales tools, giving your sales team the tools they need to sell. For an early stage company, probably the most important thing about a ... [Continue Reading]

Liam’s Latest Video

Shot at an F1 track in the South of France. Ever wondered what it would be like to skateboard around a race circuit in a luxury suit at 70mph?Introducing The 70mph Skater, an exclusive collaboration with Williams Martini Racing: ... [Continue Reading]

17-65 Marketing Momentum

Marketing momentum is measured in months not weeks. Commit to a marketing program when you and think in terms of a 12 month time horizon. Much shorter than this and your effortws will be frustrated. ... [Continue Reading]

17-43 Your Tagline

Your tagline needs to be clear, sharp and communicate what your product does but I don't think it should be too cute. Taglines for B2B products should avoid the cheeky tone used by B2C start ups whose preciousness is endearing to the consumer but can ... [Continue Reading]

17-42 Your Sales Tools

Develop a clean, current set of sales tools for your team - slides, scripts, demos and collateral. Keep the material up to date and work to continuously improve it. Avoid spreading your effort across too much material. ... [Continue Reading]

16-05 Marketing Automation: Tough For Startups

Marketing Automation is much less compelling than its promoters have claimed, particularly for start ups, whose resources are limited. Start simple, keep your efforts modest, using a simple outbound email tool to offer content to prospects.  Don't ... [Continue Reading]

15-25 Blogging Efficiently

If you commit to blogging, you can make it easier by generating a editorial calendar and developing simple outlines for each topic well in advance. You can then sit down, pull up the outline and riff on the topic. The topics should be issues your ... [Continue Reading]

15-20 Skynet is Coming

The way we work is changing, a quiet tsunami. Increasingly, we work for machines: they schedule us, check our work, organize us, ensure we make our flights, take our meds and do our exercise. Skynet is coming. ... [Continue Reading]