24-63 Don’t Buy That List

It feels satisfying to purchase a list of 10,000+ names but it is a waste of time and money. Purchased listes tend to be only 60 - 80% accurate and using them may result in spam complaints. Better to build your own, smaller and more focused list, ... [Continue Reading]

Our Friend the Fruit Fly

(When I am not working with sales and marketing teams, I like to bake sourdough bread.) Well, it turns out that the common fruit fly - Drosophila Mengaster - with one of the most studied set of genes in biology, does something quite helpful for ... [Continue Reading]

22-07 Hype in the Valley

Hype moves our economy forward and also wears us out. Silicon Valley thrives on hype: best to dip into its reservoir of this inflaming liquid with care, otherwise you'll find yourself chasing other peoples' dreams. Not your own. ... [Continue Reading]

24-14 Selling is Like Stand Up Comedy

Selling a new product, a missionary sale, is a lot like stand up comedy. Your pitch sounds fresh because you have practiced it ad nauseum, you need to be able to pivot, shift, reading your audience's mood. (This is particularly difficult to do via ... [Continue Reading]

22-40 Buyer Persona: Who I Selling to?

Take the time to develop clear, focused buyer personas. Do this with your team so that you all understand who your target is and are aligned in your sales effort - this is really the biggest benefit. ... [Continue Reading]

21-59 Sales Metrics

Keep the metrics you track with your sales team focused on actvity (calls and email) and pipeline health. Do not 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]