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 be offputting to the business buyer. ... [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]

13-34 Keep Your Comp Simple, Generous, Fair

Keep comp for your sales team simple and generous: they are working with you to prove out your product market fit, pricing and sales process. Underpaying them or burdening them with an overly complex comp plan will only discourage them. ... [Continue Reading]

13-24 Avoiding MEGO: Your Slide Deck

Your slide deck should be simple, clear and focused. A deck is, fundamentally, a visual story telling device. Avoid bragging about your features and using a lot of text: if you're not a visual person, get someone who is to help you design it. Avoid MEGO (My eyes glaze over.) ... [Continue Reading]