Blog

This is part of my series on Building a Sales and Marketing Machine. In this post I talk about identifying your blockage points and how to solve them. Since writing this post, I have added a blog post that explores this topic in far more detail. Please click here to read “Optimizing your Customer Acquisition...

This is part of my series on Building a Sales and Marketing Machine. In this post I describe the metrics you will need to get the most out of your sales and marketing machine. In the same way that we need instruments to understand how our car is running, we also need instrumentation to understand how well our Sales...

This is part of my series on Building a Sales and Marketing Machine. In this post I provide advice for focusing on your top customer segment. Focus: Segment your Market, and pick the Low Hanging Fruit At the start of your marketing process, you will be dealing with the issue of who to target – people that you suspect...

This is part of my series on Building a Sales and Marketing Machine. In this post I describe how I applied a one day sales cycle in one of my own companies. The concept of building a sales and marketing machine first came to me in 1983 in my first startup. I found myself faced with a 9 month sales cycle, selling CAD...

This is part of my series on Building a Sales and Marketing Machine. In this post I break down the steps involved in building your sales and marketing machine. The sequence of steps Building the machine involves the following steps: Identify your buyers Diagram their buying processes Add to this diagram the steps you...

Building a Sales and Marketing Machine is a structured methodology for designing and reviewing your customer acquisition process. It stresses the idea that the only right way to build a sales and marketing process is to design it around your customers (customer-centric). Although this is obvious, it turns out to be...