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Matrix Growth Academy – Zero to 100 Videos

Introduction

Lean Startup taught the world how to find product/market fit, but in the B2B world that isn’t enough. B2B founders must then find a

WebSummit Presentations

I presented on two topics at WebSummit 2018 in Lisbon on November 6th. The slides and videos of those two presentations can be found below. The videos are provided courtesy of WebSummit. 

Special bonus: for those interested in the fun …

Get inside your Buyer’s Head – Improve Conversion Rates

At this year’s SaaStock, I presented on one of my favorite topics: how to improve your marketing and sales funnel conversion rates using a deep understanding of what is going on in your buyer’s mind as the navigate through their …

Do you know your Customer? Buying Cycle & Triggers

This article looks at why customers expect different interactions with you depending on where they are in the buying cycle. It also examines how specific events trigger them into a buying mode. It then explains how you can use this

When Selling is the Worst Way to Win Customers

Customers hate being sold to.

Customers hate being sold to. They don’t mind getting expert help when they want to buy something. But much of the time they are not ready to buy, and one of the most irritating things …

How MySQL solved their Sales & Marketing challenges

An interview with Lesley Young, who was the VP of worldwide Sales for MySQL, and then head of sales for the MySQL division within Oracle. Few products are as well known as the ubiquitous MySQL database. The company behind the …

Building a Sales and Marketing Machine Webinar

Slides and video on “Building a Sales and Marketing Machine”, with a discussion on how to optimize your sales & marketing funnel. Presented as a HubSpot Webinar last week together with Mike Volpe, the VP of Marketing at HubSpot.…

Customer Acquisition & Monetization

Presentation describing how Cost of Customer Acquisition (CAC) and Monetization (LTV) are they key elements to get right for a successful business model. Also describes the latest techniques for reducing CAC, including Inbound Marketing, and the author’s own methodology: Building …