Field tested, hard learned and
sometime unconventional ideas
to build a go-to-market that sells


"Little Nightly Thoughts" is the blog on industrial go-to-market
read by a Community of 4000+ entrepreneurs
spanning 47 countries from Brisbane to Seattle.


Join



Go to Market


Is your technology competitive?

Learn how to quickly assess the competing technologies of your solution, with this Oil & Gas example.

#technologyassessment #businessintelligence

Is your go-to-market targeting a Must-Do-Job ?

Without Must-Do-Jobs to be done, our go-to-market costs skyrocket. Learn how to find them.

#job-to-be-done #must-do-job

How to prepare for the next Exhibition?

Exhibiting in an industry event costs. Time, Personnel,Money. Learn how to assure they become investments.

#exhibition #industryevent

When and Why do you need a sales process?

When an organization cannot rely on deals coming from a referral network, and needs to push itself out of the comfort zone to find new prospects.

#salefunnel #salesprocess

How to beat competition in B2B sales?

Bringing the ball on a playfield competitors do not even know the existance. Learn how...

#B2Bcompetition #B2Bstrategy

Stop wasting your innovation!

99% of R&D innovation fails. You can stop this waste, reversing the flow of your corporate incubator...

#intrapreneurship #corporateinnovation

How not to sell innovative products and services:

This is the journey of the surviving companies. The ones that tried and succeded. Unfortunatelly is not repeatible and only 1 in 100 makes it.

#innovationadoption #sellinginnovation

How to bring new products to market:
ramp-up the adoptans curve

who are the decision makers of each phase of market penetration, and what offer to them? Get some glimpse on this article...

#adoptans #articles #decisionmakers

How to sell to the
Oil & Gas industry

In selling technological solutions to the Oil & Gas Industry, you should tailor your strategies to serve a Community.

#Oil&Gas #Energy #turbomachinery #SMB #EXPORT

If you don't do Strategy...
others will do it to you

Only 3% of the population thinks strategically. Don't leave this advantage to your competition. Start here.

#Strategy #StrategicThinking #Competing

7 things to consider
in doing business in Arabia

Having an arab friend, helps a lot in overcoming some cultural differences, when doing business in Arabia and GCC.

#PMI #EXPO2020 #GCC #SMB #EXPORT

We have scaling
all wrong...

If your sales are chocking because your organization doesn't scale, check this...

#SMB #scaling #bottleneck

Did your business
lose its edge?

If your price is too high, your business model may have worst problems than competitiveness: it may be doomed

#disruption #price #competitiveness

Startupping


Canvas headache?
Try the Blue Canvas.

We made some small changes to the Business Model Canvas. But people say they make easier get a business model that sells. Give it a try.

#businessmodelcanvas #businessprocesses

Define the MVP Features
like an Unicorn

We joined Blue Ocean Strategy to Lean Startup principles to get an MVP that opens new markets and beats competition.

#MVP #blueoceanstrategy #unicorn

Looking for the perfect
Product-Market fit?

Learn why Client's environment and Supplier's Approach are critical for the perfect product market fit.

#productmarketfit #jobtobedone

FAQ on Go to Market, everything
you always dreamed to ask.

Do you ever wake-up at night with an urgent Question on Go To Market and nobody to ask for it? Here you will find all the answers.

#FAQ #articles #marketingstrategy

Building the machine
Planning the value creation

Ask access to this 1 hour presentation about business model design (in Italian)

#BusinessModel #BMC #organizationdesign #processes #priorities

Startupping for Engineers
some key ideas about selling innovation

I recorder this webinar for my former Students Association: EUROAVIA. Young engineers must be aware of the risks of innovation...

#Euroavia #engineers #innovation

18 Lessons Learned
of an industrial marketer

Also industrial marketeers shall confess their sins. Here are 18 lessons I learned first or second hand while designing go to market plans.

#lessonslearned #marketingconfessions

18 sure ways
to screw your startup

We already made these mistakes, now you can avoid them when launching a new business or planning your go to market

#leanstartup #failfast

Do you have a
Business Playbook?

We have developed a 4 steps program to help you create your Business Playbook. Here is how it works.

#leanstartup #gottomarket

Sell offline


The noble art of Prospecting

The way american scholars teach you "prospecting" is unapplicable outside USA. Outside USA you cannot sell to a rolodex, you need a Community.

#prospecting #selling #peers

Building your B2B sales funnel
is becoming a nightmare?

Learn who are the right decision makers for your high-tech innovation, and how to reach them, with your products, services or game changing idea.

#B2Bsales #complexsales #B2Bfunnel

Support the buyer's decision, in these 4 tasks:

We are humans, and even if we pretend to take informed business decisions, we don't. We should help the buyer decide.

#buydecisions #influencing #missbehavior

img courtesy of :  brgfx - it.freepik.com

How to segment B2B markets
without using buyer's personas?

20 years ago I started use a simple concept for B2B segmentation that retains the merits of the "personas" AND can explain the "job-to-be-done".

#buyerspersona #B2Bsegmentation

What to say and when to say it
to convince a Buyer?

Our sales Funnel must address buyer's decision process. Here you have a semplified map of the buyer's journey to guide your keywords selection.

#buyerspersona #buyingprocess

How to find new clients
for B2B services?

When there is only one decision maker, B2B prospecting simplifies. Here is how.

#prospecting #B2Bservices

How to answer How Much?
in B2B negotiations?

Learn when to make the first offer
in B2B negotiations

#firstoffer #pricetag

Selling to new customers
should not be so difficult...

Perhaps a Playbook may help
check this index

#sellingtonewcustomers #playbookindex

Sell online


Want to be remembered by your Clients? Choose a brand position

If you want to design a brand that sticks in the brain of your clients, follow theses positioning rules...

#positioning #brand #brandstrategy

How to design the perfect
on-line sales funnel?

Outbound marketing is dead, but inbound marketing is here to stay. Discover how to intercept google browsers using the "sales carousel"

#inboundmarketing #digitalmarketing

Why your marketing does not sell anymore and how to fix it

If you feel that beating the bush makes no order fly… it’s because you did not see the 2nd Marketing revolution pass by…

#contentmarketing #ficamarketing

Software


Are you missing something
in your Go to Market? Check it here

We strived to define the Minimum Deliverables of a healthy Go To Market plan. We found these 20.

#template #articles #intangibleassets

The smallest CRM in the world

The power of a cloud CRM, with the semplicity of an Excell file and a powerfull Dashboard

#CRM #Salesforce #salesKPI

Energy Conversion Factors Table

Converting Mw into mmscfd, BHP into BOED, Tons into flows? If you are a proposal manager, application engineer or marketing manager here you find a conversion table for your energy factors!

#Oil #gas #conversion

e-Books


The little book on
Innovation Adoption

4 ways to respond to disruption

Innovating without selling is just inventing. Understanding the role of marketing in innovation adoption is key to sell your next high-tech solution.

  • What is innovation
  • Types of innovation
  • Continuous innovation
  • Competition's role
  • Disruptive innovation
  • Why "disruptive"
  • The innovation journey
  • How to respond to disruption
  • How do we adopt innovation
  • How do we innovate

Buy

The little book on
Business Model

4 steps of Model Exploration

Building a business model is an iterative process forming around a Core Idea. One that helps customers play a new game.

  • What is go to market
  • Classic marketing
  • Lean startup
  • Business model Exploration
  • Customer types
  • Job-to-be-done
  • Value proposition
  • Product design
  • Organization design
  • Linking the money
  • The 7 rules of the game

Buy

The little book on
Competitive Market

4 competitive strategies

The secret of a successful marketing
is the right customer base. Sizing the market and sheltering it from competition is a strategic game in which the customer is the prize.

  • Who is competing
  • Sizing the market
  • Market drivers
  • Defining attractiveness
  • Targeting & KPIs
  • Defining Price
  • Negotiating Price

Buy

The little book on
Convincing Brand

4 positions of brands

Strategy is about selling despite competition. We fight first and foremost for the head of our customer. We win telling our story.

  • What is Strategy
  • Positioning for share
  • Unique Selling Proposition
  • Brand the Why
  • Pitching your story
  • Storycrafting & Storytelling
  • What and How communicate

Buy

The little book on
Human Selling

4 key questions of Selling

Anticipating customer’s problems
is the only way to beat Google. We have to perturb the client’s journey out of the status quo, earning his trust.

  • The Human Sales
  • The noble Art of Prospecting
  • Building Trust
  • Influencing Decision making
  • Perturbing the buyer’s journey
  • Mapping the Buying process
  • Leaving the status quo
  • Getting to "no"
  • Off-line Sales Funnel
  • SPIN Selling
  • On-line Sales Funnel
  • Selling B2B innovation

Buy

The crash course on
Project Management

4 rules of project management

Launching a new business is not the same as launching a new software. Agile may not be enough for your startupping.

  • Why and when Project Management
  • Setting the expectations
  • Planning the Project
  • Mobilizing the team
  • Assessing the Project
  • Deciding to Act
  • Closing the Project

Buy