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

#technologyassessment #businessintelligence

Scaling is a test, not a program. Build a scaling program that aims to answer these questions.

#scaling #traction

Understanding "when" people buy, is more important than "why" people buy. Learn why.

#salefunnel #salesprocess #gotomarket

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

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

#exhibition #industryevent

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

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

#B2Bcompetition #B2Bstrategy

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

#intrapreneurship #corporateinnovation

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

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

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

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

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

#Strategy #StrategicThinking #Competing

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

#PMI #EXPO2020 #GCC #SMB #EXPORT

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

#SMB #scaling #bottleneck

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

#disruption #price #competitiveness

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

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

#MVP #blueoceanstrategy #unicorn

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

#productmarketfit #jobtobedone

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

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

#BusinessModel #BMC #organizationdesign #processes #priorities

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

#Euroavia #engineers #innovation

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

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

#leanstartup #failfast

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

#leanstartup #gottomarket

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

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

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

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

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

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

#prospecting #B2Bservices

Learn when to make the first offer
in B2B negotiations

#firstoffer #pricetag

Perhaps a Playbook may help
check this index

#sellingtonewcustomers #playbookindex

Buyers evolved from lizard to
mammals, to humans: to decide.

#objections #storytelling #prospecting

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

#positioning #brand #brandstrategy

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

#inboundmarketing #digitalmarketing

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

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

#template #articles #intangibleassets

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

#CRM #Salesforce #salesKPI

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

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

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

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

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

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

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