I've done a lot of customer development in this market. Here's what's worked for me well. Find your potential customer (actual decision maker) on Linkedin. Send them a "friend" connection request with something like: "I acknowledge we don't know each other yet but I am the Founder of a new co...
It's a difficult one to answer because Hubspot is a continuously evolving platform. What isn't working so well today will be great tomorrow. The speed at which they are developing is mind blowing. I've been watching this now for 1.5 years and it's pretty amazing. They're doing some pretty cool s...
There is a LOT to unpack here, and without knowing a lot more about your process, ideal client, the problem you're solving for them, it is hard to give a detailed and concise answer. But I'll give an "In general" one: Sales are often held up my a lack of accountability or the ability to make a ...
What sort of SMBs are you looking for? There are over 5.68m SMBs in the US and you would be hard pressed to find a public list of each one. However, if you know a location and/or an industry, you can start with a place like hoovers.com or yellowpages.com. Hope this helps! Let me know if you ha...
There are many strategies that work for new sales people using LinkedIn, one of my favorite is active lead gen. For high ticket sales, new hires do well to talk to the sales manager about who the company's best clients are. Armed with this knowledge, the sales person can profile the common trai...
Inbound marketing is currently the greatest ROI method of generating demand for your offering. This really boils down to putting out high authority content through Search and Social channels so you can start to engage with prospects and steer them inwards to your automation system. From there ...
Using their logo implies that they are truly partners / customers of yours. Is this the case? It not, it is grossly misleading. Otherwise, I would check with them, out of courtesy. They may not want their competitors knowing what software services they use. I don't believe you are legally obli...
Few suggestions: - When you say your customers like your product, how do you know that. - I would recommend asking customers specific questions that correspond to the strengths and features of your product, e.g. 'Are you concerned with your on-premise costs of HW maintenance ?' while you're addr...
It sounds like you are going after high value targets who have layers and layers of insulation between your company and decision makers. If it were me, I would find someone either on here or on Linkedin who have existing relationships in your core industries and work out compensation deals with t...
I would suggest the first question to ask is "what problem do I solve?" And of those people I solve problems for "who do I create the most value for?" In the non-profit world you need to add "How does my business help the non-profit run better and/or help the group the non-profit focuses on?" Fo...