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So How Do You Compete? Making Sales An Integral Part Of Differentiation
Recently we conducted a workshop on “Breaking Free of Your Growth Constraints.” During a fairly in-depth discussion on how to create a scalable sales function, we posited the concept that sales should be a genuine source of differentiation for B2B companies. One member of the audience, who has incredible experience leading US-wide sales for a multi-national tech company, said “Sales as a differentiator…huh…never really looked at it that way.” With that light shed, he continued on by explai...
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Posted in: Fueling Growth, Will Shook | Tags: IP , strategic value , win rates , sales cycle time , forecast risk , differentiation , compete , entrepreneurs , entrepreneurship , B2B , McKinsey , pipeline , sales , differentiator , Sales | Comments (0) | View Count: (3166)
Seven Constraints to Business Growth by Mike Shook
Every leader of an emerging business knows that there are fundamentals that must be mastered to foster business growth and success. A quality solution offering. Excellent customer service. Focused sales. Targeted and compelling marketing. Money! If growth were merely a matter of assembling the talent needed to master those broad brushstrokes – and to secure financing – the path to success would be fairly straightforward. Yet according to a recent study by Inc. magazine and the National Busi...
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Posted in: Mike Shook | Tags: Entrepreneur , start up , seven , constraints , sales , segmentation , segments , customer , competition , differentiator , value proposition , value prop , alignment , passion , commitment , team , Growth | Comments (0) | View Count: (11003)
Are You Selling to the Right Market?  How to Know for Sure- Venture Atlanta Guest Post by Mike Shook
We agree with Peter Cohan, author of the Inc. article “4 Ways to Know You're Selling to the Right Market”, on his thoughts on the importance of selling to the right market and solving the right customer problems. As entrepreneurs begin the process of scaling their business it’s not good enough to just find a customer problem to solve, the key is to find a big problem to solve So often we see entrepreneurs that go to market with a solution in search of a problem. Success dictates that this go...
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Posted in: Mike Shook | Tags: | Comments (0) | View Count: (3427)
Know Thy Competition- Guest Blog at Venture Atlanta
My work with several Southeastern-based tech entrepreneurs has surfaced a common thread: pesky competitors are blocking their path to success. Each entrepreneur has developed a very credible solution (B2B) and achieved enough market penetration to be cash flow positive, yet their growth has flat lined. Their leadership teams are capable and committed, yet they are still scratching their heads on how to achieve breakthrough sales velocity. Each has examined their respective set of competitors,...
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Posted in: Fueling Growth, Will Shook | Tags: Venture , Atlanta , Know , Competition , Strategy | Comments (0) | View Count: (2378)

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