Field tested, hard learned and
sometime unconventional ideas
to build a go-to-market that sells
Welcome to my Little Nightly Thoughts blog!
You find here articles, tools, manuals on go to market
of industrial good and services.
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tagging @business-exploration and specifying which manual do you prefer. In this way I will be notified and I will send you a copy, Free.
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The Roadmap to Market - A guide for marketing innovation
Identifying AI, IoT, VR/AR technological trends in the Oil & Gas industry with NLP patent mining tools.
Scaling is a test, not a program. Build a scaling program that aims to answer these questions.
Understanding "when" people buy, is more important than "why" people buy. Learn why.
Without Must-Do-Jobs to be done, our go-to-market costs skyrocket. Learn how to find them.
Exhibiting in an industry event costs. Time, Personnel,Money. Learn how to assure they become investments.
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.
Bringing the ball on a playfield competitors do not even know the existance. Learn how…
99% of R&D innovation fails. You can stop this waste, reversing the flow of your corporate incubator…
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.
who are the decision makers of each phase of market penetration, and what offer to them? Get some glimpse on this article…
In selling technological solutions to the Oil & Gas Industry, you should tailor your strategies to serve a Community.
Only 3% of the population thinks strategically. Don't leave this advantage to your competition. Start here.
Having an arab friend, helps a lot in overcoming some cultural differences, when doing business in Arabia and GCC.
If your sales are chocking because your organization doesn't scale, check this…
If your price is too high, your business model may have worst problems than competitiveness: it may be doomed
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.
We joined Blue Ocean Strategy to Lean Startup principles to get an MVP that opens new markets and beats competition.
Learn why Client's environment and Supplier's Approach are critical for the perfect product market fit.
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.
Ask access to this 1 hour presentation about business model design (in Italian)
I recorder this webinar for my former Students Association: EUROAVIA. Young engineers must be aware of the risks of innovation…
Also industrial marketeers shall confess their sins. Here are 18 lessons I learned first or second hand while designing go to market plans.
We already made these mistakes, now you can avoid them when launching a new business or planning your go to market
We have developed a 4 steps program to help you create your Business Playbook. Here is how it works.
The way american scholars teach you "prospecting" is unapplicable outside USA. Outside USA you cannot sell to a rolodex, you need a Community.
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.
We are humans, and even if we pretend to take informed business decisions, we don't. We should help the buyer decide.
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".
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.
When there is only one decision maker, B2B prospecting simplifies. Here is how.
Learn when to make the first offer
in B2B negotiations
Perhaps a Playbook may help
check this index
Buyers evolved from lizard to
mammals, to humans: to decide.
A good number of reasons are a direct consequence of a lack or bad sales plan.
Demand is generated by the Customer's desire to move to a new status.
If you want to design a brand that sticks in the brain of your clients, follow theses positioning rules…
Outbound marketing is dead, but inbound marketing is here to stay. Discover how to intercept google browsers using the "sales carousel"
If you feel that beating the bush makes no order fly… it’s because you did not see the 2nd Marketing revolution pass by…
We strived to define the Minimum Deliverables of a healthy Go To Market plan. We found these 20.
The power of a cloud CRM, with the semplicity of an Excell file and a powerfull Dashboard
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!
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.
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.
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.
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.
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.
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.
We built a methodology to define the go-to-market strategy of new ventures, that in 8 days provides you with a solid action plan.9900€ Satisfied or Reimboursed
We help your team learn how to perform better, cooperating, collaborating and coordinating, using latests Business Game Simulations:Highly tailored
We learned a few lessons about sales traction and organization design. You can avoid these pitfalls and speed up your growth:Free initial assessment