How to create an ideal customer profile (and stop selling to the wrong customers)

If I were to ask you who your ideal customer is, what would you say? When I ask most new founders this question, I usually get an answer like, “Any technology company between 2-200 employees.” I appreciate the optimism, but I have some bad news: When you try and sell to everyone, you end up […]

How to Find New Customers on Social Media

Every business needs to find new customers and social media has become the go to channel for reaching new buyers using content as the main hook. Since the arrival of social selling and big data tools, social networks are now the main channels on which to identify and engage with new customers. While social platforms […]

Managing a Startup Business

If you can’t find a way, then make a way! Starting a business, any business is a brave step. But how do you manage a start-up business as well as find customers or put in place a customer acquisition strategy on tight or even zero budgets. Working with early stage and start-up companies I know […]

LinkedIn for Lead Generation

LinkedIn can be a powerful sales tool when used as part of lead generation and networking activities. As social selling and reaching social influencers becomes ever more important in raising awareness of a company, brand, product or service it is important to use LinkedIn effectively. However, before any lead generation can happen, it is important […]

Sales Consultant

The bitter business acts as a sales consultant providing sales as a service in the areas of business development, sales strategy; social selling and high level lead generation. Entrepreneurs and early stage companies have no shortage of ideas on products and solutions but may struggle with ramping up sales and customer acquisition. In today’s digital […]

Sales Strategy

To have an effective sales strategy a business needs to consider its products, its market and how the sales effort will be directed to ensure it captures profitable growth selling to customers. Sales strategy is a business decision on (1) who the sales teams are going to sell to (2) what are they going to […]

Customer Targeting

Customer targeting or who a business sells to whether it is B2B or B2C, is a key part of the business planning process. Customer profiling and target selection is critical as it defines the marketing strategy, resources, costs and customer target selection lists for the sales team. A businesses services or products may have appeal […]

Why Customers Buy

Customers buy solutions to problems or solutions for outcomes they need to make their business or lives better. While pricing is important it usually ranks 3 or 4 on buyer’s criteria. Too many businesses rely on the assumption in the era of digital self-education that the most important thing to a customer is price. But […]

Marketing Plan

A marketing plan is a series of tactics that deliver agreed goals for the business First thing for any small business to note is that marketing plans do not have to be a complicated fifty page document. Marketing plans and go-to-marketing strategies may get more advanced and complicated as a business grows but for the vast majorities […]