Informative, helpful, and often actionable insights, recommendations, best practices, and “how-to” articles
As leaders we’re expected to provide clarity and comfort during uncertain moments. Well, we’ve got an uncertain moment, bigger than any of us could likely have ever imagined. How to give direction, as well as comfort and reassurance, in a time of coronavirus? When you’re not sure yourself if all Read more…
Have you ever been in a meeting where the flow of energy of a discussion seems to dip or get blocked around one or two attendees? Not only are they not actively contributing comments or questions, something gets communicated non-verbally, perhaps not intentionally, that inhibits the free flow of ideas. Read more…
Startup founders face unending challenges from all directions. It is not possible to counter and address every single one of them, yet, knowing which ones to prioritize is important. One area of critical importance to young technology companies is setting up an Intellectual Assets (IA) strategy from the earliest days Read more…
I wasted time, now time doth waste me. – William Shakespeare Meetings move at the speed of the slowest mind in the room. – Dale Dauten, Business Author I think both Shakespeare and Mr. Dauten had the chance to go to some bad meetings. It is easy (and totally justifiable) Read more…
Kate Sackman1.14.2020 Change can be tough, whether in a company or in one’s everyday life. People get comfortable doing the same thing all the time and may feel that change will require them to act drastically different. But in a company, if your organization is attuned to change and builds Read more…
Have you seen a great customer closeness idea in practice lately, or know a company who does a great job earning loyalty? Let me know about it in the comments or write bryan.rutberg@advantary.co. Customer Lifetime Value (sometimes known as Customer Long-Term Value and commonly abbreviated to CLV, CLTV or LTV) Read more…
Life is challenging – and being an entrepreneur often intensifies those challenges. Doing, thinking, planning, anticipating, living in the past, and projecting into the future all create stress, worry, and fear.
In my last post about pitching your company to investors and not your product, I half-jokingly concluded that my next post was going to be on pitching your product to customers and not your company. A few readers have since asked (thanks mom and dad) when I’m going to share Read more…
Pricing Strategy: Avoiding Common Mistakes Proper pricing is one of the most leveraged attributes in any commercial strategy. Everything else being equal to a higher price will drive a higher contribution than any other factor. Yet, pricing mistakes are all too common: Reduce the price instead of increasing value/utility Innovation Read more…
80% Growth in Average Selling Price A Salesforce Enterprise SaaS app company was selling a “tactile marketing” app to marketing teams in the enterprise marketplace. This app helped enterprise sales execs close more deals. Their offering was impressive and they had engaged some amazing logos. Despite their successes, they had Read more…