The Delta’s Post

Take the pain: Why you’re not ready to outsource marketing/sales. In my last startup, we had customers day 1 (M&A spinoff)  We put in the work and launched an ‘industry’s first’ SaaS To bump growth, I chose to outsource marketing and sales. Big, huge mistake!  Here’s why: 1\ No one understood the product or customers better than me/us.  2\ Our current customer’s weren’t [necessarily] our next customers.. .so we did not have market fit thus no agency or contractor could “market” us into growth.  3\ Without knowing 𝘦𝘹𝘢𝘤𝘵𝘭𝘺 who our ICP was, our sales/marketing efforts were simply guesswork.  Unfortunately, the results were: → High acquisition costs.   → Poorly qualified leads.   → Sales cycles that drag on forever (or never); Time, money, resources, ouch! If you’re a technical founder, here’s a harsh reality 🥊:  → You need to lock in your niche and validate product-market fit 𝘣𝘦𝘧𝘰𝘳𝘦 throwing money at external help. → Only you can iterate fast enough. → Only you can get deep in the trenches with your ideal customers to understand what resonates. Once you know: → Who your perfect customer is,   → Why they’re buying,   → And how your product solves a specific pain point,  𝘛𝘩𝘦𝘯 it’s time to scale up with marketing and sales resources. Painful?  Not if you have the right mindset and discipline. Don’t outsource the heart of your business too early. Get clear on your ICP. Nail product-market fit. Once you’ve got that dialed in, the marketing and sales strategies will follow. It pays off, I promise you. Hope this helps.   ____________________________   I help technical founders be CEOs and win.

On my Mrs Entrepreneur community on Facebook the topic for May is "marketing do's and don'ts"... so I thought it would be could to share the posts here too. Use what resonates with you ♥ 👇 Customer feedback is not just important; it's essential. Think of it as the compass guiding your business decisions and strategies. Each piece of feedback, positive or negative, is a valuable insight into what your customers truly need and want. Drives Improvement: Feedback highlights both strengths and weaknesses, allowing businesses to focus their efforts on areas that need improvement. It's about turning your customers' experiences into actionable insights that drive your business forward. Enhances Customer Satisfaction: By listening and responding to feedback, you show customers that their opinions are valued. This can significantly boost their satisfaction and loyalty, as they feel directly involved in shaping the products or services they consume. Fosters Innovation: Customer feedback often presents new ideas or ways of thinking about your offerings. It can inspire innovation, helping you to stay ahead of the curve and differentiate from competitors. Builds Trust: Transparency in handling and responding to feedback can build trust and credibility with your audience. It shows that your business values honesty and is committed to continual improvement. Supports Decision Making: With feedback, decision-making becomes more data-driven. Businesses can prioritize resources more effectively, ensuring that they address the most pressing customer needs and maximize impact. Thus, embracing customer feedback can transform it from mere suggestions into a powerful tool for growth and innovation. So, make sure to listen, analyze, and act on the feedback you receive—your business’s success depends on it!

"All problems are people problems" I was talking to a friend and colleague today about the various clients she and I service. Her clients range from high performance computing to marketing. My clients range from energy to evangelism. We found it truly fascinating that at their root problems from across this range could be sorted into obvious buckets regardless of industry vertical. I was inspired to consider this in some detail and realized that "all problems are people problems" (APAPP) is a premise that leads to Conway's Law. The organization of the system of people that create and operate a system of value delivery directly influences the design, operability and ultimately the success of that system. In software development the resulting system is obvious. It is the software. However, I begin to believe that any system produced (e.g a marketing funnel) is a result of the forces of Conway's Law. So if APAPP -> Conway's Law my mind then goes to Robin Dunbar's numbers. Dunbar's research suggests that 15 is the largest size of a single team sustainable in typical conditions where human's operate. The consequence of Dunbar's research is that for any business at a scale of more than about 20 employees, there will be a natural arrangement of folks into groups based on trust. Typically this is by functional department. For example we might have a marketing department, technology department, sales department etc. Going further, given that APAPP -> Conway's Law and Dunbar's Numbers -> Conway's Law then we must think about a company thus: I must design the communication between my departments such that the way they communicate represents the system of value I wish to deliver to our customers. What is striking about this is that the number of times I go to a client and discover that: - Sales is not selling what is "on the shelf." - Marketing is making promises to the market before it the level of effort to build those promises is understood. - Customer Success is perpetually frustrated that systems they support are incomplete. - Software teams feel there is never enough time to do things right and lack empathy for those in the field. In my eyes, that last part "lack of empathy" strongly suggests that those creating the system lack information, context and the room to acquire those things. Is it so simple that applying a bit of research and some wisdom of Solomon (APAPP) explains the result of executive leadership not ensuring clear, effective communication between departments (something OKRs tries to address)? I wonder if the answer isn't found in the full quote: "All problems are people problems, and most people problems are people refusing to act like people."

🚀 Achieving product-market fit is a critical milestone for any product or startup, as it signifies that your product addresses a pressing need in the market and resonates with your target audience. Here are some key steps to help you achieve product-market fit: ✔ Understand Your Target Market: Start by thoroughly researching and understanding your target market. Identify their pain points, challenges, and unmet needs. Gather insights through market research, surveys, interviews, and feedback from early adopters. ✔ Define Your Value Proposition: Clearly articulate the value proposition of your product. What problem does it solve? How does it address the needs of your target market? Your value proposition should be compelling and easy to understand. ✔ Build a Minimum Viable Product (MVP): Develop a minimum viable product that addresses the core needs of your target market. Focus on building essential features that solve the most critical problems. The goal is to get your product into the hands of users as quickly as possible to gather feedback and validate your assumptions. ✔ Iterate Based on Feedback: Once you have launched your MVP, gather feedback from users and iterate based on their insights. Pay close attention to how users are interacting with your product, what features they find most valuable, and any pain points or areas for improvement. ✔ Measure Key Metrics: Define key metrics that indicate whether your product is gaining traction and resonating with your target market. This could include metrics such as user engagement, retention rates, conversion rates, and customer satisfaction scores. ✔ Pivot if Necessary: Be open to pivoting your product strategy based on the feedback and data you gather. If you discover that your initial assumptions were incorrect or that there is a better opportunity in a different market segment, don’t be afraid to pivot and adjust your approach accordingly. ✔ Focus on Customer Success: Prioritize customer success and satisfaction. Ensure that your product delivers real value to your customers and helps them achieve their goals. Happy customers are more likely to become loyal advocates for your brand and help drive further growth through word-of-mouth referrals. ✔ Scale Responsibly: Once you have achieved product-market fit, focus on scaling your business while maintaining the quality of your product and customer experience. Invest in marketing, sales, and customer support to reach a broader audience and drive sustainable growth. By following these steps and continuously iterating based on user feedback, you can increase your chances of achieving product-market fit and building a successful and sustainable business. Remember that achieving product-market fit is an ongoing process, and it requires dedication, persistence, and a deep understanding of your target market. #startup #productmarketfit #targetmarket #mvp #pivoting

Chasing invoices instead of your next big idea? 💡 Business growth often stalls when you're bogged down in the nitty-gritty of chasing payments. The endless cycle of sending reminders and updating spreadsheets can feel like a black hole for your time and energy. Imagine if you could break free from this cycle with Groeo. 🌠 Our platform turns the tedious task of invoice management into a streamlined process, offering automated invoicing and follow-up systems that free you to focus on what you do best—innovating and growing your business. Step into a world where your cash flow is as fluid as your ideas. Let Groeo give you back the time to innovate. Learn more at groeo.com! 💼 #InvoicingMadeEasy #BusinessInnovation #GrowWithGroeo

Launching a product is a complex process, and many new business ventures find themselves struggling to navigate the steps involved. Whether you're a startup or an established business looking to expand, having a clear strategy is vital. Check out this insightful checklist that covers critical steps to help you refine your go-to-market strategy. From identifying your target audience to setting measurable KPIs, each step empowers you to create a structured approach that can significantly increase your chances of success. Implementing these strategies means you can better position your product in the market, enhancing visibility and driving sales effectively. I'd love to hear your thoughts! What tips do you have for creating a successful go-to-market strategy? Share your experiences! https://lnkd.in/e7jc7fYY

3 Steps to Shortcutting to a Value Proposition. In startups, we rarely have the time and buy-in to spend three months researching customers, competitors and product to build a solid value proposition. But without a value prop, Marketing and Partnerships teams are throwing darts blindfolded. In place of a product marketing function, I've used these steps to build a value prop while delivering against key metrics like MQLs and engagement in various startups. 1. Quickly research what you already have - testimonials, sales calls, and customer success logs can be grouped by topics to list the biggest challenges for prospects and customers. 2. Use distribution channels to narrow this list down. E.g. email marketing. If you have three possible main challenges, segment your email list randomly and send an email based on each challenge. Use open rates and click-through rates to find the winner. Use more than one channel if needed. 3. Once you've narrowed this down, A/B test your website with your new value proposition vs. your original messaging as the control. If bounce rates drop, click-through rates grow, and you get more leads - bingo! You've found your value proposition. If not, keep testing. Have you used shortcuts like this? Has it worked out for you?

Best Strategies to turn your efforts into revenue. Turning efforts into revenue requires a strategic approach. Here are some effective strategies to help you achieve this: 1. *Set clear goals and targets*: Define specific, measurable, achievable, relevant, and time-bound (SMART) goals. Break down larger goals into smaller, manageable tasks. 2. *Identify your unique selling proposition (USP)*: Clearly define your value proposition and what sets you apart from others. 3. *Develop a marketing strategy*: Reach your target audience through various marketing channels, such as social media, content marketing, email marketing, and paid advertising. 4. *Build a sales funnel*: Guide potential customers through the buying process, from initial awareness to conversion. 5. *Focus on customer service*: Build strong relationships with customers to encourage repeat business and referrals. 6. *Continuously evaluate and optimize*: Monitor your efforts, analyze results, and adjust your strategy accordingly. 7. *Diversify your revenue streams*: Consider alternative revenue sources to reduce dependence on a single income source. 8. *Develop a pricing strategy*: Set prices that reflect the value you offer and are competitive in the market. 9. *Leverage technology and automation*: Streamline processes, improve efficiency, and reduce costs. 10. *Stay up-to-date with industry trends*: Continuously educate yourself on industry developments and best practices. Remember, turning efforts into revenue requires persistence, adaptability, and a willingness to learn and improve.

Do you own a business and want to generate leads and increase your revenue? Let's uncover the Secrets of Marketing Success! 🚀 There are several different types of sales funnels that you can use, depending on your business needs and goals. Here are the 4 main types of Sales Funnel: 1️⃣ Lead Magnet funnel- A type of funnel used to attract potential customer by offering them something in exchange for their contract information. 2️⃣Tripwire Funnel- It's used to convert customer into a paying customer by offering them a low-cost, high-value product or services. 3️⃣ Webinar Funnel- This can be used to educate you potential customer about the product and services that you've offered and also to build their trust and authority in your industry. 4️⃣ Product launch Funnel- are used generate excitement and anticipation for new product or services. Usually in a form of webinars, and a sales pages where the customer can make actual purchase. Now you know the 4 main types of sales funnel and might be wondering which one fits for your business ,come and discover the Winning Formula with Us! 💡 - Link in bio to read my full blog.

Implementing an evergreen marketing system is the smartest move you can make for your business. It allows you to build a scalable, repeatable process that consistently brings in new clients, giving you more time and freedom!🌟 1. FOUNDATION Refine your offers, positioning, and messaging to align with current trends and client needs. 👉This keeps your business relevant and attractive to ideal clients. 2. EVERGREEN CONTENT POOL Create a repository of high-quality, reusable content for consistent branding and marketing. 👉This saves time and effort while keeping your audience engaged and your brand visible. 3. AUDIENCE BUILDING & NURTURE Build a loyal and engaged audience through strategic content and email marketing. 👉This establishes strong relationships, leading to higher conversion rates and long-term client retention. 4. EVERGREEN CONVERSION MECHANISM Develop automated and live strategies that consistently convert leads into clients. 👉This provides a reliable and scalable way to generate sales without constant manual effort. 5. EVERGREEN ENROLMENT Create a robust onboarding system that sets clients up for success from the start. 👉This enhances client satisfaction and retention by ensuring they feel supported and confident. 6. EVERGREEN PROGRAMME STRUCTURES Implement efficient delivery methods and success levers that drive client results. 👉This ensures high-quality services at scale, maintaining client satisfaction and achieving consistent outcomes. T My Evergreen Success Formula equips you for sustainable success. 🚀