Étienne Garbugli's Blog, page 14
August 2, 2016
Are You Leaving Money On The Table?
The first — and most important — obstacle for a startup is ‘we can do without it’. – David Chabot, B2B Technology Marketer Business problems that matter have owners who have budgets and a willingness to use those budgets to remove a pain. With my previous venture, HireVoice, we had users with problems, but those […]
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July 28, 2016
How to Leverage Your Team And Advisors to Build Credibility in B2B
There are many ways to build credibility for your startup, but the fastest and most effective way is to leverage your team’s network or to recruit advisors who have already earned the respect of your prospects. With the right expert on board, it is possible to sell a product on credibility or social proof alone. […]
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July 26, 2016
How to Avoid Getting Blocked By Influencers in B2B Customer Development
You were able to turn a buying influence into a coach to help you identify the stakeholders and build a compelling product, but it doesn’t seem to lead anywhere. Other business stakeholders seem skeptical of your assessment of the situation; they sing a very different tune from the one your coaching influence sings. They seem […]
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July 13, 2016
How to Get Ready to Reach Out to Early Adopters
Customers don’t care about your solution. They care about their problems. – Dave McClure, 500 Startups Founding Partner and Investor As you prepare to engage with early adopters to validate your target market, it’s important to remember that you need their help and, not the reverse. To be successful, keep in mind that: It’s about […]
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June 30, 2016
Why Research Matters in B2B Customer Development
For any of the markets your startup will explore, you’ll need to do enough preliminary research to 1) figure out whether the opportunity is worth pursuing and 2) be able to have engaging discussions with the people working in the industry. Your objective is to avoid one of these quick dismissals when contacting prospects: This […]
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June 28, 2016
The Importance of Understanding the Competitive Landscape in B2B
The differentiation in B2B is market knowledge. If you don’t know anything about your market, you start with two strikes. – Simon Labbe, xD3 Solutions Founder and CEO If you can find the companies and people selling in the space, you can identify the customer roles and functions (e.g., Vice President, Global Communications). Example of […]
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June 16, 2016
How to Collect Valuable Feedback From Your B2B Solution Interviews
It’s show time — time to show what your team has been working on. Before showing your MVP, it’s a good idea to ask, “What would be wonderful?” and listen carefully to the prospect’s wording. This question forces them to imagine a solution to the problem — if it hasn’t already been done — and […]
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June 14, 2016
How to Work With Experts to Build Social Proof for Your B2B Startup
One of the most promising companies in America. – Forbes, on enterprise survey company Qualtrics How much credibility do you think a quote like this would give to your startup? A recommendation from Forbes, Forrester Research, Gartner or another well-respected industry analyst can help burst open the doors of the enterprise for your startup. For […]
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June 8, 2016
What to Expect From Cold Calling (or Cold Emailing) in B2B
Cold call efficiency has dramatically decreased over the years. Nowadays, with the increasing drive to inbound marketing, cold calling has a 1 in 10 or 1 in 20 success rate with cold emailing getting similar results. The more proximity and influence you have when contacting prospects, the higher the likelihood you will get an appointment. […]
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May 10, 2016
How to Leverage Your Personal Network to Find Early Adopters
It’s important to know where you want to go and build a network in this direction. – Martin Huard, Admetric Co-Founder and CEO Your personal network can help you gain credibility with early adopters. Contacts are in no way a replacement for having personal credibility — you will eventually need to interact with prospects — […]
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