7 Ways to Command Higher Computer Consulting Rates from Your Clients (Slides)
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Are you tired of working for IT minimum wage? Find out how you can get your small business clients to value your service enough, so they pay significantly more per hour. Go through this slide deck now to learn 7 powerful ways to command much higher computer consulting rates. You'll be glad you did. Copyright (C) SP Home Run Inc.
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How a Computer Consulting Business Can Take on National Competitors [Slides]
Do you own or manage a computer consulting business?
Do you need more B2B clients?
Read these slides to learn how a computer consulting business can take on national competitors.
You'll be glad you did, promise.
Copyright (C) SP Home Run Inc.
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Learn About Go-to-Market Strategy Reboot Camp http://www.GTMReboot.com
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How a Computer Consulting Business Can Take on National Competitors [Slides]
Do you own or manage a computer consulting business?
Do you need more B2B clients?
Read these slides to learn how a computer consulting business can take on national competitors.
You'll be glad you did, promise.
Copyright (C) SP Home Run Inc.
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And LinkedIn, partnering with Edelman, concluded that “thought leadership remains critical to customer engagement, but breaking through the noise is harder than ever.”
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And that’s the reason why we created Go-to-Market Strategy Reboot Camp so that you can get access to the same kind of professional guidance that you’d normally have to invest at least $60K+/year for a marketing agency retainer or $120K+/year for a CMO.
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Your ideal clients no longer research and purchase your products and services the way they used to. Is your company prepared for this reality? Or is your team completely asleep at the wheel?
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The Fundamentals of Go-to-Market Strategy (1 hour 17 minutes)
Content, Competition, and Branding (49 minutes)
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The Digitally-Transformed Sales Team (1 hour 25 minutes)
The Role of Technology and the Customer Success-Centric, Companywide Digital Mindset (48 minutes)
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The latest research from Gartner found that 83% of a typical B2B purchase decision -- researching, comparing options, and evaluating pricing -- happens before a potential buyer engages with a vendor.
And McKinsey & Company has discovered that 70% to 80% of B2B decision-makers now prefer to make decisions digitally.
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Build your playbook with go-to-market strategy as a team sport (Day 2)
Plan your organizational chart to optimize for today's market realities (Day 3)
Get in front of the right strangers (Day 4)
Use video content to differentiate and create a competitive advantage (Day 5)
Update your sales strategy to match the way your ideal customers buy (Day 6)
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Enroll Now to Get Free, Instant Access to Go-to-Market Strategy 101 (for B2B SaaS Startups and Scaleups)
at gotomarket101.com
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And if you’re serious about B2B Sales Strategy Amid Changing Research and Purchase Decision-Making...
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The Great Organizational Chart Debate
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Learn why many leaders of B2B SaaS, FinTech, and infrastructure startups, scaleups, and small businesses need to realign their teams to compete and win in today's marketplace. You’ll get introduced to different organizational chart decision points, and forks in the road. Whether your marketing team serves the sales team or your entire company. Whether sales development is truly a sales function or a marketing function. And why the digital buyer’s journey weighs so heavily on the founders and CEOs debating their organizational charts -- and how to build their go-to-market teams.
In many startups, scaleups, and small businesses, their go-to-market strategies, playbooks, and resulting hires simply don’t reflect today’s realities where buyers are in the driver’s seat.
How does your company stay relevant in a world where 83% of the research, comparing options, and evaluating pricing happen before prospects want to engage with a salesperson from your company?
Marketing teams create and distribute helpful, educational, thought leadership content that helps prospects self-explore potential solutions to their problems, paths forward to achieve their goals, and answers to their questions.
In many startups, scaleups, and small businesses, their go-to-market strategies, playbooks, and resulting hires simply don’t reflect today’s realities where buyers are in the driver’s seat.
How does your company stay relevant in a world where 83% of the research, comparing options, and evaluating pricing happen before prospects want to engage with a salesperson from your company?
Marketing teams create and distribute helpful, educational, thought leadership content that helps prospects self-explore potential solutions to their problems, paths forward to achieve their goals, and answers to their questions.
What happens if no one from your company creates and distributes comparison guides, return on investment (ROI) calculators, case studies, or hosting webinars and other events?
It’s pretty simple. McKinsey found that you’ll be invisible (most likely) with nearly all prospects.
Suppose you want your company to have a solid foothold in the first 83% of a typical B2B purchase decision -- researching, comparing options, and evaluating pricing -- that happens before a potential buyer engages with a vendor. In that case, you’ll need buy-in for Marketing Serving the Company.
Go-to-Market Strategy as a Team Sport
Buyer preferences have completely changed. To keep up with these changes, your go-to-market strategy -- your GTM -- becomes more important than ever. The B2B tech startups and scaleups that consistently thrive and win in this kind of environment now approach their go-to-market strategy, their entire playbook, as a team sport.
Learn why your entire go-to-market approach needs to be built as a multi-disciplinary team sport -- and what players your team must have to succeed with its growth plans and achieve its goals.
Your sales team won't get in front of most potential buyers without effective marketing in today’s buying environment for SaaS, FinTech, and infrastructure technology.
And in a sales-driven go-to-market playbook, your marketing team won’t get sales opportunities over the finish line to closed won without great collaboration with your sales team.
And in a world where most technology is subscribed to as a service, in a recurring revenue-based business, operating expenditures rather than capital expenditures, the initial sign-up, the sales opportunity going to closed won is just the starting point -- not the finish line, not even close.
So your customer success (CS) team must partner with sales so that your clients have a seamless experience with their onboarding -- for a predictable path to the initial value, intended value, and extended value -- driving potential expansion revenue.
And no matter how talented and exceptional your marketing, sales, and customer success professionals are, you still need a great product or service to sell, that solves true business problems, creates great impact within your clients’ companies, and delivers a solid return on investment. For that, your product team takes the lead, along with incredibly valuable feedback from the other customer-facing players on your GTM team in marketing, sales, and customer success.
Rapidly Changing Buyer Behavior
Buyer behavior is changing fast! These rapidly changing customer behaviors have caught many B2B SaaS, FinTech, and infrastructure companies completely off guard. Is your go-to-market strategy -- your GTM -- keeping up? Or is your team living in the past?
Learn why rapid changes in buyer behavior impact nearly all B2B tech startups, scaleups, and small businesses -- and just as importantly, the change your company needs to make to capitalize on these shifts in customer preferences.
Contents
Rapidly Changing Buyer Behavior
83% of B2B purchase decision happens before vendor engagement (Gartner)
70%-80% of B2B decision-makers prefer to make decisions digitally (McKinsey)
Thought leadership critical to customer engagement (LinkedIn and Edelman)
B2C tech buyer preferences now influencing B2B tech buyer preferences
Customer experience (CX) reinvented by Airbnb, Amazon, DoorDash, Instacart, Netflix, and Uber
Best prospects do self-directed research before open to having a sales conversation
Buyers are now experts so sales teams need new go-to-market strategy to stay relevant
Go-to-Market Strategy 101 for B2B SaaS Startups and Scaleups
http://www.gotomarket101.com
Go-to-Market Strategy Blueprints (Overview)
http://www.GoToMarketVault.com Learn about Go-to-Market Strategy Blueprints
Cut 30+ Days of Go-to-Market Research Down to 30 Seconds of Time:
Download One or More Go-to-Market Strategy Blueprints
We now live in a digitally-transformed world. As a result, clarity and focus with your go-to-market (GTM) strategy are more critical than ever.
So many people now do tons of self-directed research.
Most buyers' journeys are now at least 60% over before your team meets a warm prospect.
This dramatic shift in buyer behavior poses many challenges.
If your company needs an updated sales and marketing playbook, your go-to-market strategy may be long overdue for an upgrade.
The Edelman-LinkedIn B2B Thought Leadership Impact Study shed more light on these issues:
Nearly half of B2B decision-makers spend an hour or more each week engaging with thought leadership content.
89% say that thought leadership content enhanced their perception of a company.
And 49% acknowledged that this kind of content influences their purchase decisions.
But how do you know what kind of content to invest in?
What kind of thought leadership attracts more of the right people?
What are the right places, times, and, most of all: in the proper context?
Are you, your team, and your company, the definitive go-to experts in your space?
Your company's go-to-market plan can be a mighty growth engine.
But traditional customer insight research can be expensive and time-consuming.
It can take a few weeks to a few months to complete.
And for a startup that has yet to achieve or confirm product/market fit, you don't know what you don't know.
However, pattern matching can be exceptionally valuable when planning your go-to-market framework.
So you'll uncover the most common behaviors, goals, challenges, and motivations.
And that's the reason why we've created the Go-to-Market Strategy Blueprints:
Expanding into new markets?
Go-to-Market Strategy Blueprints provide an affordable, rapid way to speed your learning.
Plus, you run better demand-generation experiments.
So browse this page and discover Horizontal and Vertical Go-to-Market Strategy Blueprints.
You can then subscribe to one or more of the Go-to-Market Strategy Blueprints a la carte.
Or subscribe to the Complete Vault with all of SP Home Run's Horizontal and Vertical Go-to-Market Strategy Blueprints.
Either way, you'll save yourself dozens to hundreds of hours of go-to-market research.
Plus, get access to our step-by-step Getting Started Training methodology. And you'll even get time-saving implementation worksheets.
And best of all, you're fully protected by our 365-Day Money-Back Guarantee.
So what are you waiting for?
If you're serious about accelerating growth, start now with one or more of SP Home Run's Go-to-Market Strategy Blueprints.
Learn more about Go-to-Market Strategy Blueprints http://www.GoToMarketVault.com
10 Ways for Managed, Hosted, and Cloud Providers to Find the Right Niches and...
The lines between telecom, managed, hosted, and cloud providers continue to blur. As business models mature, this makes it increasingly tough to stay focused, identify the right clients and partners, and maintain pricing power. During this session, we’ll look at 10 strategies to concentrate on the right niches and avoid commoditization. You’ll learn how to assess your product/market fit, analyze your competitive positioning, attract the right strangers, generate more highly-qualified leads, accelerate more opportunities, and more effectively scale revenue growth across both new and existing clients.
Presented by
Joshua Feinberg
Chief Thought Leader
SP Home Run Inc.
at
#MSPEXPO 2018 / #ITEXPO 2018 #FortLauderdale
Joshua Feinberg shares a ton of great content and best practices about finding the right niches and avoiding commoditization. Best way to get access:
Connect with Joshua Feinberg on LinkedIn
#managedservices #managedserviceprovider #webhost #hostingprovider #cloudservices #cloudserviceproviders #niche #differentiation #commoditization #sphomerun #joshuafeinberg
Ellen Burstyn: From Detroit Dreamer to Hollywood Legend | CIO Women Magazine
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Conversion Paths for Lead Generation
If you want your lead generation to power your company’s growth in today’s buyer’s journey, you need well-thought-out conversion paths.
Learn why conversion paths play such an essential part in lead generation, how to assemble the critical building blocks of effective conversion paths, and what conversion path best practices look like.
And if you’re serious about Conversion Paths for Lead Generation...
Learn more when you enroll now in our free 7-day eCourse: Go-to-Market Strategy 101 for B2B SaaS Startups and Scaleups -- at gotomarket101.com
Intentional B2B Lead Generation
Intentional B2B lead generation helps companies educate and build trusted relationships with the right people, in the right places, at the right time, and in the proper context. But many in B2B lead generation use an outdated playbook that provides a lousy prospect experience and burns goodwill.
Learn why intentional B2B lead generation starts by reverse engineering the down-funnel outcomes you want to achieve, how different kinds of website assets generate leads for different buyer’s journey stages, and what intentional B2B lead generation done right looks like.
And if you’re serious about Intentional B2B Lead Generation...
Learn more when you enroll now in our free 7-day eCourse: Go-to-Market Strategy 101 for B2B SaaS Startups and Scaleups -- at gotomarket101.com
10X Pillar Content Strategy and Downloadable Content Double-Dipping
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And if you’re serious about 10X Pillar Content Strategy and Downloadable Content Double-Dipping ...
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Progressive Profiling and the Buyer’s Journey
Progressive profiling can help your company stay with future customers throughout their buyer’s journey (and beyond). Yet relatively few tech startups use progressive profiling to improve prospect engagement with less friction at the conversion point.
Learn why progressive profiling helps provide a more delightful experience for your prospects and customers, how to implement progressive profiling for buyer’s journey acceleration, and what simple yet highly effective progressive profiling looks like.
And if you’re serious about Progressive Profiling and the Buyer’s Journey...
Learn more when you enroll now in our free 7-day eCourse: Go-to-Market Strategy 101 for B2B SaaS Startups and Scaleups -- at gotomarket101.com
HubSpot Lifecycle Stages
HubSpot lifecycle stages help keep your customer relationship management (CRM) database properly segmented, so you can confidently send the right emails to the right person.
Learn why the HubSpot lifecycle stage contact property plays such an important role in healthy customer relationship management, how to use the lifecycle stage to protect the customer experience (CX), and what lifecycle stage contact properties look like.
And if you’re serious about HubSpot Lifecycle Stages...
Learn more when you enroll now in our free 7-day eCourse: Go-to-Market Strategy 101 for B2B SaaS Startups and Scaleups -- at gotomarket101.com
Cold Emails and the Buyer’s Journey
Many go-to-market professionals at tech startups use cold emails, with mixed results, for lead generation. However, keep the buyer's journey stages in mind if you plan to do the same and want to stay contextually relevant.
Learn why cold emails appeal to sales professionals at tech startups, how to send more successful cold email campaigns for the right buyer’s journey context, and what effective cold email marketing campaigns promote.
What is B2B Flywheel Marketing?
Buyer’s journeys today look more circular than linear, where the results you achieve for your customers dramatically impact your ability to attract more prospective customers and grow faster. Go-to-market professionals visually represent this process as B2B flywheel marketing.
Learn why digital word of mouth plays such an important role in many B2B buyer’s journeys, how to represent this more circular journey as a flywheel, and what B2B flywheel marketing looks like.
And if you’re serious about B2B Flywheel Marketing,
Learn more when you enroll now in our free 7-day eCourse: Go-to-Market Strategy 101 for B2B SaaS Startups and Scaleups -- at gotomarket101.com
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And if you’re serious about optimizing your B2B Growth Funnel?...
Learn more when you enroll now in our free 7-day eCourse: Go-to-Market Strategy 101 for B2B SaaS Startups and Scaleups -- at gotomarket101.com
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And if you’re serious about How Tech Startups Compete in the Digital Buyer’s Journey...
Learn more when you enroll now in our free 7-day eCourse: Go-to-Market Strategy 101 for B2B SaaS Startups and Scaleups -- at gotomarket101.com
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In order for SaaS startups to grow and scale, founders need to recruit, hire, and retain the right people --the right team members. When it comes to drafting and signing the right team members, in the right roles, there’s a lot that SaaS startup founders can learn from professional baseball.
Learn why SaaS startups need to think about recruiting and retention like baseball general managers (GMs), how to allocate go-to-market team members throughout the entire buyer’s journey, and what staffing for the full buyer’s journey looks like.
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Startup Content Marketing Strategy for Strangers
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The Great Organizational Chart Debate
Could your company’s org chart be getting in the way of growth? Many B2B tech startups frustrate the heck out of their prospects and customers, while sabotaging their growth -- all because of the same root cause: leadership living in the past, clinging to a defective org chart -- based on a playbook from 10 or more years ago. Don’t let your company fall victim to the same mistake. Get on the correct side of the great organizational chart debate.
Learn why many leaders of B2B SaaS, FinTech, and infrastructure startups, scaleups, and small businesses need to realign their teams to compete and win in today's marketplace. You’ll get introduced to different organizational chart decision points, and forks in the road. Whether your marketing team serves the sales team or your entire company. Whether sales development is truly a sales function or a marketing function. And why the digital buyer’s journey weighs so heavily on the founders and CEOs debating their organizational charts -- and how to build their go-to-market teams.
In many startups, scaleups, and small businesses, their go-to-market strategies, playbooks, and resulting hires simply don’t reflect today’s realities where buyers are in the driver’s seat.
How does your company stay relevant in a world where 83% of the research, comparing options, and evaluating pricing happen before prospects want to engage with a salesperson from your company?
Marketing teams create and distribute helpful, educational, thought leadership content that helps prospects self-explore potential solutions to their problems, paths forward to achieve their goals, and answers to their questions.
In many startups, scaleups, and small businesses, their go-to-market strategies, playbooks, and resulting hires simply don’t reflect today’s realities where buyers are in the driver’s seat.
How does your company stay relevant in a world where 83% of the research, comparing options, and evaluating pricing happen before prospects want to engage with a salesperson from your company?
Marketing teams create and distribute helpful, educational, thought leadership content that helps prospects self-explore potential solutions to their problems, paths forward to achieve their goals, and answers to their questions.
What happens if no one from your company creates and distributes comparison guides, return on investment (ROI) calculators, case studies, or hosting webinars and other events?
It’s pretty simple. McKinsey found that you’ll be invisible (most likely) with nearly all prospects.
Suppose you want your company to have a solid foothold in the first 83% of a typical B2B purchase decision -- researching, comparing options, and evaluating pricing -- that happens before a potential buyer engages with a vendor. In that case, you’ll need buy-in for Marketing Serving the Company.
Go-to-Market Strategy as a Team Sport
Buyer preferences have completely changed. To keep up with these changes, your go-to-market strategy -- your GTM -- becomes more important than ever. The B2B tech startups and scaleups that consistently thrive and win in this kind of environment now approach their go-to-market strategy, their entire playbook, as a team sport.
Learn why your entire go-to-market approach needs to be built as a multi-disciplinary team sport -- and what players your team must have to succeed with its growth plans and achieve its goals.
Your sales team won't get in front of most potential buyers without effective marketing in today’s buying environment for SaaS, FinTech, and infrastructure technology.
And in a sales-driven go-to-market playbook, your marketing team won’t get sales opportunities over the finish line to closed won without great collaboration with your sales team.
And in a world where most technology is subscribed to as a service, in a recurring revenue-based business, operating expenditures rather than capital expenditures, the initial sign-up, the sales opportunity going to closed won is just the starting point -- not the finish line, not even close.
So your customer success (CS) team must partner with sales so that your clients have a seamless experience with their onboarding -- for a predictable path to the initial value, intended value, and extended value -- driving potential expansion revenue.
And no matter how talented and exceptional your marketing, sales, and customer success professionals are, you still need a great product or service to sell, that solves true business problems, creates great impact within your clients’ companies, and delivers a solid return on investment. For that, your product team takes the lead, along with incredibly valuable feedback from the other customer-facing players on your GTM team in marketing, sales, and customer success.
Rapidly Changing Buyer Behavior
Buyer behavior is changing fast! These rapidly changing customer behaviors have caught many B2B SaaS, FinTech, and infrastructure companies completely off guard. Is your go-to-market strategy -- your GTM -- keeping up? Or is your team living in the past?
Learn why rapid changes in buyer behavior impact nearly all B2B tech startups, scaleups, and small businesses -- and just as importantly, the change your company needs to make to capitalize on these shifts in customer preferences.
Contents
Rapidly Changing Buyer Behavior
83% of B2B purchase decision happens before vendor engagement (Gartner)
70%-80% of B2B decision-makers prefer to make decisions digitally (McKinsey)
Thought leadership critical to customer engagement (LinkedIn and Edelman)
B2C tech buyer preferences now influencing B2B tech buyer preferences
Customer experience (CX) reinvented by Airbnb, Amazon, DoorDash, Instacart, Netflix, and Uber
Best prospects do self-directed research before open to having a sales conversation
Buyers are now experts so sales teams need new go-to-market strategy to stay relevant
Go-to-Market Strategy 101 for B2B SaaS Startups and Scaleups
http://www.gotomarket101.com
Go-to-Market Strategy Blueprints (Overview)
http://www.GoToMarketVault.com Learn about Go-to-Market Strategy Blueprints
Cut 30+ Days of Go-to-Market Research Down to 30 Seconds of Time:
Download One or More Go-to-Market Strategy Blueprints
We now live in a digitally-transformed world. As a result, clarity and focus with your go-to-market (GTM) strategy are more critical than ever.
So many people now do tons of self-directed research.
Most buyers' journeys are now at least 60% over before your team meets a warm prospect.
This dramatic shift in buyer behavior poses many challenges.
If your company needs an updated sales and marketing playbook, your go-to-market strategy may be long overdue for an upgrade.
The Edelman-LinkedIn B2B Thought Leadership Impact Study shed more light on these issues:
Nearly half of B2B decision-makers spend an hour or more each week engaging with thought leadership content.
89% say that thought leadership content enhanced their perception of a company.
And 49% acknowledged that this kind of content influences their purchase decisions.
But how do you know what kind of content to invest in?
What kind of thought leadership attracts more of the right people?
What are the right places, times, and, most of all: in the proper context?
Are you, your team, and your company, the definitive go-to experts in your space?
Your company's go-to-market plan can be a mighty growth engine.
But traditional customer insight research can be expensive and time-consuming.
It can take a few weeks to a few months to complete.
And for a startup that has yet to achieve or confirm product/market fit, you don't know what you don't know.
However, pattern matching can be exceptionally valuable when planning your go-to-market framework.
So you'll uncover the most common behaviors, goals, challenges, and motivations.
And that's the reason why we've created the Go-to-Market Strategy Blueprints:
Expanding into new markets?
Go-to-Market Strategy Blueprints provide an affordable, rapid way to speed your learning.
Plus, you run better demand-generation experiments.
So browse this page and discover Horizontal and Vertical Go-to-Market Strategy Blueprints.
You can then subscribe to one or more of the Go-to-Market Strategy Blueprints a la carte.
Or subscribe to the Complete Vault with all of SP Home Run's Horizontal and Vertical Go-to-Market Strategy Blueprints.
Either way, you'll save yourself dozens to hundreds of hours of go-to-market research.
Plus, get access to our step-by-step Getting Started Training methodology. And you'll even get time-saving implementation worksheets.
And best of all, you're fully protected by our 365-Day Money-Back Guarantee.
So what are you waiting for?
If you're serious about accelerating growth, start now with one or more of SP Home Run's Go-to-Market Strategy Blueprints.
Learn more about Go-to-Market Strategy Blueprints http://www.GoToMarketVault.com
10 Ways for Managed, Hosted, and Cloud Providers to Find the Right Niches and...
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Presented by
Joshua Feinberg
Chief Thought Leader
SP Home Run Inc.
at
#MSPEXPO 2018 / #ITEXPO 2018 #FortLauderdale
Joshua Feinberg shares a ton of great content and best practices about finding the right niches and avoiding commoditization. Best way to get access:
Connect with Joshua Feinberg on LinkedIn
#managedservices #managedserviceprovider #webhost #hostingprovider #cloudservices #cloudserviceproviders #niche #differentiation #commoditization #sphomerun #joshuafeinberg
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Dpboss Matka Guessing Satta Matta Matka Kalyan Chart Indian Matka
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AI Transformation Playbook: Thinking AI-First for Your Business