Seriously Don't Do That

LinkedIn Live Event April 3, 2025 - Create Your ICP Live! The 120-Day Revenue Recovery Plan for B2B Founders: How to Fix Your Go-to-Market System Before Q4 Staring at flat revenue numbers and wondering what went wrong in Q2? You're not alone. Most B2B founders think their revenue problem is about leads, sales reps, or market timing—but 90% of the time, it's actually a broken system. In t...

April 15 , 2025 Stop the Leak: Building an Effective Lead-to-Opportunity Process Spending on marketing but not seeing consistent qualified sales conversations? You're not alone. This 30-minute session tackles one of the most expensive mistakes B2B companies make: treating marketing as an activity instead of a system. Perfect for companies experiencing: • Inconsistent lead flow despite marketi...

April 17, 2025  From Demo to Dollars: Mapping Your Customer's ACTUAL Buying Process Stuck in an endless cycle of "great meetings" that never close? Your product isn't the problem—it's the massive disconnect between how you sell and how your customers actually buy. Most tech companies optimize their sales process around their own convenience, not their buyer's reality....

In general, most times, how you use something informs how you set it up. Therefore, you should strive to drive people to and through your website. It is also very important to align with your customer’s journey as they go from being aware of a potential problem/pain/challenge to the point where they buy something. LinkedIn | WEBSITE

Having an effective website is critical in getting prospective customers and should not be overlooked. A website that is very simple, targeted, has a call to action, chat option, and internal pathways with group content will help you to grow and succeed. LinkedIn | WEBSITE

Smaller, founder led companies are always seduced by the allure of big deals. But whether you are at an initial or critical stage, don’t spend all your time fishing for that one big customer or deal. LinkedIn | WEBSITE

Early-stage companies always prefer being in ‘stealth mode’ when developing a product.  However, this is a bad idea because by the time you emerge from the bat cave, someone else who has been in ‘sales mode’ will have taken over your potential customers.  LinkedIn | WEBSITE

Part of being a successful growing business is hiring talent and letting them do what they are good at. However, when it comes to salespeople, it is more advisable to get someone that not only gets you off the launch pad but also helps you develop your own talent.  LinkedIn | WEBSITE

Not working for free seems like a no-brainer, right? Not quite! As a growing company, this is a real struggle. Remember, working for free will not win sales. LinkedIn | WEBSITE

A demo of your product or service involves investing time and money to put together. If you’re going to do a demo, understand where your buyer is in their process. Take the time to find out if your prospect has identified the problems they need to solve LinkedIn | WEBSITE

You make a sale because someone has a need for the product/service you are offering. So, instead of relying on procurement, rely on the person that actually needs and will understand the value (not the price) of the solution you are offering. Start there! LinkedIn | WEBSITE

The statement ‘Don’t pay people for things you don’t want them to do’ might seem obvious, right? Think about this from the perspective of your compensation and bonus plans. We all know that they are absolutely critical for recruiting and maintaining good folks in an organization. However, the adage Compensation drives behavior is true. LinkedIn | WEBSITE

It is a common belief that RFP’s (Request for Proposal) are the way companies buy; and to close business, you need to participate. My answer: Maybe, but probably not! There are some organizations (primarily governmental entities) that handle purchases through RFP, but this is more of an exception than a norm. LinkedIn | WEBSITE

Partners are NOT the quickest way to grow your sales revenue Yeah, it’s hard not to think that recruiting partners is a hack for early stage or growing businesses.  But think about it, these “partners” are many times already selling something, maybe even something that competes with what you sell. LinkedIn | WEBSITE

Growing your company requires confidence, NOT ego. At some point, you have to get smart people who are good at what they do, get out of the way, and let them do it. Know your role, and let great people do great work! LinkedIn | WEBSITE

Being a product expert is NOT the job of your salespeople. Their job is to find out what challenge/need a customer is trying to meet and then work with a technical expert to match that with your product or service. In this podcast, we discuss the importance of having your salespeople actually sell! LinkedIn | WEBSITE

Hiring sales people from a big competitor is a HUGE mistake. Not only for your company, but also for the salesperson themself. The skill set that makes salespeople successful in large companies is the exact opposite from what makes a salesperson successful in small companies. LinkedIn | WEBSITE

If you still don’t understand your target market, you are NOT ready for salespeople. This may sound counter intuitive for sales, but this podcast will explain: LinkedIn | WEBSITE

 A company invests time and money in a customer, explaining a product or service. Then the price is exposed to the customer at the very end, only for the customer to say it’s way off their budget and walk away. Check out this week's podcast so you don’t make the same mistake. LinkedIn | WEBSITE

An overcomplicated sales process can lead to lost sales and significantly lower revenue. Simpler is Better! Find out how you can fix this problem in your company in this episode titled: “Don’t Overcomplicate Your Sales Process”. LinkedIn | WEBSITE

 “The customer is always right” is an abused and overused statement. Taking a severe loss to please a customer can be very hurtful for your company. Learn how to negotiate a “Win-Win” scenario on this episode of “Seriously, Don’t Do That”. LinkedIn | WEBSITE

Cold calling and emailing is an outdated and ineffective way to market your product/service. Learn how to better contact your perfect customer in today’s episode of “Seriously, Don’t Do That”. LinkedIn | WEBSITE

How do you find the "Perfect Customer"? In this Episode I highlight simple tips to help your company find and sell to your ideal customer base. LinkedIn | WEBSITE

The introduction podcast for our series “Seriously, Don’t Do That” is out now. In this short episode, I outline what “Seriously, Don’t Do That” is all about. Tune in next Tuesday where I will talk about the first DDT (Don’t Do That). LinkedIn | WEBSITE