Tag: sales

Breath life into values

FabrizioLeave a comment

If you have company values and you don’t talk about them often, have them in company presentations, discuss them at company events, represent them with stories and examples, wrap them around basically everything your company does, then it’s better not to have company values at all.

A small example. We started our company event yesterday with a question about who would remember our company values. Not many hands went up. In the afternoon, we planned a game where the assigned scores were based on actions that reflected our values. In the evening, everybody was pointing at things and discussing events, stressing how this or that was indicative of a given value. Some for fun, some for real.

If you have company values, breath life into them.

Tell stories

FabrizioLeave a comment

Tell about yourself with examples.

You are not self-motivated, you have started your own solo business and grown it to 200k ARR.

You are not a team player, you have joined a team and found a way to help your peers get the recognition they deserved.

You are not a marketing professional, you have researched audiences for five companies and found the most effective way to build a connection with their audiences.

Don’t tell about labels, tell stories.

That’s how you are going to win us over.

Note: It’s just as valid for products and services.

The importance of systems

FabrizioLeave a comment

If you are late and cannot find your trousers in the mess you have made of your wardrobe, most likely you will be even more late.

If your pipeline dried up and you need a few more deals to close the year, most likely you will close the year short.

If you have many employees leaving because your culture is toxic, most likely a couple of new benefits will not reverse the trend.

The point is, when shit hits the fan, it’s late to make changes. Not “too late”, because you can still organize your wardrobe before the next appointment, or start building pipeline for the next year. But still late for whatever it is you want to achieve now.

That’s why systems are so important. They support you (and others around you) when things don’t go according to plans.

And things rarely go according to plans.

Plenty of choices

FabrizioLeave a comment

More instructions.

A little longer text.

One more pop-up to tell users where to go next.

A tooltip with some additional information.

An example to explain what you mean.

These are all things that (almost) nobody will read. Ever. People are not on the web, they don’t use tools and services, they don’t download apps because they lack stuff to read. They do all that to help their own personal and professional journey. And if the website, the tool, the service, the app is designed in a way that requires hand-holding, they will just leave and move on.

The world is full with alternatives.

Founder bias

FabrizioLeave a comment

There might be many wrong aspects in these emails (and some good too), but the key thing here is that they reflect a bias – or a series of bias – that many founders fall for.

It’s the idea that just because they do work (successfully in this case, but that is not necessary) in a certain way, then everybody else is supposed to do that too.

It’s the idea that by doing more of the same they will automatically scale the results.

It’s the idea that in order for their employees to show they care, they need to conform and comply.

This is typically building an enormous blind spot for founders and their companies. And that’s very dangerous in the long term.