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Thoughts and ideas from the Cernago team
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Sidestep the Dreaded RFP
How can B2B startups secure business with large corporate accounts without having to go through the pain of a tender process? A process that normally requires a complex and excruciatingly long procurement process in which your lack of experience will be a major hold back to success.
Is the Sales Hire You're Considering the Right Next Step?
When in need of short-term results, hiring talent is often the first solution that comes to mind. But is it the right approach for your company's situation?
Your Customer is Probably Not Ready to Buy
The majority of B2B startups secure their first customers via the founder’s personal networks: ex-client contacts from former companies, ex-colleagues from former companies, family & friends. Why is it like this?
Fuel Your Campaigns With the Right Data
The cornerstone of any B2B Go-to-Market campaign is data. You can have your brand position, value proposition & buyer-centric content strategy nailed, but if you're not able to put your message in front of the right person because your data set is poor, the success of your campaign is at risk.
Effective Knowledge Transfer in the Growing Business
B2B companies who want to transition from founder-led sales to a well-oiled growth machine face key knowledge transfer challenges. Without a process to unlock & transfer knowledge, you risk the team not being able to communicate the value of your business solution.
How to Take a New Product To Market the Right Way
Taking a new product to market on a limited budget and when no one knows who you are is tough. However, this is the position most B2B startups face when they are launching a new product into an existing market.
How to Start Your New Sales Leadership Job Strong
In the ‘good old days’ it was common for new senior sales hires to be given up to 100 days to listen to and learn the rhythms of their new role. This time was designed to allow you to properly diagnose issues within the sales functions. The modern B2B sales leader has no such luxury.
How to Reach Your Ideal Customers Consistently
Creating a consistent sales message that attracts your best customer is hard. For early-stage B2B companies on a limited budget, it’s even tougher as it usually means that the founder has to own this vital positioning.
How to Handle the 'Tyre Kicker' Prospect
How B2B companies deal with prospects who they deem to be ‘tyre kickers’ can reveal a lot about how they view relationship selling. Here's how to do it well.
Do B2B Founders Hate Selling?
There is a common misconception that B2B founders hate selling. The reality is that early-stage entrepreneurs enjoy the conversational element of the sales process, as it gives them the chance to understand if a prospective customer buys into their vision, and has a need for it.
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