Archives

Sales Funnel: simply a way to think about all the steps in the sales process and to be able to log them so that you can avoid a sudden dip in sales. If the sales funnel is not topped up at every [...]

Startup Data Reliability Grid: Good strategic decisions take account of market intelligence and the conclusions we draw from the data. This is especially true in new venture creation, where [...]

Logo for Startups: Choosing a startup’s logo is hard and subjective. Sometimes it can be obvious and flows from the name itself, the place of business, or the product sold. So it was with [...]

Startup Storyboarding—what is that? Why would a startup want to use the storyboard technique? And for what? Surely that is just for film producers. Telling stories is one of the most persuasive [...]

Value Proposition summarizes the reason to buy a product/service, convincing a prospective customer that it will add more value or better solve a problem than the competition. Defining your value [...]

SOAR Analysis much resembles a SWOT Analysis. A SOAR Analysis is a tool to improve the strategic planning process and is best done in a group setting. I have a pet theme in the strategic thinking [...]

Marketing Strategy Grid: A marketing strategy integrates an organization’s marketing goals, policies, and action sequences (tactics) into a cohesive whole. I developed this Marketing [...]

Key Performance Indicators (KPIs) are metrics that will measure outcomes against strategies set at the level of the whole venture, a function of it, and even an individual department. You can [...]

Goal Tracking Tool: Here is a very simple goal tracking tool I devised. You can copy or adapt it for your own use. You can print it or, better, keep an electronic version on your desktop so you [...]

Customer Profiling: How do you work out who your customers are? Are the important defining characteristics geography, lifestyle, demographics–or what? Take the time to answer your own questions. [...]

Customer Lifetime Model: Here is a graphic way that will help you relate the cost of customer acquisition and support to the value of a customer’s business over the lifetime of doing [...]

Customer Respect: How many times have you heard this recorded voice message when trying to contact a customer support line? I am almost certain that you will answer something like, “Too many.” [...]

PEST Analysis: involves the analysis of four external factors that may impact your business: Political, Economic, Social and Technological. It should not be confused with a SWOT Analysis, that [...]