Whenever an entrepreneur or sales manager faces problems with his sales, the natural reaction is to believe that the salespeople are not making an effort, that the manager does not charge, that the commission model is not working. But not always the answer to the problem is the most obvious. There’s a quote from April Dunford that I love: “Most sales problems are positioning problems in disguise”, in Portuguese, “Most sales problems are positioning problems in disguise” . Thiago Oliveira, head of sales and CS at Runrun.it at the time, introduced me to this phrase in a conversation about building inbound sales machines . You can check out the podcast episode below:team, with the best sales management practices, will not yield extraordinary results if you are selling to the wrong customer. Focus: Segment your market and reap the low-hanging fruit At the beginning of building.

One big mistake I see is that companies

Take the time to segment their market and identify the “lower fruit”. Much has already been written about the importance of being focused, and I strongly believe in this strategy, especially in startups or companies that are just starting out, where you have extremely limited  CFO Email List resources and everything you do has to pay off. If you’re not convinced of this, I highly recommend reading Geoffrey Moore’s Crossing the Chasm , which remains one of the most important literature for startups and which I recommend to all my mentees. Without a doubt, there will always be a sub-segment of your market that has the greatest potential to buy from you. It could be a specific sector, a certain size of company or some other characteristic.

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Look for buyers who have latent pain

Have the ability to buy, a sense of urgency and good adherence to the functionality of the current version of your product. Crossing The Chasm – Geoffrey Moore This also allows you to develop your ultra-focused marketing and sales message , which will certainly attract your audience’s attention much more than a generic and over-inclusive message. It will also help to EC Lists define your product roadmap and know which features you should build next, as you are focused on meeting all the needs of a single segment. A common mistake is a product that meets 80% of the needs of different market segments, because the leadership was not able to focus. That 80% is enough to get them interested, but not enough to convince them to buy. The reason the management team can’t focus is because focusing is hard.