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Make New Programs Succeed​.

How To Talk To a CIO (Or Any Senior Decision Maker)

1/2/2023

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How to talk to a CIO?
CIOs (Chief Information Officers) are smart, busy, and flooded with meetings. Internally, their peers and teams are constantly notifying them of status and new fires. Externally, they are flooded by sales calls. It's exhausting.

​So how do you get an audience with them? And when you do, how do you get their attention and respect? In short: how to talk to a CIO?

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A Single-Threaded Owner's Guide To Strategy

12/26/2022

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A Single-Threaded Owner's Guide To StrategyPicture
Strategic planning is hard, but everyone thinks they can do it themselves. 

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What Is A Single-Threaded Owner?

9/14/2022

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Popularized by Amazon, a Single-Threaded Owner (STO) is a leader who is 100% dedicated and accountable to a new initiative such as inventing a new product, launching a new line of business, or executing a digital transformation. The Single-Threaded Owner is responsible for turning strategy into real results.

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How A Startup Founder Generates Leads

7/21/2022

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Launching a new business? Whether you're newly self-employed or planning to be the next Amazon, the principles for a startup founder are the same. 

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How Do I Generate MQLs at a New Startup?

8/19/2021

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How to Generate MQLs at a new Startup
One of the biggest challenges of a new startup is generating marketing qualified leads (MQLs). A startup is a race: you are burning through limited funding, and every day you need to go all-out before funding runs out. Along the way, you are demonstrating progress to leadership and investors, and there's no better way to keep their confidence than pointing to a pipeline of fresh daily leads.

So how do you get MQLs for your startup ASAP?

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How To Grow A New Sales Territory From Scratch

8/14/2021

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You're at an established company that wants to break into a new market or new geography. Where do you start?

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How To Not Flatline (And Achieve Continuous Organic Growth)

5/6/2021

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Product and service offerings follow a growth lifecycle:
  1. Product/market fit - you have a great idea but need to figure out the formula for repeatable growth - what market, what problem are you solving, who will pay for that, how to monetize, how to make it a repeatable formula. Many startups fail if they can't figure this out.
  2. Growth - once you figure out the formula, you can scale up sales, marketing and product to operationalize the growth, meeting quarterly targets. Riding this wave, owners need to judge whether and when to sell, or keep going.
  3. Flatline and Decline - eventually, offerings hit a flatline period where their traditional markets are starting to be saturated, commoditized, or disrupted. Growth is hard, your operational leaders are hammering away at what used to work, wondering why it's not generating the same result, all the while playing politics to stay afloat. 
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Once you hit Flatline and Decline, it is very hard to bounce back. Stories of flatlining businesses that suddenly take off again are rare indeed. While there are ways to resuscitate a flatlining business, the ideal is to NEVER GET THERE IN THE FIRST PLACE and instead take the right actions to ensure continuous growth.
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Identify Your "Must-Have" Customers

12/23/2020

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Who are the people that can't live without your product? Why is that product a must-have for them? And what is the difference between these must-have users compared to other users for whom it's just a nice-to-have? These questions are at the root of scaling growth. Find your must-have users.

Yet, when planning target markets, it’s human nature to want to go broad. There is a feeling of safety and comfort. “Why, my product has hundreds of uses, for everyone! Let me list the ways…” But one of the great paradoxes of growth is that, in general, the more broadly you define target markets, the less business you actually take in. It literally pays to get more targeted.

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How To Give a ‘Digital Pitch' to the C-Suite

7/5/2018

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As a PM, a big part of your job is show-and-tell, whether pitching a new product or feature to your internal stakeholders, to a customer, or at a trade show. Like it or not, you are the modern-age Don Draper. Give the right pitch and you’ll unlock praise (“That’s exactly what we want!”), revenue, and recognition. Do it wrong and you’ll leave everyone scratching their heads. 

This article is a complete guide to pitching digital applications that win over the audience, including how to prototype the right product, position the right demo, and say the right words when you are in the room yourself.

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