Diagnose Before Selling.
I don't assume a growth problem is a sales problem. I look across the whole commercial system, in order, until the real constraint shows itself.
The diagnosis
- Product — Does anybody actually need it?
- Proposition — Do they understand why it matters?
- Positioning — Why this instead of something else?
- Pricing — Are we capturing the value?
- GTM — Can we reach the right buyers?
- Process — Can they easily buy?
- People — Can the organisation execute?
- Pipeline — Does it produce predictable revenue?
FIGURES & GO FIGURE
"Most of the time, the answer isnt where people are looking,,
The thread
My career doesn't fit neatly into one industry. That wasn't intentional. but there's a common thread that runs through my career ...
- Industries — Software, engineering, offshore energy, telecom, insurance, education and technology.
- Pattern — Identify the root-cause problem, untangle and solve it.
- Proposition — Something complex needs to become commercially useful.
- Position — Look at where the market trend is aiming for… build it for what is to come.
- Approach — Build the product, build the proposition, build the market.