One of the hard parts of being in business is getting market penetration. Selling business to business is challenging as it is, but standing out from all the other companies in your space can feel like something impossible to achieve.

Are you making your sales harder than they should be?

Stagnant sales, slow revenue growth and lack of new business acquisitions are just some of the signs of lousy conversion triggers.

It doesn't matter whether you have a fantastic product with the best value proposition. If you cannot overcome your customer's inertia, you will make your sales process harder than it should be.

Whether you are a startup, still figuring out your concept, you are launching a product into the market, or you're looking for your next growth opportunity as part of a larger company, traction is what makes it happen.

Today, I wanted to share with you the three reasons I believe traction helps your business.

Today, I wanted to share with you the process that wraps around your marketing.

Once you know what and how you are communicating with your customers, the next step is to make a plan for how you are going to engage them.

The trick here is to design a journey for your audience that guides from finding out about your company through to successfully engaging your company’s services.

Stop making your product or company the hero of your marketing story.

One of the biggest mistakes that we make in our marketing efforts is that we often talk about our product.

We talk about the great benefits that our products have, and we speak about how our product is the best in its market—the best of its kind, the best quality.

Imagine going to market with zero fear about how customers perceive your brand or product—a zero care attitude.

What I found, in general, myself included that as entrepreneurs, we can be very precious about our sales outreach. What I am talking about is the prospecting part of your sales process.

Focus is powerful.

Whether you're still finding your market or looking to break that 2 million dollar revenue mark this year, putting your attention on the right tasks is critical.

Even though the economic environment has changed in the last few months, there are still ways in which you can launch successfully.

Change the focus from getting the most reach for your product to finding and engaging customers who share your vision. Your base customer set plays an essential role in your product adoption cycle down the track.

As a business owner, you carry the entire company on your shoulders. 

Managing clients, looking after the team, the quality of product, sales and marketing are just the starting point. 

But what if I told you that taking a business to accelerated growth is like sending a rocket to space? 

People don't buy products, they buy outcomes. That is one of the key lessons that I've learned over the past ten years of selling technologies and working in accelerator programs. 

While something tangible as a product is essential early on, it is sales and marketing that get the product out and acquire customers. 

Did you know that 29% of startups fail because they run out of cash?

Most people stop their validation process at defining customers who have a problem. But once you have that, the next part of market validation is figuring out whether you can build the right solution for your customers. 

Now, this part sounds easy, but I can recall dozens of business concepts that while being explored deemed unfeasible at this stage. 

They couldn't quite deliver the right solution for the right price, which brings me to the third stage of market validation—The Business Model. 

Interestingly, 40% of our behaviour is repeated behaviour and runs in our reptilian brain.

Most of your daily routines (40% of habits) just run on autopilot. 

When you wake up with the alarm, making your bed (or not), eating, driving to the office. They are all set routines ingrained in your behaviour. 

15 years sales professionals were trained on impulse buying behaviour and influence selling.

Today, what I came to learn is that it is mainly about trust, empathy and authority.

Half the people you will speak to won't ever buy from you or be a good fit for your company.

Of the remaining 50%, only a small percentage will be ready to purchase from you in the following 90 days from making contact.

I'm pretty sure you have woken up to some super tough days in your business, especially this year. At the moment it feels like it just keeps coming too. Roll on 2021 already...If this email had a gif it would show a person ducking and weaving between all of what life has to throw.

This year it feels like there has been a massive shift of tectonic plates which have caused an earthquake in the business environment.

This shift has completely changed the entire business landscape, and most founders and CEO's think it's unique to their situation, but it is not. 

We are so absorbed with putting one foot in front of the other and it can seem like we are just not getting closer to achieving our goal. We can become burnt out, frustrated and lose hope of ever achieving the goal. Worst case scenario, people quit their goals because it just seems out of reach.

As founders and CEOs, we have a myriad of options when it comes to growth in our business. There are 8000+ Marketing technology solutions available. It's easy to get carried away with new sales strategies and tools, let alone the experts.  

While small marketing tactics tend to have a little shelf live, sometimes we can find a short arbitrage that yields some growth. 

But real growth comes from distinct levers in your business.