Dies sind wahrlich verrückte Zeiten auf der Welt, insbesondere auch in der Schweiz. Ich bin zwar kein Corona Experte, aber möchte hier gerne einige Gedanken mit Dir teilen zur besseren Kommunikation von zu Hause aus.
Wir sind im Grunde genommen immer noch Neandertaler von unserer Hardware her. Das heisst ein Grossteil davon, wie wir Kommunikation aufnehmen ist Mimik & Gestik. Um Verwandten, Freunden und Geschäftspartnern trotz Lockdown so nahe wie möglich zu sein: Die Videotelefonie-Funktionen von WhatsApp, FaceTime, Skype & Co. funktionieren einwandfrei. Also lasst uns diese regelmässiger nutzen, um soziale Kontakte aufrecht zu erhalten.
Und ja, es ist uns egal ob Du Dich frischgeduscht im Hemd bist oder nicht. Wir freuen uns aktuell wohl alle darüber, trotz der Umstände Menschen zu sehen…
I will officially end customer-facing hourly rates as of 31.03.2020 for my business.
Not primarily because I mind earning CHF 200 per hour for chargeable work.
But because I feel that hourly rates are the wrong pricing mechanism to pursue for SalesPlaybook (and nearly any other business) for 3 reasons:
1) Incentives: Startups want me to help them hit Product-Market-Fit and scale up sales faster without hiring expensive sales reps. They want me to solve this problem as fast, affordable and sustainable as possible. Any such collaboration should be strictly outcome- and not input-oriented. (Dear Founder, if you focus on my input & price instead outcome & value, we are not a cultural fit. Sorry. …
It is now 1 year ago since I founded my first company in February 2019. So much has happened since then, and I am grateful to everybody who has been part of this journey.
After relaunching https://thesalesplaybook.io just last week, I want to take the time to reflect on the last year, but also to provide you an outlook on 2020. It is “Still Day 1” as Amazon uses to say, and I am committed to keep this Day 1 mindset up at all times. …
It is now a good 10 months ago since I started my company and I am looking back on what as a professional was definitely the most challenging, but also rewarding period of my working life. After the operational launch in March 2019, I had the pleasure (and probably a decent portion of luck) to build the company from 0 to 30+ customers, CHF 130k+ bookings and CHF 90k+ bookings within less than 12 months.
Sounds straightforward, but involved quite a few business model changes. Let me first share the 4 iterations I went through between 03/2019 and 01/2020 and then explain why I thought it was the right thing to do for startups and what I learnt along the way. …
A very successful Swiss founder mentioned that entrepreneurs are 2x more likely to suffer from depression and 11x to do so from schizophrenia. We need to talk about this part of startup besides all the “limelight news” of successful funding rounds and exits of VC-backed startups. But at least in Switzerland, it seems we are not there yet. Which is why I thought I write you a short letter here:
Dear Startup founder
You juggle product development, sales, fundraising, hiring, but also family and personal life.
You work 12 hours per day, constantly trying to do all the right things and tinkering how to optimise how you do things. You try to read, exercise, have a beer with friends, and get 6 hours of sleep. …
A topic my customers repeatedly ask or at least find useful when learning about it are simple, easy to use, <$100 per user per month sales tools to boost productivity. And no, I will not go into CRM evaluations here, so feel free to select Salesforce, HubSpot, Pipedrive, Close.com or ZohoCRM yourself (or ask via PM if you need advice).
And yes, I neglected my Monday 07:00–08:30 writing habit recently.
Thanks for reminding me dear partners and customers to pick it up again and for your understanding as I was mostly in client workshop, teaching and building thesalesplaybook.io (Sneak Peak here for you). …
There is a lot of talk in Startup about Lean Startup, agile development, MVPs, product-driven growth, etc. on how to build, launch and scale tech products today. And this can work if you are an industry expert scratching an own itch they validated to be a problem for 1’000+ other people and organisations.
Founders often base product development on interviews, investor interactions and intelligence. They invest months if not year before generating any revenue.
However, I propose to start with an alternative Minimum Viable “Product”. It is actually not a real product, but offering your own expertise and capabilities as a service. As an ambitious founder, you might now shout at me something like this. “But I want to build a hyper-scalable, deep-tech SaaS product to make VCs fall in love with me! …
“Read 500 pages every day. That is how knowledge works. It builds up, like compound interest. All of you can do it, but I guarantee few of you will do it.” Warren Buffett
Top business leaders such as Elon Musk, Mark Zuckerberg, Bill Gates, Mark Cuban, and Oprah Winfrey make reading a major part of their daily lifestyle. But they are also highly selective about what to read, opting for education over entertainment by choosing educational books and publications over novels, tabloids, and magazines.
I understand that not all of you want to read 30+ books per year to figure out how to become better in B2B sales to e.g. speed up market traction for your startup. Therefore, I curated my favourite 7 best B2B sales books in this article so you do not have to. …
“If I make three good decisions a day, that’s enough. And they should be as high quality as I can make them. Warren Buffett says he is good if he makes three good decisions a year.” Jeff Bezos
Two of the by commercial standards most successful humans of our time say that it is not the countless small decisions that impact our life the most, but very few, important ones.
The above quote nudged me to reflect more on the 5 best decisions of my life. So here we go in chronological order:
2008: Pick the right university
I fully know that the University of St. Gallen (HSG) is not “the right” university and I frankly do not care at all about its Financial Times ranking. But starting my studies at HSG and moving to St. Gallen kick-started a new life, attitude and openness to opportunities for me which I would surely not have embraced staying in Glarus. My time as a student provided the required skills, experiences, network and credentials for my professional life. But I also met many of my for now already 10 years best friends of my life including my now wife here, for which I am deeply grateful. …
I hit my 2019 goals for bookings, in my case $75’000 signed offer value 5 months after starting hartmannventures.com. I therefore take a step back to reflect on what happened March to September 2019 and pass on 5 lessons learnt from founding a company as a “Solopreneur” without outside funding.
Focus relentlessly on customer value
15+ happy customers. $75’000+ bookings. 0 investors. 0 awards.
I am in entrepreneurship to solve real-world problems. In my case, that is helping technology entrepreneurs become successful by gaining more market traction faster.
I deeply believe that creating value for others always pays off — in the short, but especially in the long run. Therefore, I give away a lot of stuff for free where I can. But I can only do this if I manage to more and more decouple my by nature limited time from providing value. …