Thank you for letting me support you. My objective is to help over 100 million people before I die – and now I am one person closer to that goal.
I created these tools because I could not find good, practical material on these subjects anywhere. They are based on the same frameworks and processes I use with clients at Up Strategy Lab. I hope they help. If you have questions or feedback, reach out at daniel@upstrategylab.com – I read everything.
Tool 1 – How to create strong value propositions for B2B
Most B2B value proposition copy makes the same mistakes: It is too egocentric, too product-oriented, or filled with words like "innovative", "global", and "life-changing" that mean nothing to a buyer trying to solve a real problem. This tool walks you through what a strong value proposition actually is and gives you four frameworks to build one that works.
Download: How to create strong value propositions for b2b
Tool 2 – How to design a sales process for B2B
Sales is not a talent you are born with. It is a discipline built on hard work, learned skills, and a well-designed process. Most companies have a sales process produced by a management team or leader who does not know what they are doing – and it shows. This tool gives you a step-by-step approach to designing a sales process that reflects how your customer actually buys, not just how your team wants to sell.
Download: How to design a sales process for b2b
Tool 3 – How to build a professional partner program
Resellers and channel partners can get your product to market faster than a direct sales team alone. But most managers who run partner programmes say the same thing: Their partners are not selling as much as expected and are not engaged. The problem is almost never the partners – it is the programme design. A well-built partner programme gives your resellers the commercial infrastructure, the sales tools, and the incentives they need to sell your product as confidently as their own. This tool gives you a step-by-step framework to build one that actually works.
Download: how to build a professional partner program
Tool 4 – Create Customer Profiles and Buyer Personas
Here is a question worth sitting with: How many times have you started a new job and within the first week been trained on exactly who the customer is – what jobs they have, what pains they want to avoid, what gains they are looking for? How much research material about the customer did you receive and were able to read? Did you read extensive buyer persona material? Most sales people have never experienced that. And here is another question: Why do people hire milkshakes at 8 am? Use this tool to unleash the power of customer insights and learn how to create customer profiles and buyer personas for B2B sales.