It’s too good to be true

Customers are suspicious when businesses promote something that seems too good to be true, because they’ve learned that it often is. makes me think of the Telus deal that lowered my bill and gave me more bandwidth. It took my about 5 minutes of questioning to believe that they would call me out of the […]

Why Simple Works

This is a short book looking at why we don’t always need to make the next idea more complex. Instead of focus groups, ask your frontline sales staff for the biggest hurdles to making a purchase and fix those.

You have to change strategies

Startup growth happens in spurts. Initially, growth is usually slow. Then it spikes as a useful traction channel strategy is unlocked. Eventually it flattens out again as this strategy gets saturated and becomes less effective. Then you unlock another strategy and you get another spike.

Define your traction goal

Before you can set about getting traction, you have to define what traction means for your company. You need to set a traction goal. At the earliest stages, this traction goal is usually to get enough traction to either raise funding or become profitable. In any case, you should figure out what this goal means […]

Do traction and product development

Traction and product development are of equal importance and should each get about half of your attention. This is what we call the 50 percent rule: spend 50 percent of your time on product and 50 percent on traction.

Traction: How Any Startup Can Achieve Explosive Customer Growth

This book introduces us to the “bullseye” method of finding the best traction channel for our business. Start by testing all 19 methods. Take the 2 or 3 that look most promising and test them more specifically. Stick with the single one that achieves your single metric that matters.

Solve Customer Problems

Thousands of salespeople are pounding the pavements today, tired, discouraged and underpaid. Why? Because they are always thinking only of what they want. They don’t realize that neither you nor I want to buy anything. If we did, we would go out and buy it. But both of us are eternally interested in solving our […]

You need 1000 True Fans

Kevin Kelly’s excellent essay saying that with 1000 people who will purchase everything we put out we have a strong business. 1000 True Fans