Let’s figure out how to sell your innovation
Sales have gone well, but something is changing. The market’s getting more competitive. You need to win over more stakeholders for each deal than ever before. If you’re going to successfully take your product up market, you know you’ll need to figure out how to sell it to a whole new group of people. If you’re going to turn large teams into large user groups, you know you’ll need to adapt your product vision and roadmap.
But how do know where to begin? How do you commercialize your innovation as you bring it up-market? How do you get your team onboard?
I help leaders like you figure it out.
Align: ICP Workshop
Are you having a hard time convincing your colleagues that you need to align around a single ICP? In this half day workshop, we’ll bring your key stakeholders into a room to surface each department’s POV. We’ll make room for everyone to disagree while still saving face and end the session with an eye toward building a single shared ICP everyone can get behind.
Diagnose: ICP Audit
Do the problems and opportunities in front of you seem too full of possibility to choose just one? Each as full of promise as the next, each as full of risk as the last? In this diagnostic audit we’ll evaluate your best innovation commercialization opportunities and start evaluating with path is right for your team.
Land: Hourglass GTM Strategy
Do you want to know what your buyers say about you and your innovation when you’re not in the room? In this buying committee investigation I’ll study a successful deal so your team can turn the VOC data into a rich ICP and winning sales strategy.
Expand: On Demand Buyer & User Interviews
Things changing so quickly it’s hard to keep up? A clear ICP seems months away, but you still have lots of people you want to learn from? In this research retainer I nterview a set number of buyers and users every month and report back all the learnings you won’t see in a dashboard and you won’t hear from folks afraid to hurt your feelings.
Listen: ICP Radio
Does successful selling and delightful product delivery hinge on the nuances of your customers’ worlds? Is your rapid growth creating a gap in how new team members understand your customers and users? We’ll turn your existing interviews into training sessions for your team to build deep empathy for the full context your buyers and users face every day.
“I was crafting the strategy and plan for my client and I could tell there was a missing puzzle piece that I couldn’t quite identify or articulate. Our session with Alli was the breakthrough I was looking for. Not only did she pull out so much more insight around what we needed to be successful, but she revealed some assumptions and requirements that either weren’t as clear or were completely unknown before the session.
“The first big a-ha moment was that we had an opportunity to realign the client’s efforts with the founder’s vision. And the second a-ha moment is that without Alli’s thorough questioning and unpacking process, we wouldn’t have arrived at our conclusions about what to do next (and I would have still been left scratching my head wondering what I was missing).“
Asia Orangio
CEO & Founder, DemandMaven
“When Alli presented her research and sales copy to our team, she got buy-in from leadership that has made my life SO much easier. She took something that everyone felt was “fluffy” and showed that it’s objective, systematic, and revenue driving. Alli gave us results (31% increase in open rates – on already decent copy – and an 82% lift in our click-through rate that doubles the industry standard) but more importantly to me, she won buy in. Now that this project is done, I finally feel like I’ve got trust from my team.”
Ashley Hockney
Founder Hockney Marketing & Former Head of Growth Codecademy & Buffer
"The experience of working with Alli is like working with a trusted friend."
Claire Suellentrop
GTM, Attune Insights & Co-Founder, Forget the Funnel
"Seeing someone do the thing they're really good at is mesmerizing. Watching Alli Blum do a Jobs To Be Done interview live was like watching a magician do a magic show. I thought I knew how to do it until I saw her do it."
Ramli John
Founder, Product Leaders Lab, Delight Paths
"We were able to reduce stress, to deliver something that supports the business and move faster than we've ever moved in the past. We're able to really cut to the bottom of arguments and have much more productive discussions where the foundation of the decision is not based on the personalities or titles of the people making those decisions. We're able to design experiences that delight the customer, enabling us to get the actual numbers that we want."
Jordan Skole
VP Product, Autobooks
"Before, I had heard the term Jobs to Be Done mentioned by Product Teams but not much more than that. Now I understand how to use VOC to drive our go-to-market strategy."
TJ McGinnity,
VP Customer Operations, Libra Solutions
"Alli is one of those rare people who adds value to a project just by being involved. She has a natural ability to listen, synthesize competing priorities, and figure out what actually matters most. Beyond her skills, Alli is just a great person to work with. She's collaborative, curious, low-ego, and the kind of teammate who makes everyone around her better."
Kristina Bierwagen
Director of Strategic Accounts, Autobooks
