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    Why your startup sales team needs to focus on value and not price
    Jonathan Bullock
    • 2 min

    Why your startup sales team needs to focus on value and not price

    Trying to compete on price is a fool’s game. Undercutting your competitors or discounting to secure a sale erodes your margins and in the...
    27
    What you need to create a startup sales framework
    Jonathan Bullock
    • 2 min

    What you need to create a startup sales framework

    As your startup grows from a fledgling operating desperately trying to find a product-market fit to a scaling startup it can be easy to...
    29
    5 top tips to sell to an executive level buyer
    Jonathan Bullock
    • 2 min

    5 top tips to sell to an executive level buyer

    If your product or service is targeted toward the executive level or your customers need executive approval before they make the purchase...
    31
    What you need to create a superstar sales team
    Jonathan Bullock
    • 2 min

    What you need to create a superstar sales team

    Great sales teams are supported by quality systems. Business systems allow a sales team to streamline the tedious day-to-day tasks and...
    39
    A quick guide to unlocking hyper sales growth
    Jonathan Bullock
    • 2 min

    A quick guide to unlocking hyper sales growth

    Every founder or at least one of the founders in every startup needs to have a passion for sales. Sales are the lifeblood of every...
    21
    Why you’re thinking about customer acquisition is all wrong
    Jonathan Bullock
    • 2 min

    Why you’re thinking about customer acquisition is all wrong

    Acquiring customers should be the number one goal of every startup. But how much time is spent trying to understand which customers are...
    23
    4 tips for when you are pitching to end users
    Jonathan Bullock
    • 2 min

    4 tips for when you are pitching to end users

    A lot is written about how to pitch your startup to investors, very little however is said about how to properly pitch to the end-users....
    29
    3 critical components of your go-to-market strategy
    Jonathan Bullock
    • 2 min

    3 critical components of your go-to-market strategy

    Your go-to-market strategy outlines the approach you take to drive commercial growth. So what is needed for a scaling-up go-to-market...
    33
    The dos and don’ts of a product pricing strategy
    Jonathan Bullock
    • 2 min

    The dos and don’ts of a product pricing strategy

    There is a lot to consider when determining your product’s pricing strategy. If you haven’t done product pricing before it can be an...
    47
    A quick guide to pricing your SaaS offering
    Jonathan Bullock
    • 2 min

    A quick guide to pricing your SaaS offering

    Pricing your SaaS offering can be a daunting process and a defining milestone for your startup. SaaS pricing should be well considered...
    66
    How to avoid conflicting pricing for your software start-up
    Jonathan Bullock
    • 2 min

    How to avoid conflicting pricing for your software start-up

    Pricing your SaaS product can be a challenge. Especially if your product has broad appeal and applies to a diverse number of use cases....
    59
    Stop selling as a founder and start leading the sales team
    Jonathan Bullock
    • 2 min

    Stop selling as a founder and start leading the sales team

    At one point or another as a founder, you have likely had every role in your startup. Early on if you wanted sales then it was up to you....
    54
    Reduce your turnover by re-engaging your SAAS customers
    Jonathan Bullock
    • 2 min

    Reduce your turnover by re-engaging your SAAS customers

    It is marketing 101 that it is easier and cheaper to retain your existing customers than it is to acquire new ones. In the SAAS world,...
    37
    Define your hiring process to secure the best sales team
    Jonathan Bullock
    • 2 min

    Define your hiring process to secure the best sales team

    The sales team are without doubt one of the most important teams in the startup. Therefore, when hiring the members of this team you need...
    41
    The most important 2 things you need to do to create a winning sales team
    Jonathan Bullock
    • 2 min

    The most important 2 things you need to do to create a winning sales team

    Your sales team is only as good as the weakest person and the success of your startup largely depends on the strength of your sales team....
    48
    Why you need to make yourself available to boost your sales
    Jonathan Bullock
    • 1 min

    Why you need to make yourself available to boost your sales

    Work-life balance is once again the topic of conversation. With people seeking a much heavier weighting on the life more so than the...
    29
    How to get more out of your start-up’s direct sales force
    Jonathan Bullock
    • 2 min

    How to get more out of your start-up’s direct sales force

    As the founder of a startup, your experience with managing a sales force is probably very limited. One of the key roles of a sales team...
    45
    Secure B2B customers for your startup with these 3 steps
    Jonathan Bullock
    • 2 min

    Secure B2B customers for your startup with these 3 steps

    You had a brilliant idea; you secured seed funding and created your startup. After a period of development, you have produced a minimal...
    30
    Why founders need to move beyond their spreadsheets
    Jonathan Bullock
    • 2 min

    Why founders need to move beyond their spreadsheets

    You've progressed from idea, through funding, to starting and running a business from quarter to quarter. Throughout this process, as a...
    32
    3 key tips to ace your QBR
    Jonathan Bullock
    • 2 min

    3 key tips to ace your QBR

    Your quarterly business review – QBR – doesn’t have to be the intimidating, stressful mark on your calendar that it often is for so many...
    44

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