Why carrots motivate donkeys and whips drive racehorses
In my role as an advisor to a number of app developers and service providers, I am regularly quizzed on the question of speeding up sales to SMBs.
“We have the best _________[insert product/service offering] on the market. Our existing SMB customers love us/it. Everyone we talk to loves it. But the challenge is getting new customers to act in a timely way, en masse… how do we speed up adoption?”.
In this article, I share my thoughts on how to compete effectively with Status Quo, as a key success factor in accelerating growth, particularly within the SMB space.