As 2019 is quickly approaching, it is a great time to help equip your B2B start-up or SME with approaches and tools to enable you and your team to make significant progress on your growth journey.
Here are my top 3 picks of books that will help you build and grow in 2019
A great resource for the B2B tech start-up or SME. In this book, Etienne consolidates the best thinking on B2B customer development to enable technology entrepreneurs to stay focused and effectively address many of the key challenges in developing compelling technology products and solutions for larger organizations.
Some of the issues Lean B2B address include How to create a minimum viable product and a compelling offer, validate a solution and evaluate whether your team have found product-market fit
As referrals and references are key to driving B2B growth, this book should be mandatory reading for EVERY member of a start-up or SME operating in B2B.
Written by Mark Organ, CEO of the Advocacy Marketing firm Influitive, The Messenger is the Message details why and how companies should implement advocacy marketing programs. For those of you that do not know what advocacy marketing is, Mark describes it as “a system for making customers happy and then capitalising on that happiness to benefit your business.”
The book discusses how advocacy is about building relationships, establishing trust among peers, mobilising and creating a community of advocates (i.e. a core base of enthusiastic customers) whom you look after and in return they will assist your company in various ways such as providing referrals, references, giving input on product development.
What I really like about The Messenger is the Message are the many practical examples and ideas it provides that should be used by B2B start-ups and SMEs –even those that have limited budgets and small teams.
Written by America’s #1 Small Business Influencer, The Small Biz Lady, Melinda Emerson, Fix This book is specifically about how to go from struggling to thriving so that you can scale or sell your business in the future.
Melinda provides practical action-oriented advice on the problem areas of running a small business with a step-by-step turn around a system to build a thriving successful company. Using her 12 P’s of Running a Successful Business, readers will begin to see results in 90 days.
TAKE ACTION NOW
Review your company’s progress in 2018, your 2019 goals and consider the following:
- What aspects are you getting stuck or falling short?
- Customer acquisition or retention
- Product-market fit
- Service and delivery
- What actions can be taken to address these issues?
Pick one of these books as a starting point to help you “course correct” and improve your company’s performance.