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3 Sales Tips for Startups – Creating a Burning Platform

Both Sides of the Table

Most start-up entrepreneurs have little or no sales experience.  I know I didn’t.  You need to qualify VCs the same way you qualify sales leads.

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Most Startups Should be Deer Hunters

Both Sides of the Table

Some companies / products are designed for large organizations from day 1. Have a product for online backups? Learn from my mistakes.

What Makes an Entrepreneur? Four Letters: JFDI

Both Sides of the Table

Your head of sales thinks she should fire somebody.  You are constantly faced with decisions and there is always incomplete information. 

Sales Kids With Grit – Web 2.0 Paper Routes

InfoChachkie

Sales – Many publishers, including Grit, encouraged newspaper boys to create new routes and expand existing ones by aggressively selling subscriptions to non-subscribers. This pay-per-newspaper formula directly rewarded the children’s sales efforts and sparked a life-long entrepreneurial fire in generations of newspaper boys. million.

Who Should you Hire at a Startup?

Both Sides of the Table

But aside from that, the skills that are required to be a VP Sales (e.g. You need the sales executive who aspires to be a VP Sales (e.g.

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The Best VC Meetings are Debates not Sales

Both Sides of the Table

This is part of my blog series “ Pitching a VC.&#. I’ve sat through a lot of VC pitches and having been CEO of an enterprise software firm for many years I’ve also sat through many customer meetings with sales teams. They seemed to agree with everything I said.&#. They might even like to challenge some of your assumptions.

Should Your Startup Have an Advisory Board?

Both Sides of the Table

Time to start thinking about how to make it more productive.  This is part of my ongoing series Startup Advice.  Not enough time. 

Are MBAs Necessary for Start-ups or VC?

Both Sides of the Table

Ask if you could shadow different functions like marketing, finance or product management. MBA fine, but not required. So back to MBAs. 

How to Deal with Skeletons in your Closet

Both Sides of the Table

company has just filed suit against you for product patent infringement (obviously more serious). She loves a man with a great sense of humor. 

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Product Management for Startups in Los Angeles – Steve Gilison

SoCal CTO

Steve Gilison worked as a market researcher and product manager at a startup where my company, TechEmpower , did the software / web development.

Here’s Why a Booming Tech Market May Fool You into Thinking You’re Successful

Both Sides of the Table

Since 2009 we’ve been in an unequivocal bull market. You’d imagine that companies selling tons of shelfware would quickly meet their deserved fate in the market, yet the spin around a category of software can fool buyers into thinking they “must have this product to compete.” Sales Startup Lessons

What Makes an Entrepreneur (2/10) – Street Smarts

Both Sides of the Table

They spot opportunities that aren’t being met and the design products to meet these needs. Two quick stories from just yesterday.

Startup Founders Should Flip Burgers

Both Sides of the Table

This can often happen when there is a good product built but no real customer adoption yet.  This is part of my ongoing series Startup Advice. 

Two Models for Digital Advertising Sales – Enterprise Software and the Travel Industry

Frank Addante

Unlike digital advertising, the primary goal in enterprise software is to get someone else to sell your product. Not at all, a direct sales force is the most expensive channel to take a product to market. To sell enterprise software, sales employees are trained to sell through channels. Sounds crazy, doesn’t it? link].

What Makes an Entrepreneur (4/11) – Resiliency

Both Sides of the Table

You’ve got to see your product weaknesses and plug them.  If you haven’t spent time over there you should. Not lose your cool.

Developing a Marketing Communications Strategy

Cliff Allen on Marketing

Developing a Sales Strategy. The marketing communications function (commonly called "marcom") has many communications tools available. Web site.

Angel Funding Advice

Both Sides of the Table

Product :  You should build a product or a prototype.  I’m a software guy so I’m sure there are cases where building isn’t feasible. You cannot be just a biz dev type, salesperson, marketing genius or whatever and divorce yourself from product. Great companies are built by having great products. How: 1.

Do you need a Powerpoint deck for a VC meeting?

Both Sides of the Table

But admittedly I like some orientation about the market before I see the product. photo courtesy of Atlanta Braves. DO NOT drone on endlessly.

Deal with Your Elephant in the Room

Both Sides of the Table

But as a sales person you have to be able to build rapport. This is part of my series on Raising Venture Capital. Issue off the table. 

5 Tips to Becoming a More Customer Centric Organization

Both Sides of the Table

Our sales guys were on the front line and heard what they needed to win deals.  They communicated this to product management who looked at all of the internal requirements we had generated (e.g. and product management worked with me to decide what to build & when. They taped people using existing products

When is a Trade Sale a Strategic Exit?

Ask the Angels

Therefore, the sale is a financial exit. On the other hand, a business which is bought solely for its IP by a corporation and which has no revenue history or sales capability and will never be managed as a stand alone entity is a strategic acquisition. This would be strategic sale.

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Hiring at a Startup? Know Thy Weaknesses

Both Sides of the Table

For me 3+ is usually a non starter. OK, so I know that some of you already have 3 co-founders and I’ve met many of you.  You’ll be fine. 

Ortiva Wireless Names Sales VP

socalTECH

La Jolla-based Ortiva wireless , a developer of mobile video products, announced today that it has appointed Mark Eger as the firm's Vice President, Sales, Americas. Eger will report to SVP of Worldwide Sales, James Edson, who the firm added in June. Ortiva's products are used to stream video to mobile devices.

Pour And Stir I – In Pursuit Of The Ideal Business Model

InfoChachkie

Some of the market and product attributes which lend themselves to the P&S business model include: No Inventory – Inventory sucks. More complex sales, as well as those involving higher price points, are well served by soliciting trackable calls. Note: This is Part I in a three-part series on The Perfect Business Model.

RANT: Social media/marketing or is it just Sales 101-the online version?

Eric Greenspan

I’ve been learning a ton about social media lately, but I have to say, I never feel like I’m actually getting anywhere with it all.

2009 Coming To A Close, 2010 Just Around The Corner!

Tech Zulu Event

Discover stuff (maps, deals, videos, etc) that help make your days more productive. We already have a jammed packed schedule for 2010.  Share.

A Tale of Two Pitches

Both Sides of the Table

recently wrote a blog post here in which I argued that the best VC meetings are discussions and not sales pitches. Tale of Two Pitches. Sheesh.

Conexant Completes Product Line Sale, Chops 100 Employees

socalTECH

Newport Beach-based Conexant reported Monday afternoon that it has completed the sale of the firm's Broadband Access product lines to Ikanos. The deal was worth $54M. Conexant had said it would sell the unit in April. The firm said the cuts were be made worldwide, and will bring the firm to approximately 600 employees total.

Lantronix Hires Sales VP

socalTECH

Irvine-based Lantronix , a provider of networking and data center management software and services, reported Tuesday that it has hired Jeff Kost as senior vice president of worldwide sales. The firm described Kost as a sales veteran with nearly two decades of relevant experience, including 11 years at flash memory manufacturer SanDisk.

How to Save MySpace

Jason Nazar

Work with the studios to have premium Hulu-ish content prominently branded and for sale. I wouldn’t bet against MySpace. MySpace = Yahoo2.0:

Aleratec Hires Sales, Marketing VP

socalTECH

Chatsworth-based Aleratec , a manufacturer of hard drive, DVD and CD duplication and other hardware, said Monday that it has hired on Howard Wing as the firm's Vice President of Sales and Marketing. Wing joins the company from Plextor, where he was VP of Sales and Marketing.

I met with an investor, what happens next?

Both Sides of the Table

The promised to follow up with: calls, using your product, talking to customers or “noodle on things.&#  Will they? Let’s be honest.

REACH NeXT Alumni Gets Into 500 Startups! | Batch 15 Announced

Tech Zulu Event

We manage user login so businesses can focus on core product and engage customers faster. Sales Huddle Group. links. AngelList:  [link].

What Makes an Entrepreneur (5/11) – Inspiration

Both Sides of the Table

And the end of the story was ultimately a successful sale of the company … so much of entrepreneurship is not sexy but brutal. ’&#.

CalAmp Names Sales, Marketing VP

socalTECH

Oxnard-based CalAmp , a developer of wireless products, said Thursday that it has named Rick Nozel as the firm's Senior Vice President of Sales and Marketing for its wireless networks business. Nozel joins the firm from General Electric's Microwave Data Systems unit, where he was VP of Sales. Nozel had been at GE for 17 years.

Avoiding the “Hammer Looking for a Nail” in Tech Transfer

Ask the Angels

Have you spoken with anyone that might be an end user of the product and lived in their world for a day? Tags: General Product/Technology Sales & Marketing Andrea Belz Technology Transfer University Commercialization Many entrepreneurs approach Angel groups and VCs with novel technologies and strong technical teams. 

InteliCloud Hires Sales VP

socalTECH

Cohen as Vice President of Sales. InteliCloud is targeting the networking and computing infrastructure market with its products. Newport Beach-based InteliCloud , a developer of network and data center blade chassis systems, said this morning that the firm has hired on Robert J. READ MORE>>.

[Sales Machine] The Fatal Mistake Boards & VP Sales Will Make In 2009 Planning

CEO Flow

Unfortunately it bears reposting again before 2009. Also, I’ve published an overview of my new Sales Advisory Program at www.CEOFlow.com/advisory. The problem: the old bedrock sales principles that usually worked now doesn’t…&# if I need to double revenue growth, I need to double my sales force to drive it.&#.

You’re most vulnerable right after you win a deal

Both Sides of the Table

wanted to write a follow up post because it was such an important lesson for me and so eye opening.  In every sales campaign of any substance (e.g.

Occam Scores Two Sales

socalTECH

Ocamm said that Northern Arkansas Telephone and Sledge Telephone, have purchased the firm's BLC 6000 FTTP products for network upgrades. Santa Barbara-based Occam Networks , which develops broadband equipment for the telecom industry, said Wednesday that it has signed on two new customers. Financial impact of the wins were not disclosed.