Berkonomics

OCTOBER 24, 2013

Purchase two years of these insights in a single book, ADVANCED BERKONOMICS, for yourself or as a gift. Here are links to help you find copies: HARD COVER book directly from Berkus.com, signed by Dave (with gift inscription if requested): [link]. This is the final posting in this cycle.

Entrepreneur 176

Entrepreneur Coach Sales Ideas 176

Startup Professionals Musings

MAY 30, 2022

In his classic book, “ Second Stage Entrepreneurship ,” Daniel J. Switch your attention from product development to sales. Second-stage growth usually requires a formal sales model, an experienced and disciplined sales team, and a well-defined process to meet your new goals and demands.

Sales 147

Sales Metrics Guide Startup 147

Startup Professionals Musings

JANUARY 23, 2022

In addition, today’s customers judge a company by perceived people relationships through social media, phone conversations, and sales experiences. That’s why I was pleased to see the balance on people versus process in a classic book on how to fix your organization, “ The Diamond Process ,” by Mike Diamond and Christopher Harding.

Coach 128

Coach Organization Mentor Startup 128

Startup Professionals Musings

DECEMBER 7, 2020

I saw the key ones outlined well in the classic book, “ Creating High Performers ,” by William Dann, a leading coach to experienced CEOs. Your standards for product quality, sales growth, and customer satisfaction must be documented and reviewed prior to results and performance reviews.

Entrepreneur 120

Entrepreneur Coach Satisfaction Resource 120

Startup Professionals Musings

DECEMBER 16, 2022

One of the dysfunctions I often see in my coaching and mentoring work with small businesses is team member burnout. I was recently impressed with the detailed analysis and recommendations made on this subject in a new book, “ The Burnout Challenge ,” by Christina Maslach and Michael Leiter.

Coach 120

Coach Organization Demand Resource 120

Startup Professionals Musings

MARCH 14, 2012

All the experts these days are talking about the increasing need for customer focus and maximizing sales. Typically entrepreneurs and even professional sales people think this means more emphasis on the customer selling process, when in fact it really means spending more time understanding the customer buying process (view from the customer).

Sales 96

Sales Custom Customer Competition 96

Startup Professionals Musings

JULY 4, 2021

The last thing they can afford is to waste any of these, but in my mentoring and coaching activities, I see it happening all too often. More recently, the concepts have been applied to the general business management context, in a classic book by Certified Turnaround Professional, Thomas H. Inventory and features added too soon.

Startup 161

Startup Resource Training Entrepreneur 161

Startup Professionals Musings

MAY 1, 2022

I like the guidance from marketing coach David Newman’s classic book “ Do It! Craft a no-follow-up sales letter, after you have positioned yourself as the right expert, with powerful testimonials. Instead of asking themselves “How and when will this generate sales?” They will call you back.

Marketing 141

Marketing Startup Social Media Technical Review 141

Startup Professionals Musings

JANUARY 23, 2011

All the experts these days are talking about the increasing need for customer focus and maximizing sales. Typically entrepreneurs and even professional sales people think this means more emphasis on the customer selling process, when in fact it means spending more time understanding the customer buying process (view from the customer).

Sales 93

Sales Custom Customer Competition 93

Berkonomics

NOVEMBER 12, 2011

You’ll quickly be drawn into the governance of the organization and introduced into the process of discovery, coaching, leading deals, herding investors, serving on boards and helping entrepreneurs toward liquidity events. If you are in such a good place in your life, find a local angel investing group by Googling “angel investing”.

Coach 216

Coach Organization Invest Sales 216

Berkonomics

JUNE 8, 2017

Some businesses require very little capital and the founder can self-finance the enterprise and retain 100% of its ownership and control from ignition through liquidity event (startup through sale). Dave’s book and ebook on raising money available on Amazon.com. For you who fit that description, nice work.

Venture Capital 266

Venture Capital Class Invest Equity 266

Both Sides of the Table

APRIL 17, 2016

He brings knowledgable experts from varying points of view but never books anybody that engages in yelling matches. I haven’t read the book nor deeply reviewed Project Aristotle but the conversation on this morning’s show really resonated with me. The best leaders I work with tend to obsess about teams.

Coach 150

Coach Technical Review Framework Google 150

Both Sides of the Table

JANUARY 22, 2014

Most VCs are book smart. In fact, book smart can be a negative. VCs should be more of a coach than proscriptively telling you what to do. Of course it is super helpful if a VC can drop you in to important people for business development, recruiting, PR, sales and eventually M&A. I think of VCs as coaches.

Venture Capital 364

Venture Capital Coach Writing SaaS 364

Startup Professionals Musings

JUNE 12, 2019

Traditionally, you just worried about the quality of the sales transaction (price, speed, service), but the “customer experience” now includes ease of pre-sale shopping, post-sale support, with a connected relationship throughout. This can save them grief, as well as reduce your own marketing and sales costs.

Custom 96

Custom Customer Coach Pricing 96

Startup Professionals Musings

AUGUST 30, 2023

In this context, I was impressed with the insights provided in a new book, “ Stay Sane In An Insane World ,” by peak performance coach Greg Harden. In business, these cover the gamut from vision, creativity, innovation, to sales, financial management, and negotiation. We all have strengths and weaknesses.

Mentor 104

Mentor Startup Coach Satisfaction 104

Startup Professionals Musings

DECEMBER 22, 2021

I was happy to see quantified evidence of this in a new book, “ Winning on Purpose ,” by Fred Reichhheld, creator of the Net Promoter system of management, in concert with Darci Darnell and Maureen Burns. Too many businesses I know still see customer service as a burden, rather than an opportunity to gain loyalty and advocacy.

Custom 114

Custom Customer Satisfaction Metrics 114

Berkonomics

APRIL 19, 2018

Email readers, continue here…] Early in the rapid growth phase of my computer software company, I hired an excellent, IBM-trained vice president of sales to further growth and begin our international expansion. Everyone but the sales VP was present as anticipated. But, he stated, as I recall, “This one is for the books.”

Training 226

Training Course Sales IBM 226

Startup Professionals Musings

OCTOBER 2, 2021

I found the classic book, “ Master Your Time, Master Your Life ,” by noted speaker and productivity expert Brian Tracy, who highlights decision making and problem solving as one of the most critical determinants of your success in everything you do. Use brainstorming for a range of solutions.

Startup 140

Startup Entrepreneur Ideas Coach 140

Startup Professionals Musings

AUGUST 27, 2022

The classic book, “ Hunting in a Farmer's World: Celebrating the Mind of an Entrepreneur ,” by serial entrepreneur and business coach John F. Farmers have a narrower view of what is required, to optimize quality production, customer satisfaction, or close a sale.

Entrepreneur 124

Entrepreneur Marketing News Slides 124

Startup Professionals Musings

AUGUST 18, 2018

Overall I like the principles in the classic book “ Robert’s Rules of Innovation: A 10-Step Program for Corporate Survival ,” by Robert F. Training and coaching. Ongoing coaching from the top is essential to maintain the attitude and spirit. From time to time, include customers and sales members in ideation sessions.

Entrepreneur 64

Entrepreneur Coach Metrics Competition 64

Startup Professionals Musings

SEPTEMBER 1, 2019

In his classic book, “ Second Stage Entrepreneurship ,” Daniel J. Switch your attention from product development to sales. Second-stage growth usually requires a formal sales model, an experienced and disciplined sales team, and a well-defined process to meet your new goals and demands.

Startup 97

Startup Sales Metrics Guide 97

Startup Professionals Musings

APRIL 22, 2019

In addition, today’s customers judge a company by perceived people relationships through social media, phone conversations, and sales experiences. That’s why I was pleased to see the balance on people versus process in a classic book on how to fix your organization, “ The Diamond Process ,” by Mike J Diamond and Christopher R Harding.

Coach 94

Coach Organization Mentor Startup 94

Both Sides of the Table

JANUARY 6, 2014

I should note that my friend Brad Feld has written a new book on the subject that I would recommend if you want the bible on the topic. how much energy to put into channel partners vs. direct sales. how to build an initial sales organization. So our board meetings consisted of discussion about. how to evolve our management team.

Startup 325

Startup Sales Technical Review Software Review 325

Startup Professionals Musings

MARCH 30, 2022

Thus I was pleased to see the same conclusion in a new book, “ CEO Excellence ,” by Carolyn Dewar, Scott Keller, and Vikram Malhotra, each a Senior Partner at McKinsey & Company. Today even small businesses need complex organizations that work together in alignment, remote and online, including marketing, sales, delivery, and support.

Template 109

Template Demand Social Media Summary 109

AeA Los Angeles Council

APRIL 10, 2008

Having been both a marketing & sales executive, I have seen first-hand how silos between these two departments can exist while products (or the sale of services) still "succeed" despite the rivalry. Panelists include: Mark Friedman , President of the Velos Group, an industry expert in Sales Lead Management. Sales Directors.

Sales 45

Sales Marketing Woodland Hills AeA 45

Startup Professionals Musings

AUGUST 14, 2016

Overall I like the principles in the classic book “ Robert’s Rules of Innovation: A 10-Step Program for Corporate Survival ,” by Robert F. Training and coaching. Ongoing coaching from the top is essential to maintain the attitude and spirit. From time to time, include customers and sales members in ideation sessions.

Coach 64

Coach Metrics Competition Ideas 64

Startup Professionals Musings

AUGUST 4, 2019

I like the guidance from marketing coach David Newman’s classic book “ Do It! Craft a no-follow-up sales letter, after you have positioned yourself as the right expert, with powerful testimonials. Instead of asking themselves “How and when will this generate sales?” They will call you back.

Marketing 97

Marketing Entrepreneur Startup Technical Review 97

Startup Professionals Musings

JULY 15, 2020

I found real confirmation of my approach, and much practical guidance in a recent book, “ Entrepreneurial Leap ,” by a friend and cohort Gino Wickman. These will almost always be related to sales and marketing, since they must tie back to cash flow. Increase you focus on coaching, training, and mentoring.

Metrics 140

Metrics Entrepreneur Coach Satisfaction 140

Startup Professionals Musings

AUGUST 12, 2015

Overall I like the principles in the classic book “ Robert’s Rules of Innovation: A 10-Step Program for Corporate Survival ,” by Robert F. Training and coaching. But these still need coaching on the unknowns, and ongoing education to keep up with the industry and the technology. Idea management. Net result and reward.

Entrepreneur 101

Entrepreneur Startup Coach Metrics 101

Startup Professionals Musings

NOVEMBER 12, 2018

I found this challenge and others outlined well in a new book, “ Running Your Small Business Like a Pro ,” by Andrew Frazier, who also brings many years of working with big and small companies. Helpers do only what you tell them, whereas true help comes from people who know more than you in their specific area, such as sales or finance.

Sales 69

Sales Organization Entrepreneur Examples 69

Startup Professionals Musings

JUNE 28, 2019

I was pleased to find some specific guidance in this regard in a new book, “ Five Frequencies: Leadership Signals that turn Culture into Competitive Advantage ,” by the team of Jeff Grimshaw, Tanya Mann, Lynne Viscio, and Jennifer Landis. In addition, most business knowledge, such as the reason for a lost sale, is subject to interpretation.

Competition 76

Competition Coach Case Study Statistics 76

Startup Professionals Musings

JULY 14, 2017

In fact, I just finished a new book, “ Winning from Failing ,” by business development and sales productivity expert Josh Seibert, which extends this principle as well to large corporate organizations seeking to improve their productivity and success. Establish mentoring and coaching relationships.

Coach 57

Coach Mentor Organization Entrepreneur 57

Startup Professionals Musings

APRIL 21, 2017

In addition, today’s customers judge a company by perceived people relationships through social media, phone conversations, and sales experiences. That’s why I was pleased to see the balance on people versus process in a new book on how to fix your organization, “ The Diamond Process ,” by Mike J Diamond and Christopher R Harding.

Entrepreneur 78

Entrepreneur Coach Organization Mentor 78

Startup Professionals Musings

FEBRUARY 4, 2015

In his recent book, “ Second Stage Entrepreneurship ,” Daniel J. Switch your attention from product development to sales. Second-stage growth usually requires a formal sales model, an experienced and disciplined sales team, and a well-defined process to meet your new goals and demands.

Startup 108

Startup Sales Metrics Entrepreneur 108

Frank Addante

OCTOBER 12, 2021

After founding 5 companies in a row, resulting in $5 billion in market value, $1 billion in sales, 2 IPOs (one on NYSE and one on Nasdaq) and raising $300M inc capital — I realized that my calling in life is to take all of those amazing experience and channel it into the next generation of impact-focused entrepreneurs.

Startup 105

Startup Case Study Ideas Invest 105

Startup Professionals Musings

OCTOBER 11, 2019

I saw a good summary of the required principles for long-term trust in a new book, “ The 10 Laws of Trust ,” by Joel Peterson, Chairman of JetBlue, professor at Stanford University, and thought leader in this area: Practice personal integrity in all that you do. Show humility while acting as a mentor and coach.

Mentor 98

Mentor News Summary Coach 98

Startup Professionals Musings

MARCH 6, 2016

I saw the key ones outlined well in a recent book, “ Creating High Performers ,” by William Dann, a leading coach to experienced CEOs. Your standards for product quality, sales growth, and customer satisfaction must be documented and reviewed prior to results and performance reviews.

Coach 52

Coach Satisfaction Entrepreneur Resource 52