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

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 10, 2014

It’s why I wrote this post that the controversial first hire after an A round out to be an office manager / assistant / HR person who handles everything from stocking supplies to booking travel to scheduling group meetings. If it’s an enterprise software company you can no longer rely on tacit knowledge to win sales campaigns.

Startup 381

Startup Resource Venture Capital Activity 381

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 Customer Custom Competition 93

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 Customer Custom Competition 96

Startup Professionals Musings

JULY 25, 2020

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 144

Coach Metrics Social Network Competition 144

Startup Professionals Musings

APRIL 21, 2023

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 137

Coach Metrics Competition Ideas 137

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

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

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

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

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

Both Sides of the Table

JUNE 2, 2011

Maybe 2 years of computer training would suit some people better than 4 years of book study? If I’m counseling young people I often coach them to consider getting degrees that will be practical for becoming more employable when they graduate. Would I ever encourage anybody to drop out of his or her education?

Education 322

Education Startup Incubator Class 322

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 Mentor Organization Startup 128

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

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

Both Sides of the Table

JULY 19, 2011

One thing I learned from the book is that real estate agents always sell their personal property at higher relative prices than their clients’ properties. You can certainly get coaching from your VC on how to play the negotiations since they do it more often than you do. We’re both principals in a sale.

Venture Capital 319

Venture Capital Pricing Startup Outsource 319

Startup Professionals Musings

AUGUST 16, 2023

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.

Coach 93

Coach Satisfaction Resource Entrepreneur 93

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.

Customer 96

Customer Custom Coach Pricing 96

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

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

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

Berkonomics

JANUARY 17, 2011

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. PM, and that the vice president of sales, presently in the air traveling to the very country where the manager was to meet him, was not to be present.

Training 136

Training Sales Course IBM 136

Startup Professionals Musings

MAY 30, 2014

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 new book by Certified Turnaround Professional, Thomas H. Gray, titled “ Business Techniques for Growth.”

Entrepreneur 115

Entrepreneur Resource Training Product 115

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

Both Sides of the Table

APRIL 6, 2014

Plus, if she does have areas where we could coach her on improvement it would help to know that coming in.” CFOs often know the other CFOs and same for heads of sales, marketing, tech, etc. Many of the people at our company who interviewed her really like her. And they have a general sense of reputation. Having an accomplice.

Startup 302

Startup Technical Review Entrepreneur Report 302

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

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.

Customer 114

Customer Custom Satisfaction Metrics 114

Startup Professionals Musings

NOVEMBER 3, 2013

I just finished a new book, “ Second Stage Entrepreneurship ,” by 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 96

Sales Metrics Startup Entrepreneur 96

Tech Zulu Event

NOVEMBER 30, 2012

CapLinked says the round of funding and new appointment are an advancement in their move to displace the legacy left by Virtual Data Room (VDR) with their intuitive new product for coordinating on complex business deals such as asset sales, financings, and mergers and acquisitions. 25 Years of Writing Code. and Schlumberger.

Technical Review 88

Technical Review Software Review Bertelsmann Technology 88

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

JULY 13, 2015

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 book by Certified Turnaround Professional, Thomas H. Gray, titled “ Business Techniques for Growth.”

Resource 105

Resource Startup Entrepreneur Training 105

Startup Professionals Musings

DECEMBER 5, 2014

I like the guidance from marketing coach David Newman’s recent 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.

Technical Review 103

Technical Review Tips Marketing Entrepreneur 103

Startup Professionals Musings

JUNE 19, 2013

I found some help from marketing coach David Newman’s new 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. Don’t dumb it down for social media.

Startup 103

Startup Marketing Social Media Technical Review 103

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 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

socalTECH

JULY 29, 2009

If you're an expert in a certain technology--say, business process design--and have thought about publishing a book, this is a quicker, faster, and more comprehensive way to share it with the world. Instead of writing a book, we wanted to develop a platform to bring our methods to life, and scale our knowledge.

Geni 100

Geni Web Guide Platform 100