Both Sides of the Table

FEBRUARY 5, 2011

I had never had any sales training so everything we did for the first couple of years was instinctual. So I did want any rational person who wants to improve does – I hired a coach. We focused together on improving our sales methodology, our training and our comp plans. Sales people will often blame your pricing.

Sales 316

Sales Startup Pricing Customer 316

Startup Professionals Musings

JANUARY 25, 2016

It must be written down, with measurable team objectives, validated by metrics and compared against competition. Provide coaching and mentoring as well as training. Formal training for the team is just the beginning, not the end. Most importantly, your actions speak louder than words.

Customer 55

Customer Custom Startup Coach 55

Both Sides of the Table

AUGUST 30, 2010

I’ve written about the topic of convertible debt at length before specifically about how angels & entrepreneurs should think about pricing. Convertible debt is an investment that “converts&# into equity in the future usually at a discount to your next funding round price and sometimes has a “cap&# (maximum price).

Equity 319

Equity Pricing Venture Capital Entrepreneur 319

Startup Professionals Musings

JUNE 21, 2013

Train them fully, give them authority, make them accountable, and tie their pay to customer satisfaction. It must be understandable, written down, and verifiable, with regular measurements and metrics to make it real, benchmarked against the competition. Train and coach continuously. Train and coach continuously.

Customer 92

Customer Custom Startup Services 92

Startup Professionals Musings

DECEMBER 8, 2018

In all cases, don’t skip the basic training. Any startup coach or business advisor will tell you that, on your way to being a great chef, you don't start your journey by inventing the ultimate entre. Have you set the right price for your entrée, and correctly included all costs? But don’t practice too long. For now, get cooking!

Startup 81

Startup Coach Metrics Marketing 81

Startup Professionals Musings

NOVEMBER 4, 2016

In all cases, don’t skip the basic training. Any startup coach or business advisor will tell you that, on your way to being a great chef, you don't start your journey by inventing the ultimate entre. Have you set the right price for your entrée, and correctly included all costs? But don’t practice too long. For now, get cooking!

Entrepreneur 93

Entrepreneur Startup Coach Metrics 93

Startup Professionals Musings

APRIL 8, 2013

This includes the specific work your startup must do, the capabilities you need to build for a competitive advantage, and the career path for team members to bring this to life. Train all the time. Every interaction every day is a training event, and you can capitalize on it or not. People follow what you do, not what you say.

Startup 101

Startup Training Study Customer 101

Startup Professionals Musings

MARCH 4, 2012

This includes the specific work your startup must do, the capabilities you need to build for a competitive advantage, and the career path for team members to bring this to life. Train all the time. Every interaction every day is a training event, and you can capitalize on it or not. People follow what you do, not what you say.

Training 109

Training Startup Study Customer 109

Tech Coast Venture Network

AUGUST 11, 2015

New employees are offered $2,000 to quit after the first week of training if they decide the job isn’t for them. It designs its own glasses, and sells directly to customers, cutting out the middleman and keeping prices low. It offers other health-oriented programs such as massages and personal training.

Examples 100

Examples Company Companies Google 100

Tech Coast Venture Network

AUGUST 11, 2015

New employees are offered $2,000 to quit after the first week of training if they decide the job isn’t for them. It designs its own glasses, and sells directly to customers, cutting out the middleman and keeping prices low. It offers other health-oriented programs such as massages and personal training.

Examples 100

Examples Company Companies Google 100

Both Sides of the Table

NOVEMBER 25, 2010

I believe that it is part of the DNA of an entrepreneur – being so competitive that you’re practically sick when you lose. They’re competitive. It is never as rewarding when you’re the coach (but coaching has many other benefits. They decided to re-open the competition for 3-4 more weeks.

Outsource Development 333

Outsource Development Software Review Technical Review News 333

Both Sides of the Table

NOVEMBER 25, 2010

I believe that it is part of the DNA of an entrepreneur – being so competitive that you’re practically sick when you lose. They’re competitive. It is never as rewarding when you’re the coach (but coaching has many other benefits. They decided to re-open the competition for 3-4 more weeks.

Outsource Development 328

Outsource Development Software Review Technical Review News 328

Both Sides of the Table

AUGUST 15, 2009

I believe that it is part of the DNA of an entrepreneur – being so competitive that you’re practically sick when you lose. They’re competitive. It is never as rewarding when you’re the coach (but coaching has many other benefits ;-). They decided to re-open the competition for 3-4 more weeks.

Startup 151

Startup Outsource Development Software Review Technical Review 151

Both Sides of the Table

JANUARY 16, 2012

So winning means they’re paying the highest price. One of the best sales coaches I ever worked with used to talk to me about “testing prospects.” Would you mind if I had a senior training rep call you for 30-minutes to give you a quick demo to get you up to speed? You need to create a sense of competition.

Develop 366

Develop Development Funding Venture Capital 366