Startup Professionals Musings

SEPTEMBER 21, 2020

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 entree, and correctly included all costs?

Startup 156

Startup Coach Metrics Marketing 156

socalTECH

MAY 30, 2019

I think, to be a great entrepreneur, you have to look at what is missing in the category that you will be playing in the industry, and figure what you can deploy with a little bit of strategy and technology to bring a better service and price. You've got to have great sales enablement. Your finance has to be world class.

Content 193

Content Social Network Coach Help 193

Startup Professionals Musings

SEPTEMBER 1, 2019

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. These only come with the proper training, investment in tools, and focus on customer relationships.

Startup 97

Startup Sales Metrics Guide 97

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?

Startup 81

Startup Coach Metrics Marketing 81

Startup Professionals Musings

FEBRUARY 4, 2015

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. These only come with the proper training, investment in tools, and focus on customer relationships.

Startup 108

Startup Sales Metrics Entrepreneur 108

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?

Entrepreneur 93

Entrepreneur Startup Coach Metrics 93

Startup Professionals Musings

APRIL 8, 2013

Traditional” marketing, sales, and product management organizations often lead to mediocrity. Train all the time. Every interaction every day is a training event, and you can capitalize on it or not. Training is coaching, rather than criticizing, to improve the outcome next time. This is simply a mind-set shift.

Startup 101

Startup Training Study Customer 101

Startup Professionals Musings

SEPTEMBER 13, 2017

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. These only come with the proper training, investment in tools, and focus on customer relationships.

Startup 56

Startup Sales Metrics Guide 56

Startup Professionals Musings

NOVEMBER 3, 2013

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. These only come with the proper training, investment in tools, and focus on customer relationships.

Sales 96

Sales Metrics Startup Entrepreneur 96

Startup Professionals Musings

MARCH 4, 2012

Traditional” marketing, sales, and product management organizations often lead to mediocrity. Train all the time. Every interaction every day is a training event, and you can capitalize on it or not. Training is coaching, rather than criticizing, to improve the outcome next time. This is simply a mind-set shift.

Training 109

Training Startup Study Customer 109

InfoChachkie

MARCH 30, 2015

For many years after Microsoft became highly successful, its executives (yes, including Mr. Gates) flew coach. If there happens to be a gas station along the way where you can fill up for a reasonable price, great. Praise Frugality - Instill a sense of pride in your employees to never pay full price. However, do not count on it.

Startup 100

Startup Pricing Coach Incubator 100

InfoChachkie

SEPTEMBER 22, 2011

If there happens to be a gas station along the way where you can fill up for a reasonable price, great. One way to combat reckless spending is to instill a sense of pride in your employees to never pay full price. Rather, you should be ashamed to pay full price. Encourage all of your employees to ask, “Is that your best price?”

Startup 221

Startup Pricing Entrepreneur Email 221

Both Sides of the Table

NOVEMBER 25, 2010

It is never as rewarding when you’re the coach (but coaching has many other benefits. Looong Appendix (only for those interested in reading another story about losing a sale & key lessons): A personal story of losing a sale that haunted me for years. I later learned one of my biggest lesson in sales.

Outsource Development 333

Outsource Development Software Review Technical Review News 333

Both Sides of the Table

NOVEMBER 25, 2010

It is never as rewarding when you’re the coach (but coaching has many other benefits. Looong Appendix (only for those interested in reading another story about losing a sale & key lessons): A personal story of losing a sale that haunted me for years. I later learned one of my biggest lesson in sales.

Outsource Development 328

Outsource Development Software Review Technical Review News 328

Startup Professionals Musings

AUGUST 14, 2010

You may also want to consider establishing joint ventures or even wholly owned sales channels, but proceed slowly because it is difficult to unwind joint ventures. Channel conflict is inevitable as you add additional sales channels. Ensure proper product and technical training. Avoid exclusive arrangements.

Startup 85

Startup Outsource Development Training Resource 85

Both Sides of the Table

AUGUST 15, 2009

It is never as rewarding when you’re the coach (but coaching has many other benefits ;-). I was working hand-in-hand with my close friend and associate Stuart Lander who was running our UK office and with one of our local sales reps. They had a team trained up in Documentum and we certainly had enemies from the inside.

Startup 151

Startup Outsource Development Software Review Technical Review 151

Tech Zulu Event

JUNE 20, 2013

Who is the sales person? But Spurs coach, Gregg Popovich used his many years of experience to deliberate a plan that was well executed and surprised even the experts in the game, leading the underdog team to a Game 7 against the defending champions. Who has the business mindset? Who is the technical person?

Startup 94

Startup CTO Coach Coach Study 94

socalTECH

JULY 29, 2009

More recently, we licensed our platform to leadership guru Marshall Goldsmith, so that he could transform his $200,000 coaching engagements into a virtual program, so that a much wider audience could benefit from Marshall's process and work. Can you talk about the pricing and how the business model works?

Geni 100

Geni Web Guide Platform 100

Both Sides of the Table

OCTOBER 22, 2009

Everyone in the outside world is talking about how great you are but internally you know that your sales aren’t ramping, your product isn’t shipping on time, you have doubts about the quality of your code, you’re not convinced you’re doing a good job on marketing – whatever. Your solution? My advice: don’t.

Startup 327

Startup Sales Class CIO 327

Both Sides of the Table

JANUARY 16, 2012

Fund raising (as is much of life) is a sale – pure and simple. As with any sales campaign you need to: Qualify your buyers early so you focus your scarce resources on people likely to buy your product. . Three rules in sales: Why buy anything? Remember again that the three major steps to a sale are: Why buy anything?

Develop 366

Develop Development Funding Venture Capital 366