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Helping Startups Understand Salespeople & the Sales Culture

Both Sides of the Table

Specifically what is often not in the DNA of founders are sales skills. Nor do they exist in the investors of early-stage companies.

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Why Your Startup Needs a Sales Methodology

Both Sides of the Table

This is a very important to do when you first start a company. question in sales. question in sales. Sales & Marketing Advic

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Ten Of The Top Tech Companies For Employees In LA

socalTECH

Who are the top tech companies to work for in Los Angeles? Despite a huge number of companies, we found there are a number which. OpenX.

How to Shorten Your Sales Cycle and Avoid Wasting Time

Both Sides of the Table

If you don’t have a good sales methodology already in place in your organization you might try reading that last link. Call High. Summary.

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Mogreet Ramps Sales, Marketing Team

socalTECH

Los Angeles-based Mogreet , the provider of video-based, mobile marketing services, is in the midst of and expansion, including the hiring of two executives to its sales and marketing team. mogreet sales marketing executive directorVenture backed Mogreet provides its video-based, mobile marketing services to brands. READ MORE>>.

The Danger of Crocodile Sales

Both Sides of the Table

But how to apply “listening&# in a sales meeting? After that you need to begin discussing your company. Beware of Crocodile Sales.

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What is the Right Burn Rate at a Startup Company?

Both Sides of the Table

But what IS the right amount of burn for a company? Conversely if you’re burning $600,000 per month (yes, some companies do) then you only have 5 months of cash left. often see companies burning $100,000 per month (net) looking to raise $6-8 million. ” I highly recommend reading it. Let’s set up a framework. Here’s

Verengo Solar Sells Assets In Bankruptcy Sale

socalTECH

Financial details of the sale were not announced. As part of the deal, Verengo said that Crius will provide "debtor-in-possessoin" financing which will enable to the company to continue operating during the sale process. READ MORE>>. electricity cleantech acquisition merger crius bankruptcy assets solar verengo

Improving Sales: The Excuse Departement is Closed

Both Sides of the Table

Specifically what is often not in the DNA of founders are sales skills. Nor do they exist in the investors of early-stage companies.

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Maximize Your Exit By Not Selling Your Company

InfoChachkie

My House Is Not For Sale. However, in many cases, acquiring companies behave less rationally than Mr. Jackson. What is your price?”.

TrueCar Sells 1 Million Cars, Hits $31 Billion In Total Sales

socalTECH

Santa Monica-based TrueCar , the auto pricing and sales company headed by Scott Painter, said late yesterday that it has sold its one millionth vehicle through its service, and that $31 billion in sales have gone through its network to date. monthly retail vehicle sales. READ MORE>>.

Identifying Pain in the First Step in a Sales Process – Here’s How

Both Sides of the Table

In my first enterprise software company we developed a methodology for sales that we called PUCCKA. Click here. It’s just human nature.

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Gumgum Names Sales VP

socalTECH

Santa Monica-based Gumgum , the celebrity image licensing and advertising startup headed by Ophir Tanz, has appointed a new VP of Sales, the firm told socalTECH today. The company said it has appointed Brennan Beyer as its new Vice President of Sales. Beyer joins the company from SocialVibe, where he also served as VP of Sales.

Why Taking Some Risks in the Sales Process Can Improve Results

Both Sides of the Table

Many people are too cautious in sales processes and as a result when they present their solutions they end up sounding milquetoast and undifferentiated from anybody else in the market. recently wrote about the three rules of sales. 1. In sales we often call these USPs (I wrote about them here: Unique Selling Propositions ).

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Mogreet Opens Midwest Sales Office

socalTECH

Los Angeles-based Mogreet , coming off a new round of venture funding, is in expansion mode, saying that it has opened up a new Midwest sales office for the company. sales executive midwest marketing mogreetThe firm offer up video-based, mobile marketing services and products. READ MORE>>.

What Do You Need to Do to Improve Sales? Here’s a Start …

Both Sides of the Table

I write about sales often both because it’s the lifeblood of any organization and because in my experience it is the area in which more startups are least experienced or inclined. also write and talk about it frequently because raising capital is a part of sales and this is important for entrepreneurs to understand. Why Buy Now?

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The Biggest Reason Most Sales Campaigns Don’t Close

Both Sides of the Table

But the number one reason sales stall when customers see the value in what you do is because they often don’t have a reason to buy NOW.

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THQ Details Buyers, Numbers After Fire Sale

socalTECH

Bankruptcy Court has granted a motion to approve a sale of the majority of THQ's assets to multiple buyers. THQ detailed the sale Wednesday night, saying the company's estate will receive approximately $72M in total through the sales of its owned studios and games in development. READ MORE>>.

The One Key Person That Will Help You Improve Sales

Both Sides of the Table

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too.

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Fandango Sees Boost From Mobile Ticket Sales

socalTECH

The firm said it saw a 60 percent, year-over-year increase in Thanksgiving holiday weekend ticket sales on mobile devices through the site.

Startup Sales – Why Hiring Seasoned Reps May Not Work

Both Sides of the Table

A while back I wrote a bunch of posts on Sales & Marketing and have been meaning to get back to that theme for a while. You learn by asking.

Mogreet Expands Sales Chops

socalTECH

Los Angeles-based Mogreet , the video-based, mobile marketing firm headed by James Citron, reported today that it has named Jesse Silver as Senior Sales Director. Mogreet said it is expanding the sales team to drive new business for the company. mogreet sales executive mobile marketing servicesREAD MORE>>.

GumGum Snags Amazon Vet For Sales Efforts

socalTECH

GumGum , the developer of in-image advertising technology headed by Ophir Tanz, is bolstering its sales efforts, and has hired an Amazon veteran to head up western sales. According to GumGum, Matt Weisbecker has been appointed Vice President, Western Sales for GumGum, a new position for the company. READ MORE>>.

Fandango Breaks Record With The Hunger Games Ticket Sales

socalTECH

The company said that the sales represent the largest share of sales for any movie in its 12-year history. READ MORE>>.

How Online Video Companies Can Increase Margin and Build Better Businesses

Both Sides of the Table

Finally, if you want to build a successful online video company you must have some formats that are independent of talent altogether. But wait!

Increase Your Sales Velocity By Saying No To Pilots

InfoChachkie

Pilot agreements are provisional contracts under which companies can assess the veracity of a potential, long-term relationship. Pay To Play.

Active Network Sets Global Sales Exec

socalTECH

San Diego-based Active Network , the operator of a number of sports related registration and sports events management websites, said yesterday that it has named Kevin Biggs as its Executive Vice President of Global Technology Sales. Biggs joins the company from Blue Coat Systems, and also served at IBM. active network executive sales

Leads360 Gets $15M For Sales Lead Software

socalTECH

According to the company, the new funding will go towards product offerings, strategic partnerships, and awareness of its platform. Leads360's software is used for managing and tracking sales leads. leads360 sales lead management software venture capitalREAD MORE>>.

Epicor Sale Off The Table

socalTECH

According to the WSJ , Apax Partners has decided to retain the company, after testing the market for a sale of Epicor. The news on that move came in May. Apax bought Epicor back in 2011. READ MORE>>. epicor apax partners supply chain management software investment banking merger acquisition

Awareness Technologies Boosts Channel Sales Team

socalTECH

Los Angeles-based Awareness Technologies , a developer of security software aimed at preventing internal data leaks, said today that it has bolstered its channel sales effort with two executive hires. The firm said it has appointed Dean Galbreath as Vice President of Channel Sales. READ MORE>>.

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Why Focusing on Only One Buyer Will Lose You Sales

Both Sides of the Table

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too.

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Call of Duty: Modern Warfare 3 Tops $1 Billion In Sales

socalTECH

Santa Monica-based Activision Publishing said this morning that its new title, Call of Duty: Modern Warfare 3 , has just topped $1 billion in sales.

Scaling Sales: Arming & Aiming – Objection Handling

Both Sides of the Table

This is part of a series on sales & marketing. Some examples of common objections across many companies: 1. Whatever.

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Hunger Games Pushes Surge In Sales For Fandango

socalTECH

The company reports that it sold around 23 percent of its total tickets via mobile in the quarter. READ MORE>>.

Startup Sales Lessons From TLC’s “Say Yes To The Dress”

InfoChachkie

There are a number of solid sales techniques on display by the Say Yes team. Startup sales require high velocity. Reality Selling.

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ShowUhow Turns To Video For Sales Leads

socalTECH

The company announced the new product at Salesforce.com's Dreamforce conference this week. San Diego-based ShowUhow , the provider of video applications for retailers, has turned its focus to helping those retailers engage and capture leads. READ MORE>>. electronics consumer salesforce leads ecommerce retailer video showuhow

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DFJ, Pasadena Angels lead $1.4M funding in Edufii

Ask the Angels

Blog Company Creation/Operation Fundraising General News Angel Capital Angel Investing Company Sale Exit Strategies Pasadena Angels Startups Valuation VC DFJ Frontier and Pasadena Angels have led a $1.4 million Series A funding in Edufii Inc., the social/mobile platform for skill development. Read more here. Tweet Tweet.

Medsphere Names Sales, Marketing VP

socalTECH

Carlsbad-based Medsphere Systems , which develops open source healthcare software, said today that it has named John Bright as Vice President of Sales and marketing. Bright joins the company from Henry Schein Medical Systems, and also has served at Health Research Sciences, BrightCAM Solutions, and Mountain Medical Technologies.

Startup Children – How To Parent An Entrepreneur (Part II) - Sales Advice From Dr. Seuss

InfoChachkie

Man or woman, the tactics deployed by Sam are applicable to any sales situation and can be put to use by any salesperson, irrespective of their gender.

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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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