Competition Framework Sales Technical Advisors 
Both Sides of the Table
SEPTEMBER 28, 2014
Let’s set up a framework. Gross margin (GM) is the amount of profit you make per sale of your product or service taking into account your total costs of selling that product or service. In these kinds of businesses I’m on the record as advising “ Ring the Freakin Cash Register.” Gross Burn vs. Net Burn.
Both Sides of the Table
JANUARY 13, 2011
I would argue that this mostly consists of consumer Internet companies (although not exclusively) and it is predominantly early-stage people who are product gurus and have a mildly technical bend to them. Use it as a framework for a dialog not a script. But flip you must – just as in a sales meeting. Mobile app?
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