Both Sides of the Table
JULY 1, 2010
As a CEO you never stop needing to go on sales calls (or to work the phones in telesales or customer support) and ceasing to do this as your company grows because you’re focusing on investors, recruiting, PR or whatever is a mistake. As a content management system we had lots of write activities and went with Postgres.
Both Sides of the Table
AUGUST 14, 2011
Obviously they wish they would have figured this out a bit more quickly, but as a young team I personally cut them a little bit more slack than I would if it were Oracle, for example. Journalists write stories that have an appeal to readers whether the accusations have merit or not. How do you lose that debate? Yes, it will be bad.
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Both Sides of the Table
FEBRUARY 5, 2011
I’ve started writing up some of those sales & marketing lessons and I plan to continue to build that section out over time. Whenever I heard why we didn’t feel a sales process at an important customer was going well (or if we lost) I would get involved myself. Customers buy solutions to solve their problems.
Both Sides of the Table
FEBRUARY 3, 2010
Let’s assume you run a Customer Support software company. Do you simply begin by asking, “I’d love to understand what your objectives are in customer support? You need to identify a customer problem and talk about how your solution meets the needs of that problem. Where are your current pains?&#.
Both Sides of the Table
MAY 4, 2013
I tapped my friends at big tech companies (Salesforce, Google, Oracle). They do this because they have amazing skills at writing business plans. I like to debate with them how they will land customers and how they deal with the press. Of course I went through normal other channels of deal flow. I spent time on college campuses.
Both Sides of the Table
MAY 4, 2013
I tapped my friends at big tech companies (Salesforce, Google, Oracle). They do this because they have amazing skills at writing business plans. I like to debate with them how they will land customers and how they deal with the press. Of course I went through normal other channels of deal flow. I spent time on college campuses.
Startup Professionals Musings
JUNE 15, 2010
When you sit down to start working on a business plan, grab four blank sheets of paper and write the words Opportunity, Solution, Execution, and Outcomes across the top. Pretty much anything that goes into a business plan falls into one of these four categories: Opportunity : Every successful business exploits an opportunity.
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