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Helping Startups Understand Salespeople & the Sales Culture

Both Sides of the Table

Most technology startups seem to be funded by product people or business people. boil it down to this: sales people are sales people.

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Why Your Startup Needs a Sales Methodology

Both Sides of the Table

Invariably your first efforts at product won’t quite hit the mark – and this is OK. question in sales. question in sales. PUCCKA.

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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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VC Confessions: I Don’t Really Care About Your Product Demo


The entrepreneur cannot wait to show me their product via a demo. Sales Mode – Demos intrinsically cause Founders to launch into sales mode.

Online Entrepreneurs: Get Sales Tax Compliant For 2016


One of the reasons I know way more about online sales taxes than I ever thought I would is due to Rincon Venture Partners’ investment in TaxJar , one of the leaders in this emerging space. Almost every online seller will have a sales tax deadline this upcoming January. Your Sales Tax Compliance Checkup. Oh Crap, I Have Nexus.

Pipeliner CRM's Nikolaus Kimla On Moving to LA, Sales Entrepreneurship


The people we spoke with told us that CRM sucks, and sales people have to use this software, but don''t like to use it. Who are your customers?

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

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In my first enterprise software company we developed a methodology for sales that we called PUCCKA. The best sales meetings are discussions.

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Why Taking Some Risks in the Sales Process Can Improve Results

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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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The Biggest Reason Most Sales Campaigns Don’t Close

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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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How Event Farm Is Making Events A Part Of Your Sales Funnel

SoCal Tech Calendar

The most obvious, is to drive sales. We also wanted access to development resources, and we have our product team here, the engineers and designers, all based in Santa Monica. However, our approach is a whole new product category, part of the marketing cloud. How do you make those events happen? How did you start the company?

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. Period.

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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.

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A Day in the Life of a Product Manager

Tech Zulu Event

Jay Stakelon , VP Product Design,  Fullscreen. Jen Robinson ,  Head of Product Manager,  Bigframe. Making ideas reality : dependency.

Increase Your Sales Velocity By Saying No To Pilots


Indecisive prospects diffuse a startup''s focus and slow down its sales velocity. product, geography, customer segment, etc.).

Scaling Sales: Arming & Aiming – Objection Handling

Both Sides of the Table

This is part of a series on sales & marketing. More experienced sales leaders seldom compete on price. Whatever.

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


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

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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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Why Email May Be Draining Your Company’s Productivity

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So I ask you – if you’re being reactive to somebody else’s emails are you really being as productive in your company as you could be?

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Verengo Solar Sells Assets In Bankruptcy Sale


Financial details of the sale were not announced. Crius Energy Corporation is a provider of electricity, natural gas and solar products to residential and commercial customers. READ MORE>>. electricity cleantech acquisition merger crius bankruptcy assets solar verengo

Fan Appz Launches Social Media Marketing Product


Los Angeles-based Fan Appz , which is headed by Jon Siegal, said today that it has launched a new social media marketing product. Fan Appz said it differs from other, social media marketing products because it is focused on helping brands close a sale. Jon Siegal was previously a VP of Sales at Siebel Sytsems.,

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Myricom Names New Sales VP


Arcadia-based Myricom , the developer of low latency, 10 Gigabit Ethernet clustering products for the high performance computing (HPC) market, said Monday that it has named Mike McPherson as the firm's new Vice President, Worldwide Sales. myricom latency high performance computing clustering executive sales worldwideREAD MORE>>.

Mogreet Opens Midwest Sales Office


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. The firm offer up video-based, mobile marketing services and products. sales executive midwest marketing mogreetREAD MORE>>.

ACTIVE Network, Launch Private Sales Site


San Diego-based ACTIVE Network , the online sports registration site, and , a members-only e-commerce site based in San Luis Obispo, said today that they have tied to launch a new, private sales website called ACTIVE GearUp. THe two said the site will offer deals on products from endurance and outdoor brands.

Convertro Launches New Product


The firm said its product provides "attribution credit" to those assets--which it calls owned media assets--even though those third party sites do not support first party analytics tags. convertro attribution analytics ecommerce sales tracking pinterest social mediaREAD MORE>>.

ShowUhow Turns To Video For Sales Leads


The firm said it has launched a new product, Reel Qualified, which it says will offer tools to engage customer prospects, capture leads, and track visitor interactions. The firm said the product uses professional video and QR codes to drive leads, complete with connections into READ MORE>>.

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Leads360 Gets $15M For Sales Lead Software


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>>.

YouTube Marketing | Top 8 Tips to Increase Sales with Video

Tech Zulu Event

Orapup Sold $1 Million In Merchandise Before Going Into Production. Jeffrey Harmon, CMO of  Orabrush  and  Orapup. Get likes and subscribers.

Pinterest Marketing & Technology Firm, HelloSociety Generates $30M In Additional Sales Revenue For Its Clients

Tech Zulu Event

The Science Inc accelerated startup also said it had delivered 2.9 million followers.

Newegg, Indiegogo Team On Crowdfunding Effort

SoCal Tech Calendar

Los Angeles-based online electronics retailer Newegg and project crowdfunding site Indiegogo said this morning that the two are in a collaboration, where they will help successfully funded, crowdfunding campaigns to sell and deliver their products. newegg indiegogo crowdfunding retail technology product sales merchandising ecommerce retaile

Medsphere Names Sales, Marketing VP


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. Medsphere develops a suite of clinical support products and services focused on electronic health record systems. READ MORE>>.

ReachLocal Launches Trio Of Products, Targets Home Services


The new products are part of a push by the company to expand the services it offers to small and medium sized businesses, beyond its roots in helping those firms advertise their businesses online. According to ReachLocal, it has launched three new products, ReachSite , ReachConvert , and ReachCommerce. READ MORE>>. Expands Home Improvement Products


Aliso Viejo-based is reporting today that it has "significantly expanded" its selection of home improvement products. The online retailer said it has linked with CPO Outlets, adding thousands of home and outdoor products to the store. retail internet sales ecommerce improvement homeREAD MORE>>.

ValueClick Launches Political Advertising Product


Westlake Village-based ValueClick Media , the ad network division of ValueClick, is taking advantage of the runup to the Presidential elections with a new product. ValueClick said it has launched GoVote, a new advertising product aimed at political marketers. READ MORE>>. valueclick politics advertising presidential elections network

Build a Product-Driven Company

Frank Addante

If you want to manage a hyper-growth company, start with a great product. The best product wins. Here’s how. Period.

Some Thoughts about Selling at Startups

Both Sides of the Table

That student is Erin McCann who formerly worked in sales at Google, so she has some ground to stand on in her assertions. In Summary.

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Here’s Why a Booming Tech Market May Fool You into Thinking You’re Successful

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You’d imagine that companies selling tons of shelfware would quickly meet their deserved fate in the market, yet the spin around a category of software can fool buyers into thinking they “must have this product to compete.” How frequently they’re using the product? Sales Startup Lessons know, I know.

The Entrepreneurial Spirit: Are Entrepreneurs Born Or Made?

Tech Zulu Event

He got it with his product: Facebook. We have just lived through the greatest era of fake entrepreneurs. Usually it just means you get jobs.

Fandango Claims Record Sales In May


Fandango also said it had about 28 percent of its total tickets sold via mobile in May, which appears to be one of the growth areas for the company.

When Should You Allow Exclusivity in Deals?

Both Sides of the Table

No carrier in their right mind wanted to cede control of the software but Apple was willing to offer its products exclusive through one carrier in exchange for not having any carrier software on the device. Sales Tech Market Analysisneed to give credit for the topic to PR Malloy who Tweeted me this question. ” 3. Summary.