3 Sales Tips for Startups – Creating a Burning Platform

Both Sides of the Table

Many entrepreneurs who start technology companies are product people, technologists or savvy business people who worked previously for a larger company. Most start-up entrepreneurs have little or no sales experience. The real test of sales and the topic of my post is “why buy now.”

Tips 78

Most Startups Should be Deer Hunters

Both Sides of the Table

We typically committed to building “missing&# features and therefore steered off of our MVP (minimum viable product). Some companies / products are designed for large organizations from day 1. The needs are too different as are the sales channels and marketing messages.

Trending Sources

What Makes an Entrepreneur? Four Letters: JFDI

Both Sides of the Table

Your head of sales thinks she should fire somebody. You’re sales person is getting blocked by the CTO who says she shouldn’t go above him but the CTO isn’t approving the deal. He went out and found a developer and built a product.

How to Deal with Skeletons in your Closet

Both Sides of the Table

A company has just filed suit against you for product patent infringement (obviously more serious). I have often said that fund raising (like any sales process) can be related back to human instincts and therefore explained via dating analogies.

The Best VC Meetings are Debates not Sales

Both Sides of the Table

I’ve sat through a lot of VC pitches and having been CEO of an enterprise software firm for many years I’ve also sat through many customer meetings with sales teams. After the sales meetings I would ask the exec afterward, “how do you think it went?&# In our internal sales training sessions I would always teach our young sales execs that this seemingly good meeting was probably not as good as they thought. We used to do this in our sales slides.

Should Your Startup Have an Advisory Board?

Both Sides of the Table

Time to start thinking about how to make it more productive. So one of your sales pitches to them to join is the other people you have on board (or are approaching). This is part of my ongoing series Startup Advice. Many startup companies hire advisory boards.

Are Business Plans Still Necessary?

Both Sides of the Table

People mistook extra doses of Ajax for a successful product. The last couple of years has also seen the huge initial success of Ycombinator, the Lean Startup and many other product driven approaches to going to market. Don’t know how much you can charge for your product?

Are MBAs Necessary for Start-ups or VC?

Both Sides of the Table

I took an advanced computer course in high school where I learned to build databases in Ashton Tate’s dBase III+ and to compile my designs using a product called Clipper. Ask if you could shadow different functions like marketing, finance or product management.

Startup Founders Should Flip Burgers

Both Sides of the Table

This can often happen when there is a good product built but no real customer adoption yet. We built 4 products simultaneously with no market feedback. We had 6 developers, 1 head of product management, 1 QA in India and me. I did all of the sales myself.

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

Both Sides of the Table

Since 2009 we’ve been in an unequivocal bull market. 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.” ” Case studies get done with ebullient CEO’s espousing the benefits of said software even though their organization was barely using the product.

What Makes an Entrepreneur (2/10) – Street Smarts

Both Sides of the Table

They spot opportunities that aren’t being met and the design products to meet these needs. They realized that they were selling a bunch of cool products but none that had enough economic value. I just knew that our sales sucked wind and we were burning through tons of cash.

Do you need a Powerpoint deck for a VC meeting?

Both Sides of the Table

Some readers have commented that in today’s world you shouldn’t even need a PowerPoint presentation – in this era you should always just demo your product. It’s the same as in any sales-oriented meeting and make no mistake raising money is sales.

5 Tips to Becoming a More Customer Centric Organization

Both Sides of the Table

Our sales guys were on the front line and heard what they needed to win deals. They communicated this to product management who looked at all of the internal requirements we had generated (e.g. and product management worked with me to decide what to build & when. He decided that our largest customers would be involved in the setting of our priority lists (we did some of this internally in the early years but we saw it mostly as a sales process).

Product Management for Startups in Los Angeles – Steve Gilison


Steve Gilison worked as a market researcher and product manager at a startup where my company, TechEmpower , did the software / web development. I have about 11 years in the technology sector including roles doing market research, sales and product development.

What Makes an Entrepreneur (4/11) – Resiliency

Both Sides of the Table

You’ve got to see your product weaknesses and plug them. That was our first year of sales. This is part of my new series on what makes an entrepreneur successful. I originally posted it on VentureHacks , one of my favorite websites for entrepreneurs.

Two Models for Digital Advertising Sales – Enterprise Software and the Travel Industry

Frank Addante

Unlike digital advertising, the primary goal in enterprise software is to get someone else to sell your product. Not at all, a direct sales force is the most expensive channel to take a product to market. To sell enterprise software, sales employees are trained to sell through channels. First, they set rules for who can sell what to whom – such as by vertical, company size of buyer, geographic region, by product, etc.

Angel Funding Advice

Both Sides of the Table

Product : You should build a product or a prototype. You cannot be just a biz dev type, salesperson, marketing genius or whatever and divorce yourself from product. Great companies are built by having great products. And a great product starts with the founder. release out the door and get some customers using it, or friendly people piloting it then at least there is some validation to the product and some people to speak to about their experiences.

Lantronix Hires Sales VP


Irvine-based Lantronix , a provider of networking and data center management software and services, reported Tuesday that it has hired Jeff Kost as senior vice president of worldwide sales. The firm described Kost as a sales veteran with nearly two decades of relevant experience, including 11 years at flash memory manufacturer SanDisk. Tags: software sales executive lantronix

Conexant Completes Product Line Sale, Chops 100 Employees


Newport Beach-based Conexant reported Monday afternoon that it has completed the sale of the firm's Broadband Access product lines to Ikanos. The deal was worth $54M. Conexant had said it would sell the unit in April. As part of the deal, the company said it cut approximately 100 Conexant employees, which will reduce the firm's expenses by approximately $3M per quarter. The firm said the cuts were be made worldwide, and will bring the firm to approximately 600 employees total.

Deal with Your Elephant in the Room

Both Sides of the Table

I was looking for a person to head up my UK sales team. But he also used to opportunity to emphasize that he is full of stamina, works late and hard and had always performed well in his previous sales leadership roles for which he’s be happy to provide pay slips as proof.

Pour And Stir I – In Pursuit Of The Ideal Business Model


Some of the market and product attributes which lend themselves to the P&S business model include: No Inventory – Inventory sucks. More complex sales, as well as those involving higher price points, are well served by soliciting trackable calls. Companies like RingRevenue offer advertisers the ability to track calls like clicks and thus extend the P&S model to a broader array of products and services. *.

Hiring at a Startup? Know Thy Weaknesses

Both Sides of the Table

I think ADD is totally misunderstood – it’s a very PRODUCTIVE condition but it has downsides. Do you understand how to lead a sales process? This is part of my ongoing series on Startup Advice.

When is a Trade Sale a Strategic Exit?

Ask the Angels

Therefore, the sale is a financial exit. On the other hand, a business which is bought solely for its IP by a corporation and which has no revenue history or sales capability and will never be managed as a stand alone entity is a strategic acquisition. This would be strategic sale. It is the direction of the benefit that determines what type of sale occurs. This classification is critical for preparing a business for sale.

Aleratec Hires Sales, Marketing VP


Chatsworth-based Aleratec , a manufacturer of hard drive, DVD and CD duplication and other hardware, said Monday that it has hired on Howard Wing as the firm's Vice President of Sales and Marketing. Wing joins the company from Plextor, where he was VP of Sales and Marketing. Aleratec's hardware includes hard disk duplicators, and DVD and CD publishing products. Aleratec's products are sold through online and other retailers.

CalAmp Names Sales, Marketing VP


Oxnard-based CalAmp , a developer of wireless products, said Thursday that it has named Rick Nozel as the firm's Senior Vice President of Sales and Marketing for its wireless networks business. Nozel joins the firm from General Electric's Microwave Data Systems unit, where he was VP of Sales. Tags: equipment marketing calamp sales hardware wireless executive

InteliCloud Hires Sales VP


Cohen as Vice President of Sales. InteliCloud is targeting the networking and computing infrastructure market with its products. Newport Beach-based InteliCloud , a developer of network and data center blade chassis systems, said this morning that the firm has hired on Robert J. Cohen joins the firm from Solutionary, Inc, and has also served at American Management Systems and Computer Associates.

Ortiva Wireless Names Sales VP


La Jolla-based Ortiva wireless , a developer of mobile video products, announced today that it has appointed Mark Eger as the firm's Vice President, Sales, Americas. Eger will report to SVP of Worldwide Sales, James Edson, who the firm added in June. Ortiva's products are used to stream video to mobile devices.

Occam Scores Two Sales


Ocamm said that Northern Arkansas Telephone and Sledge Telephone, have purchased the firm's BLC 6000 FTTP products for network upgrades. Santa Barbara-based Occam Networks , which develops broadband equipment for the telecom industry, said Wednesday that it has signed on two new customers. Financial impact of the wins were not disclosed. Occam's hardware is used for fiber-to-the-home deployment. READ MORE>>.

Boosting sales performance in a challenging economy

SoCal Tech Calendar

Friday, January 16, 2009 -- Boosting sales performance in a challenging economy. Are you looking for new ways to motivate your sales team and improve productivity? You'll learn a three-step process for improving sales performance ? and creating lasting change among your sales force.This special one-hour session will be presented by Jariek Robbins, Peak Performance Strategist with Anthony Robbins Companies.

2009 Coming To A Close, 2010 Just Around The Corner!

Tech Zulu Event

CEA represents more than 2,000 corporate members involved in the design, development, manufacturing, distribution and integration of consumer electronics products. Discover stuff (maps, deals, videos, etc) that help make your days more productive.

Tanner EDA Names Sales VP, In Strategic Alliance


Monrovia-based Tanner EDA , a supplier of analog and mixed-signal electronic design automation software, reported Monday evening that it has appointed a new Sales VP, and separately, that it is in a strategic alliance with a MEMS supplier.

Sales Kids With Grit – Web 2.0 Paper Routes


Sales – Many publishers, including Grit, encouraged newspaper boys to create new routes and expand existing ones by aggressively selling subscriptions to non-subscribers. This pay-per-newspaper formula directly rewarded the children’s sales efforts and sparked a life-long entrepreneurial fire in generations of newspaper boys. What do Warren Buffet, Martin Luther King, John Wayne, Walt Disney, Harry Truman and Wayne Gretzky all have in common?

Web 2

WiSpry Names Marketing, Sales VP


Irvine-based WiSpry announced today that it has hired on Lewis Boore as the firm's Vice President of Marketing and Sales. WiSpry, which develops RF semiconductors used for mobile phones, laptops, and other wirelss products, said that Boore joins the firm from Newmerix SA in Switzerland. The firm said that Boore has over 20 years of experience in the semiconductor industry.