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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. The real test of sales and the topic of my post is “why buy now.”

Tips 77

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). So you chase them.

What Makes an Entrepreneur? Four Letters: JFDI

Both Sides of the Table

Your head of sales thinks she should fire somebody. He went out and found a developer and built a product. This paralyzes most people.

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 don’t think so. That smile!

CTO 67

Who Should you Hire at a Startup?

Both Sides of the Table

Weight Class : Let’s take sales. But aside from that, the skills that are required to be a VP Sales (e.g. You’re stressed.

CIO 51

Should Your Startup Have an Advisory Board?

Both Sides of the Table

Time to start thinking about how to make it more productive. This is part of my ongoing series Startup Advice. It’s very tempting.

Are Business Plans Still Necessary?

Both Sides of the Table

People mistook extra doses of Ajax for a successful product. I have seen really great product people espouse the death of the business plan.

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.” Sales Startup Lessons

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. I did all of the sales myself. Burger?

Are MBAs Necessary for Start-ups or VC?

Both Sides of the Table

Do you really think Porter’s Five Forces is going to help you figure out what feature set to launch or how to price your 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. We committed to product features.

Do you need a Powerpoint deck for a VC meeting?

Both Sides of the Table

It’s the same as in any sales-oriented meeting and make no mistake raising money is sales. photo courtesy of Atlanta Braves.

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. They taped people using existing products.

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.

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. Sounds crazy, doesn’t it? link].

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. It’s a gritty existence. Whew!

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. This is part of my ongoing series Pitching a VC.

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.

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. The firm said the cuts were be made worldwide, and will bring the firm to approximately 600 employees total.

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.

IP 2

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 as a sales person you have to be able to build rapport. You raised $1.5

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. Note: This is Part I in a three-part series on The Perfect Business Model.

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.

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. For me 3+ is usually a non starter.

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. Nozel had been at GE for 17 years.

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. READ MORE>>.

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.

RANT: Social media/marketing or is it just Sales 101-the online version?

Eric Greenspan

But I’m not really selling a product or service. While my followers are growing rapidly, I still wonder if Twitter is really of any value.

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 ? SDSIC. See [link] (more

Tanner EDA Names Sales VP, In Strategic Alliance


In the executive move, Tanner EDA said it has hired Hamed Emami as Vice President of Sales at the firm. Ltd., READ MORE>>.

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

Tech Zulu Event

Discover stuff (maps, deals, videos, etc) that help make your days more productive. We already have a jammed packed schedule for 2010. Discover.

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. million.

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. READ MORE>>.

Conexant Sells Broadband Product Lines


Newport Beach-based Conexant Systems reported today that the firm has sold off its Broadband Access product lines to Ikanos Communications, in a deal worth $54M in cash. Conexant said that the product organization develops DSL, ADSL, and other broadband hardware. READ MORE>>.

Websense Names New CFO, Sales VP


San Diego-based WebSense , a developer of email and web security products, announced Tuesday afternoon that it has appointed Arthur S. Locke as its Senior Vice President and Chief Financial Officer, and appointed Didier Guibal as its Executive Vice President of Worldwide Sales. READ MORE>>.

I met with an investor, what happens next?

Both Sides of the Table

The promised to follow up with: calls, using your product, talking to customers or “noodle on things.&# Will they? Let’s be honest.

A Tale of Two Pitches

Both Sides of the Table

I recently wrote a blog post here in which I argued that the best VC meetings are discussions and not sales pitches. A Tale of Two Pitches.

Ixia Buys Agilent Product Line For $44M


Calabasas-based Ixia said Wednesday that it has signed a definitive agreement to buy a product line from Agilent Technologies, in a deal worth $44M in cash. According to Ixia, it will acquire Agilent's N2X Data Networks Product Line, as part of a move to accelerate the firm's growth. READ MORE>>.

Obagi Medical Bails On Pharmacy Sales


Long Beach-based Obagi Medical Products , which develops aesthetic and therapeutic skin care products, said Monday afternoon that the firm will stop selling its SoluCLENZ Rx Gel in pharmacies. The firm said that the company will instead focus on physician dispensing of its products.