Article Customer Sales 
SoCal CTO
OCTOBER 6, 2011
I’m going to take that thought out into the field and validate it with my customers." I’ve spoken to dozens of customers, I have a validated customer persona, built an MVP to test key behavioral hypotheses, and the data doesn’t back what you’re saying." Customer Validation 101. Either: "That’s interesting.
Both Sides of the Table
JUNE 13, 2013
This article originally appeared on Inc.com. Like most startup entrepreneurs, when I began my first company in 1999 I had no formal sales experience. I did have the wherewithal to visit potential customers and try to understand the pain points that I thought could be solved with our solution.
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Both Sides of the Table
JUNE 17, 2013
This article initially appeared on Inc. In my first enterprise software company we developed a methodology for sales that we called PUCCKA. Having a methodology instead of just going on random sales visits helped force a bit of rigor and honesty amongst team members about how well or not we thought we were doing. Click here.
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FEBRUARY 5, 2011
This article originally appeared on TechCrunch. Specifically what is often not in the DNA of founders are sales skills. The result is a lack of knowledge of the process and of sales people themselves. I had never had any sales training so everything we did for the first couple of years was instinctual. Here are mine.
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NOVEMBER 2, 2010
This is part of a series on sales & marketing. The original post of this article on appeared on GigaOm in a more concise version here. I previously covered how early phase sales teams should be “evangelical&# and consultative in nature. More experienced sales leaders seldom compete on price.
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OCTOBER 31, 2010
This article was originally posted in a much more concise version over GigaOm if you prefer the shorter version. This is part of my ongoing Sales & Marketing Series. The next few posts are going to talk about scaling your sales operations as you move out of the evangelical phase.
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JULY 26, 2010
Social proof is defined as “looking for others to guide our decisions&# and is also one of the most important techniques in acquiring customers in your company. We would take every day users from our customer base and make them heroes. Tags: Sales & Marketing Advice Startup Advice.
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