Article Sales Writing 
Both Sides of the Table
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.
Both Sides of the Table
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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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.
Both Sides of the Table
MARCH 27, 2011
But should you actually write one if you’re a startup, an industry figure (lawyer, banker) or VC? This is a post to help you figure out why you should write and what you should talk about. Do you have sales productivity software? Write out the topic and maybe even the blog title. By definition, you read blogs.
Both Sides of the Table
JUNE 27, 2011
Marketing futures can be really good for enterprise software companies where the information is passed between sales rep and potential customer in terms of near-term roadmap. Market to Your Target Audience – I’ve seen a lot of startups who like to write blog posts on life as an entrepreneur. Read their articles.
Both Sides of the Table
MARCH 31, 2012
Jeff (also an HBS alum) co-teaches the LTV course with Professor Eisenmann about a student of theirs who had written a blog post about sales taking on some of my previous assertions. That student is Erin McCann who formerly worked in sales at Google, so she has some ground to stand on in her assertions. Specifically, 1.
InfoChachkie
MARCH 8, 2011
free weekly Infochachkie articles! I write a bit more about how entrepreneurs can protect their ideas here: Spilling The Beans. As described in Buzz Kill , many college-educated professionals tend to write at a level that is uncomfortable for most people (including college graduates) to read. The Winklevoss Twins Strike Again.
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