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Some Thoughts about Selling at Startups

Both Sides of the Table

Here is a sample of the reading list for the course that gives you a flavor for just how modern and practical this course is. 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.

Startup 319
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Some Advice Before You Hit the Fund Raising Trail

Both Sides of the Table

As a VC with scores of startups in our portfolio we have ringside seats to many, many fund raising processes plus I had to raise money across about 5 different rounds of capital as an entrepreneur so I’ve developed some thought on the process that I hope can be helpful to some of you before you start. Below is the outline Upfront.

Funding 236
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How to Work with Lawyers at a Startup

Both Sides of the Table

I recently read a post over on VentureHacks titled, “ Top Ten Reasons Entrepreneurs Hate Lawyers &# written by Scott Walker (who blogs on legal issues for entrepreneurs ). Many people start companies arse backwards. I write about some of the lessons in my post on Startup Mistakes. Shame about that pesky FAS 157 ruling.

Startup 318
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Whom Should You Hire at a Startup? (Attitude Over Aptitude)

Both Sides of the Table

Your ability to keep up is dependent on having a great team of differing skills. Of course not. We know that if you start with ho-hum founders you’re less likely to assemble a world-class team. It means a welter weight who wants to fight in the heavy-weight category. This post originally ran on TechCrunch. It’s a mistake.

Startup 399
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Why Most of Your Assumptions About Phone Calls are Wrong

Both Sides of the Table

All the data actually suggests with the growth of mobile, inbound sales calls will double from 30 billion to 60 billion in 3 years (source: Kelsey). Of course that website isn’t completely up to date but it’s a great resource for seeing the overall picture. But let me start with some data. Google knows it.

Email 339
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A Five-Minute Tutorial On How To Value Your Startup

Startup Professionals Musings

As an entrepreneur looking for professional investors, one of the quickest ways to lose credibility and get rejected is to start with a ridiculously high pre-money valuation. If you have a proven business model with some sales, it’s credible to apply a multiplier of five to 10 times this number for the first element of valuation.

Startup 71
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Don’t Limit Your Startup Marketing To Social Media

Startup Professionals Musings

Entrepreneurs and startups often ask if they should use social media for marketing, digital media, or traditional media. The place to start today is if your company only uses traditional media for marketing, or no marketing. Don’t try to tackle all 20 major categories of digital social media at once. Marty Zwilling.