Startup Professionals Musings
AUGUST 9, 2023
In these cases, you need testimonials, usage details, and return-on-investment examples. Multiple decision makers required to close a sale. The most elegant products have the highest price tags, thus limiting market size. A good tack is to sell exclusivity, or provide case studies to show return on investment and productivity.
Startup Professionals Musings
NOVEMBER 15, 2020
In these cases, you need testimonials, usage details, and return-on-investment examples. Multiple decision makers required to close a sale. The most elegant products have the highest price tags, thus limiting market size. A good tack is to sell exclusivity, or provide case studies to show return on investment and productivity.
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Startup Professionals Musings
MAY 26, 2023
New offerings which build your brand will increase acceptance and sales of all solutions, not just the new one. Target audience may be limited or new due to price. These fears need to be offset by early success stories, educational case studies, or advice on ways to reduce risk. Incent these early.
Both Sides of the Table
MARCH 21, 2013
So when I meet with GRP portfolio companies that do enterprise sales I try to emphasize the following: 1. This might mean helping customers buy traffic, arb’ing deals, helping with RTB pricing or trading, etc. Often your sales engineers can do the customizations without bugging the core eng team.
Startup Professionals Musings
APRIL 28, 2021
Thus I was pleased to see my own insights covered in a new book, “ Why Startups Fail ,” by Tom Eisenmann, a Harvard Business School professor, who has mentored many more entrepreneurs, and authored more than a hundred HBS case studies from real-world startups.
Startup Professionals Musings
NOVEMBER 18, 2016
In these cases, you need testimonials, usage details, and return-on-investment examples. Multiple decision makers required to close a sale. The most elegant products have the highest price tags, thus limiting market size. A good tack is to sell exclusivity, or provide case studies to show return on investment and productivity.
Both Sides of the Table
JUNE 22, 2015
However, the higher you get within an organization in the sale (and the larger the deal) executives are often looking to “win in the market,” which means growing revenue faster, offering products or services at a lower cost or offering features that their competitors can’t.
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