Both Sides of the Table
OCTOBER 4, 2009
This is part of my ongoing series Startup Advice. Many entrepreneurs who start technology companies are product people, technologists or savvy business people who worked previously for a larger company. Most start-up entrepreneurs have little or no sales experience. I know I didn’t. Why Buy Now?
Startup Professionals Musings
NOVEMBER 15, 2020
They are devastated when their business growth never starts or stalls, and they have no idea how to get it moving again. As an advisor to many startups, I often spend hours with business owners helping them anticipate every possible obstacle to the adoption of their solution, and developing a rollout plan to include antidotes.
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Both Sides of the Table
DECEMBER 17, 2013
One of the questions I’m most often asked by CEOs is how to hire sales people. I’ve written a lot about recruiting and hiring at startups including my controversial post on whom not to hire and my rapid response to the flame war. Call high, and get passed down or; B. It’s too strategic. Not always, of course.
Both Sides of the Table
FEBRUARY 3, 2010
This is part of my series on Startup Advice. I love working with Aussies because their outlook on life seems very similar to what I grew up with in California. I’d like to talk about Crocodile Salesmen in 3 scenarios: 1) when YOU are selling (or someone on your team), 2) when you are trying to recruit a sales person.
Startup Professionals Musings
MAY 12, 2021
As a business adviser, I still see too many new venture founders who skimp on their marketing focus, or start too late. You really need to start marketing your solution before you even build it, to validate the need, and keep your focus on the features that customers really want and need.
Both Sides of the Table
JULY 21, 2014
For what ever reason we’re wired to have amnesia during the run up and prescient memories of how we ‘knew it all along’ as soon as the slide begins. Once you understand both sides of the cycle you start to recognize signs of behavior during each phase. ROI studies were published.
Startup Professionals Musings
AUGUST 9, 2023
They are devastated when their business growth never starts or stalls, and they have no idea how to get it moving again. As an advisor to many startups, I often spend hours with business owners helping them anticipate every possible obstacle to the adoption of their solution, and developing a rollout plan to include antidotes.
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