Remove Class Remove Competition Remove Sales
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How to Out Amazon, Amazon

Both Sides of the Table

If a consumer will pay a fixed price for a product or service then the battle over who gets the margin in any sale is between the person who merchandises a product and the person who manufactures it. Of course branding is many things and this post doesn’t attempt a master class. Here are some ideas of what I believe matters.

Product 296
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Helping Startups Understand Salespeople & the Sales Culture

Both Sides of the Table

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. I boil it down to this: sales people are sales people.

Sales 382
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Improving Sales: The Excuse Departement is Closed

Both Sides of the Table

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. I boil it down to this: sales people are sales people.

Sales 316
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Can you defend your pricing niche against your competition?

Berkonomics

There can be nothing more important in your business planning that selecting the proper pricing niche, making your story clear using that niche, and the defending your position against the competition. There are five major classes or niches a company should examine and make its own in calculating positioning in the marketplace.

Pricing 226
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Some Thoughts about Selling at Startups

Both Sides of the Table

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.

Startup 319
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Interview with Fariborz Maseeh, Maseeh Entrepreneurship Prize Competition

socalTECH

Last week, the University of Southern California 's Viterbi School of Engineering announced that it had established a new, business plan competition, the Maseeh Entrepreneurship Prize Competition ([link] specifically aimed at students in the engineering school. Why a business plan competition, and why in engineering school?

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Interview with Sam Teller, LaunchpadLA

socalTECH

We got over 400 applications for the ten slots we had open in this class, and we picked ten amazing companies. So far, eight of the ten companies in our current class have raised outside funding, and we're really happy with how it's gone so far. Our current class has performed incredibly well. So when is the next class?

Class 261