Both Sides of the Table

OCTOBER 12, 2010

A while back I wrote a bunch of posts on Sales & Marketing and have been meaning to get back to that theme for a while. Even if you don’t have “direct&# sales I would tell you that “everything is a sale&# including fund raising, hiring, getting press and doing business development.

Sales

Both Sides of the Table

SEPTEMBER 30, 2011

It’s the lifeblood of any organization and yet most startups don’t have any sales DNA on their teams. It’s important enough that I dedicate a tab on my blog to startup sales & marketing. But the ground we covered was awesome for anybody wanting to know more about sales. What is your sales process?

Software Review

socalTECH

JANUARY 16, 2013

MuckerLab , the Los Angeles startup accelerator headed by Erik Rannala, is presenting its newest startup class today in a Demo Day. MuckerLab's prior class included such hot Los Angeles startups as SurfAir, Retention Science, Wallaby, and InstaCanvas.

Class

InfoChachkie

NOVEMBER 5, 2012

However, many people are not aware that prior to entering academia, Steve was a wily and creative marketing entrepreneur. As the VP of Marketing, Steve inherited a department of 14people that was burning $4M annually. Despite these abundant resources, the team's ineffectiveness was reflected by the company's dismal 11% market share.

Marketing

Both Sides of the Table

JULY 23, 2013

It is simply the most important way to proactively control your career development and how the market perceives you. That was fine with me – the market is the market. That was the market. In today’s market you can prove your worth, in 1991 that was a bit harder. It is neither. She was paid 15% more.

Technical Advisors

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.

Startup

Both Sides of the Table

OCTOBER 22, 2009

Only Hire A+ People Who Punch Above Their Weight Class. I believe that you should always hire people are are looking to “punch above their weight class,&# which means to hire people who want to be one league above where they are today. Weight Class : Let’s take sales. I’m not one of those.

Startup

Both Sides of the Table

OCTOBER 1, 2009

In my previous post, The VC Ice Age is Thawing (for now) I wrote about the reasons why the VC market came to a screeching halt in September 2008 and remained largely shut until at least April 2009. There are now signs the VC market has gathered pace meaning it’s a great time to be fund raising. This is one book-end of the cycle.

Venture Capital

Berkonomics

MARCH 28, 2024

They can elect directors for their class of stock, approve mergers and acquisitions; approve increases or changes to the capital structure of the company and other more minor actions. Sometimes, there will be a conflict of interest between the people representing the various shareholder classes on a board.

Class

InfoChachkie

JULY 14, 2011

Value Prop Twitter Style : “Ringrevenue’s call performance marketing platform enables ad networks, agencies, advertisers & publishers to generate more inbound sales calls.”. In today’s market, so much focus is placed on transacting business online. 10) Rob, why does the world need RingRevenue? . “In

Marketing

Both Sides of the Table

NOVEMBER 14, 2010

While many of my friends bragged about their 5 condos in Florida I kept talking about how the real estate market was in a bubble – their gains an illusion. above inflation yet in many markets in the US & Europe prices were rising at 10-25% per year. “Yeah, but there is a shortage of supply.

Invest

socalTECH

MAY 8, 2012

Anaheim-based electric auto firm Fisker Automotive bragged Tuesday that it was the second-highest selling brand in the segment for high-end four-door models in Dutch luxury vehicle sales for the first quarter of the year. The car company said that it beat BMW, Mercedes and Audi for the position. READ MORE>>.

Class

Berkonomics

SEPTEMBER 28, 2017

The document should also contain clear buy-sell clauses, forcing any sale of shares to first be offered to the corporate treasury, then to the other founders in proportion to their holdings, and then if no interest, to outside investors. In other words, you cannot create bargain options at below “market rates.” There are some rules.

Equity

Both Sides of the Table

AUGUST 25, 2011

I sometimes feel that the Silicon Valley culture and we as technologists more broadly can breed monoculture in our approach to entrepreneurship, problem solving, market analysis and technology solutions. But poly sci taught me critical thinking and writing skills that I didn’t get in my econ classes. But then the world changes.

Class

Berkonomics

JULY 11, 2013

That’s impressive sales leverage. The major focus that used to be in using the direct mail business to drive sales is now focused upon email marketing campaigns, social networking marketing, building buzz, and location-based sales using tools to recognize shoppers at the point of sale.

.Net

Both Sides of the Table

AUGUST 30, 2014

There are bootcamps, startup classes, video interviews – the sources are now endless. On market segmentation I often recite my “ Elephants, Deer & Rabbits ” framework. On sales I often talk about “ Why Buy Anything, Why Buy Now, Why Buy Me ” as a tool to think about a sales process.

Startup

Both Sides of the Table

JULY 1, 2015

when a technology startup, its investors or the market believe in robust growth rates writ large. On the other hand a certain amount of growth is fauxmentum caused by the over-funding of the startup markets and ebullient buyers of technology products (both businesses and consumers). __. faux·men·tum. fōˈmen(t)əm,fəˈmen(t)əm/.

Startup

socalTECH

SEPTEMBER 3, 2020

Fountain Valley-based HyperX , the gaming accessories arm of Kingston Technology, is taking aim at the education market this year--saying it is offering up deals on its gaming peripherals specifically for helping students in virtual class sessions.

Education

SoCal Tech Calendar

SEPTEMBER 28, 2012

Thursday, October 4, 2012 -- Predictable Revenue: Getting To Your First Million In Sales. In this class, Aaron Ross the creator of Salesforce.com's $100M outbound sales team will talk about how to create predictable revenues for your company and hit your first million in sales. ve sold something. See [link] (more)

Sales

TechCrunch LA

SEPTEMBER 7, 2021

But LA-based performance marketing agency MuteSix didn’t wait that long to build its business around scaling DTC brands. “They demonstrate best-in-class expertise with Facebook and Google paid ad platforms. If you have growth marketing agencies or freelancers to recommend, please fill out our survey !).

Commerce

Startup Professionals Musings

APRIL 16, 2021

This is a statement that they are willing and able (and successful) at projecting market and technology turns, not just straight-line innovations. They have the courage to make bold decisions, often contrary to conventional market research. For real entrepreneurs, crazy is a compliment, and the new market may be just around the corner.

Marketing

Both Sides of the Table

MARCH 3, 2013

Let me start by saying that Clayton is one of the most influential people on my thoughts about markets that led to both the concept behind my first startup and my main theses in investing. His class reading lists could be a primer for any entrepreneur, not just MBAs. We spoke about what succeeds early in technology market evolutions.

Venture Capital

Both Sides of the Table

NOVEMBER 4, 2010

Reading it felt like read a university book for an economics class and no wonder since he’s a professor at Harvard Business School. The framework of his book has profoundly altered how I think about the technology market and affects how I thought about building my businesses and how I think about investing in venture capital.

Startup

Both Sides of the Table

DECEMBER 3, 2013

” How can businesses not incorporate information into their marketing and sales funnels? No other vendor in the market allows a single API, a scripting language and a visual query builder and it’s these and other feature sets that have seen DataSift grow at the astronomical pace it has grown at. ” Steve.

Social Media

Both Sides of the Table

JUNE 22, 2011

They have seen one side of a market where many of us have seen the ebb and flow multiple times. Still, market amnesia by ordinarily rational actors always surprises me. I believe a bubble occurs when a market is willing to pay greater than intrinsic value for an asset class. If you are interested the Vimeo is here.

Pricing

TechEmpower

MARCH 4, 2024

Key Functions with High Impact Generative AI is revolutionizing sales by enabling dynamic pricing and personalized customer interactions, boosting conversion rates and customer satisfaction. Post-sale, AI analyzes customer data to improve service and loyalty, making it a cornerstone of modern sales methodologies.

Generative AI

Tech Zulu Event

JANUARY 18, 2013

A traffic jam of expensive cars lined up to pull into the packed parking lot of MuckerLab for its second graduating class demo day. Tech Coast Angel investor Dale Okuno came out because he believes that MuckerLab attracts better talent because they keep their class size small and focused. And build great business they have.

Class

socalTECH

JANUARY 27, 2014

Fountain Valley-based D-Link , which develops networking hardware for the small business and enterprise IT markets, said it has enhanced its channel partner program. Accordingt o D-Link, it has enhanced its deal registration program, which provides better pricing for its enterprise class products. READ MORE>>.

IP

Berkonomics

MAY 12, 2010

The document should also contain clear buy-sell clauses, forcing any sale of shares to first be offered to the corporate treasury, then to the other founders in proportion to their holdings, and then if no interest, to outside investors. In other words, you cannot create bargain options at below “market rates.” There are some rules.

Equity

Both Sides of the Table

OCTOBER 25, 2014

Recruiting – One of the hardest tasks of any startups is recruiting world-class talent. Enterprise Sales – The very first thing a potential customer does when you email or call to set up a meeting is Google you. but didn’t convert to sales. It doesn’t work that way. Classmates call. Press matters.

Press

socalTECH

JUNE 20, 2012

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

Berkonomics

SEPTEMBER 2, 2011

Strategic buyers look for managerial talent, intellectual property, geographic expansion, an extension into adjacent markets and more that will be achieved with the acquisition of your company. Email readers, continue here.] There is a third class of buyer I discovered first hand when selling my company – the emotional buyer.

Sales

Startup Professionals Musings

OCTOBER 13, 2012

This approach, popularly known as “glocalization,” means you have to design and deliver global solutions that have total relevance to every local market in which you operate. Remember when the Chevy Nova required a rename, once Chevrolet realized that Nova meant "no go" in the Spanish market (not a great name for a car).

Marketing

Both Sides of the Table

MARCH 24, 2014

It turns out it actually takes time to build a high-growth business with differentiated intellectual property and roll out large, enterprise-class marketing solutions. I remain a huge supporter and am very proud of our accomplishments and hugely optimistic about our future. 5 years ago.

Venture Capital

Both Sides of the Table

MARCH 12, 2013

He shared tons of information about how how they were using marketing to quantitatively make marketing decisions at HauteLook and acquire customers for prices that were far cheaper than similar companies. The feedback was always universal, “that was the most helpful marketing meeting I’ve every had.”

Venture Capital

Startup Professionals Musings

OCTOBER 12, 2013

Business Sales Techniques. We can find tons of "marketing'' courses in colleges and universities but everyone must think that “selling” is intuitively obvious. Most classes in college focus on a narrow area of interest, which just teach students to focus on problems through one lens. Root-Cause Problem Analysis.

Class

Both Sides of the Table

SEPTEMBER 29, 2009

But any entrepreneurs raising capital should keep in mind that this opening of the markets could possibly be temporary. Why did the VC markets freeze so quickly? Market downturn – We all know that investors move in herds. The best MBA class I took was an investment strategy class. Short answer – yes.

Venture Capital