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. Sales

Help 405

Streamlining The Sports Recruiting Process with FieldLevel

socalTECH

That''s what Los Angeles-based FieldLevel (www.fieldlevel.com) has been working on, making it easier for coaches to network and exchange information on athletes. What makes it really different, is our platform empowers coaches. It''s exclusive only to verified coaches.

Coach 262

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.

Sales 345

Startup Sales – Why Hiring Seasoned Reps May Not Work

Both Sides of the Table

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. Evangelical sales – Understanding startup sales people and process. This only works if you’re not a crocodile sales person.

Sales 374

How To Apply For A Free CEOFlow Coaching Session (Five Available)

CEO Flow

I have a great opportunity for both you and the person that refers them to me…keep reading… CEOFlow is my coaching program for CEOs. I’m offering a f^ree CEOFlow coaching session to five CEOs (each is a $375 value).

Coach 56

How To Apply For A Free CEOFlow Coaching Session (Five Available)

CEO Flow

I have a great opportunity for both you and the person that refers them to me… CEOFlow is my coaching program for CEOs. I’m offering a f^ree CEOFlow coaching session to five CEOs (each is a $375 value).

Coach 52

Selling your business? Find the emotional buyer

Berkonomics

Most investment bankers will coach you into helping them find you a strategic buyer, knowing that such sales are quicker, often less focused upon the small warts of a business, and yield higher prices than financial sales.

sales vs marketing

AeA Los Angeles Council

Having been both a marketing & sales executive, I have seen first-hand how silos between these two departments can exist while products (or the sale of services) still "succeed" despite the rivalry. On 04/22/08, the AeA Los Angeles Council is sponsoring " 50 NEW ideas in 50 Minutes " which will show business leaders how they can immediately improve performance within their sales & marketing departments. National speaker and author on sales lead management.

Sales 43

The most satisfying life journey is never about the money.

Berkonomics

You’ll quickly be drawn into the governance of the organization and introduced into the process of discovery, coaching, leading deals, herding investors, serving on boards and helping entrepreneurs toward liquidity events. Allow me to reminisce. This is the final post of this cycle.

Coach 156

Five ways to make your company stand out.

Berkonomics

Certainly Walmart, Target and others have gotten the attention of their potential customers using price as the primary leader to drive sales. There must be at least several companies out there right now positioning to compete with you.

Money is not the only measure of success.

Berkonomics

If you have now passed through the mind-numbing process of a successful sale of your company and the money is in the bank, enough to satisfy your needs, if not much more, then you have arrived at the point where you can think about love, belonging, esteem and self-actualization.

Coach 156

Successful Entrepreneur Panel

SoCal Tech Calendar

Panel includes: Tara Hannaford, Founder of GoTYM Inc and Vice President of Sales at Casamigos Tequila; Scott Fox, Startup Advisor/Executive, Serial Entrepreneur, CEO, Author, Angel Investor; Jeff Greenberg, Technology Executive, Entrepreneur, Startup Coach, Professor, Author; and Mark Lam, Founder and CEO at Pristine Group/Law Firm. Thursday, October 26, 2017 -- Successful Entrepreneur Panel. Join TCVN for our October event featuring a panel of 4 successful entrepreneurs.

TCVN 100

Where is the best source of early stage investment?

Berkonomics

If you have been following our recent insights, you’ll be up to speed knowing that professional investors negotiate tough terms, from provisions of control over asset acquisition, eventual sale of the company, future investments, forced co-sale when others attempt to sell their shares and more.

Invest 263

The 18-month rule and a harrowing tale

Berkonomics

Email readers, continue here…] Early in the rapid growth phase of my computer software company, I hired an excellent, IBM-trained vice president of sales to further growth and begin our international expansion. Everyone but the sales VP was present as anticipated.

Does your business need money? Read this!

Berkonomics

Some businesses require very little capital and the founder can self-finance the enterprise and retain 100% of its ownership and control from ignition through liquidity event (startup through sale).

eBook 274

The most satisfying life journey is never about the money.

Berkonomics

You’ll quickly be drawn into the governance of the organization and introduced into the process of discovery, coaching, leading deals, herding investors, serving on boards and helping entrepreneurs toward liquidity events.

Coach 239

Entrepreneurs do not easily retire.

Berkonomics

So you’ve successfully sold your business and have received enough money from the sale to become financially independent, no longer having to work for a living. This is the final posting in this cycle.

PEAR Sports Raises $5M More

socalTECH

Irvine-based PEAR Sports , a developer of personalized coaching apps for the iPhone and Android, has raised $5M in a funding round, to go towards its mobile apps and platform. PEAR Sports said the funding will go towards sales and marketing of its mobile app and hardware. PEAR Sports combines both monitoring a user''s activity level with personalized coaching plans, which the company say act like a personal trainer, to help users with their fitness.

Coach 146

Venture Capital is About Human Capital

Both Sides of the Table

We help founders through difficult moments, we help coach, we act as sparring partners, we help them resolve conflicts when they’re fighting with co-founders and we help them deal with adversity as well as successes.

How To Maximize Your Value At A Startup: Your Greatest Ability Is Often Your Availability

InfoChachkie

His willingness to add value wherever his coach needed him most, not only helped his teams win three consecutive World Championships, but it also allowed Bert to extend his career by making himself Indispensible.

Coach 228

Be Careful About Being a Meddling Startup CEO

Both Sides of the Table

In practice it can be a fine line between sparring partner / coach and stepping over the line to brute-force persuasion. At times I wanted the engineering team to produce features to support our sales efforts to I occasionally leaned on them a bit. So he would allocate say – 20% to sales, 15% to marketing, 20% to eng priorities, 10% to customer support, 10% to ops, 20% to ‘platinum customers’ and maybe 5% directly to me as the CEO. Sales.

Sales 282

The Importance of Teams and Why the Best Leaders Cultivate Them

Both Sides of the Table

Increasingly I find myself engaging executive coaches at companies an trying to help executive teams get 360 degree feedback. The best leaders I know encourage coaches to come in and are willing to listen to feedback about themselves. It seems to me that we obsess too much with product features, sales pipelines, competitive pressures, fund raising and such. I was watching my favorite show on TV this morning – GPS (Global Public Square) with Fareed Zakaria.

Coach 213

Why you should never have a data room — the most counter-intuitive fund-raising advice you’ll ever…

Both Sides of the Table

For starters you have to realize that fund-raising is a sales process. A brochure is an easy out for you in the sales process without being rude. I hired a sales coach named Kai Krickle who helped me figure out how to close more deals.

Why Hearing “No” in a Fund-Raising Process is Actually Healthy

Both Sides of the Table

I spend a lot of time coaching entrepreneurs through their fund-raising processes by doing “pipeline reviews” of all of the firms with whom they are speaking. These are similar to the pipeline reviews I used to do with sales reps when I was a CEO.

Turn “process” into “game.”

Berkonomics

Sales people know the rules and play to win, celebrating each small success along the way. Be a good coach, and be creative. Most of us are driven by the competitive spirit, the desire or need to win.

Equity financing: great for rapid growth startups

Berkonomics

Second, there is a rather new term for those large, individual investors who are usually former entrepreneurs made rich through sale of their previous ventures. We’ve spoken of financing a young company through friends and family, known as “inside angels.”

Equity 253

What I Would Look for When Choosing a VC – Knowing What I Know Now?

Both Sides of the Table

VCs should be more of a coach than proscriptively telling you what to do. Of course it is super helpful if a VC can drop you in to important people for business development, recruiting, PR, sales and eventually M&A. I think of VCs as coaches. Picking a VC is hard.

Coach 390

LIVESTRONG.COM Challenges Users To Quit Smoking via iPhone App

socalTECH

Livestrong said its new MyQuit Coach iPhone application--which costs $3.99 The proceeds of the application sales go to the Lance Armstrong Foundation. Santa Monica-based LIVESTRONG.COM , the online health and fitness site joint venture of Demand Media and Lance Armstrong, said this week that it has launched a new, iPhone application geared at helping users quick smoking.

Coach 181

Money is not the only measure of success.

Berkonomics

Assuming that you have now passed through a successful sale of your shares in a business, and the money is in the bank, enough to at least temporarily satisfy your needs, if not much more, you have climbed the ladder within Maslow’s Hierarchy. I propose that there are few times in life when the opportunity opens to look only outward, to participate in charity events, extended family vacations, community boards and even coaching other entrepreneurs.

Coach 150

PMI-OC August 2011 Dinner Meeting

SoCal Tech Calendar

Eric Gildenhuys, international coach in marketing, sales, and operations, will address effective business conversations at the Aug. Tuesday, August 9, 2011 -- PMI-OC August 2011 Dinner Meeting. 9 meeting of the Project Management Institutes Orange County Chapter. Gildenhuys will present techniques and approaches to increase an individuals communications skills and enhance his or her interactive abilities, especially during business gatherings. See [link] (more

PMI 109

How Boards Need to Evolve Over Time

Both Sides of the Table

By now you have many smart people around your board but probably people who don’t totally understand the nuances of your employees, customers, sales reps, marketing messages, technology challenges, competitors and strategic choices. how to build an initial sales organization.

Sales 353

How I Got the Monkey Off My Back – Today Was a Good Day

Both Sides of the Table

Working with early-stage teams : coaching, mentoring, setting strategy, rolling up sleeves: 9/10. I become a venture capitalist in September 2007 – exactly 6.5 years ago.

Downey 409

Why Your Startup Doesn’t Need a COO

Both Sides of the Table

They will often run all of the daily reports into them covering off for finance, sales, marketing, biz dev & HR. You can always spot these types because they can’t tell you what their revenue number for last month was or what their sales target is for next month.

Sales 353

Don’t Let Your Startup O.D. On Cash

InfoChachkie

For many years after Microsoft became highly successful, its executives (yes, including Mr. Gates) flew coach. However, when outfitting your offices, keep your ego in check – only purchase expensive accouterments if they directly lead to incremental sales.

Coach 215

What Startup Advisors Do I Need?

SoCal CTO

But, advisors, coaches, and mentors can often fill the bill. This might be technology, marketing, sales, operations, international expansion, etc. Bob Dorf just published a post Where are the Hackers? Solving the Founder-Tech Gap that came out of some fun conversations that Bob and I have been having. A large part of this conversation is what kinds of advisors startups should be looking for.