Coach Sales Startup Technical Review 
Both Sides of the Table
APRIL 3, 2014
Most technology startups seem to be funded by product people or business people. 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. My first startup was no different. Sales people: Are motivated by cash.
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. You learn by asking.
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Both Sides of the Table
SEPTEMBER 13, 2011
It’s very common for startup companies to have COO’s. But … Startups don’t need – shouldn’t have – COOs. I have this conversation with every startup that comes to see me and has a CEO & a COO. I think usually a COO title at a startup is an ego thing. CEO’s run things.
Both Sides of the Table
FEBRUARY 5, 2011
Most technology startups seem to be funded by product people or business people. 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. My first startup was no different. Sales people: Are motivated by cash.
Startup Professionals Musings
MAY 1, 2022
You can have the best technology, but if customers don’t know you exist, or they don’t know how your technology solves a real problem for them, your startup will fail. Yet I see many technology entrepreneurs that focus on the basics of marketing too little and too late. Start networking smarter and smaller.
Both Sides of the Table
JULY 1, 2010
We all like to think of startups as “non hierarchic&# organizations and to some extent that should be true. I see two common mistakes in companies (not just in startups, in fact). You’ll get sales information from your VP of Sales, marketing information from your VP Marketing, tech information from your CTO and so on.
Startup Professionals Musings
DECEMBER 5, 2014
You can have the best technology, but if customers don’t know you exist, or they don’t know how your technology solves a real problem for them, your startup will fail. Yet I see many technology entrepreneurs that focus on the basics of marketing too little and too late. Start networking smarter and smaller.
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