Berkonomics

JANUARY 24, 2019

Usually that means one they once or recently spent time in as an employee or manager within a company where they had little or no ownership. Some of these entrepreneurs starting a new company are alumni from companies that would be a competitor to the enterprise being created or joined. Are you one of those? Digital or analog!

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Berkonomics

JANUARY 24, 2019

Usually that means one they once or recently spent time in as an employee or manager within a company where they had little or no ownership. Some of these entrepreneurs starting a new company are alumni from companies that would be a competitor to the enterprise being created or joined. Are you one of those? Digital or analog!

Company 120

Company Companies News Startup 120

Startup Professionals Musings

DECEMBER 16, 2020

In my role as a mentor to aspiring entrepreneurs, I find that many of you have your most creative ideas for your company’s first big bang , but often get bogged down with details as the company grows. By dedicating at least one percent of sales to environmental groups, he locked in engagement from both employees and customers.

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Both Sides of the Table

APRIL 3, 2014

Specifically what is often not in the DNA of founders are sales skills. Nor do they exist in the investors of early-stage companies. 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.

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Both Sides of the Table

JUNE 13, 2013

Like most startup entrepreneurs, when I began my first company in 1999 I had no formal sales experience. I did have the wherewithal to visit potential customers and try to understand the pain points that I thought could be solved with our solution. This is a very important to do when you first start a company.

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Both Sides of the Table

SEPTEMBER 28, 2014

But what IS the right amount of burn for a company? Burn rate in case you don’t know is the amount of money a company is either spending (gross) or losing (net) per month. (it Conversely if you’re burning $600,000 per month (yes, some companies do) then you only have 5 months of cash left. Gross Burn vs. Net Burn.

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Startup Professionals Musings

SEPTEMBER 17, 2021

Yet in this age when customers have a thousand alternatives, and are overwhelmed by a multitude of messages, sales efforts can make or break a business. In fact, I believe modern entrepreneurs need to be super sales people, in the most positive sense, to their team as well as customers. No pain usually means no sales.

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Both Sides of the Table

MARCH 21, 2013

So when I meet with GRP portfolio companies that do enterprise sales I try to emphasize the following: 1. This might mean helping customers buy traffic, arb’ing deals, helping with RTB pricing or trading, etc. Minimize Any Custom Work That Will Not Feed Back Into Your R&D. Protect Your Intellectual Property.

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Berkonomics

JANUARY 12, 2023

Some types of businesses generate more and more recurring revenues over time, often growing to a size where recurring revenues pay all of the overhead of the company – an enviable position. There is a phenomenon I have observed time after time with mature companies receiving over 75% of their revenues from recurring sources.

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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.

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Startup Professionals Musings

AUGUST 14, 2021

With the advent of the Internet, social media, and instant communication via texting, customer expectations for service, as part of their entire customer experience, have changed. They expect you to be there, to know their history as a customer, and to treat them with priority and respect.

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Berkonomics

MAY 16, 2019

There must be at least several companies out there right now positioning to compete with you. And although many positioning efforts cross the lines between these, great companies play to the strength of just one. Innovation certainly defines a number of companies catering to early adopters and the mass audiences that follow.

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socalTECH

JULY 18, 2019

Santa Monica-based Cornerstone OnDemand , which provides cloud-based learning and talent management tools, has linked up with a sales training company, Sandler Training, on a new sales training subscription, the two said today. Financial details of the partnership were not announced. READ MORE>>.

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TechCrunch LA

FEBRUARY 2, 2021

The Los Angeles-based commerce and content platform StackCommerce has been acquired by the Integrated Media Company, a holding company set up by the massive private equity fund, TPG, to acquire new media businesses. Through its platform publishers can make between 15% to 20% of gross compared with 5% on an affiliate marketing site.

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Startup Professionals Musings

AUGUST 24, 2022

As a business consultant and angel investor, I often ask for your own assessment of marketing ROI , or customer acquisition cost (CAC). Mr. Everhart distills his leadership insights from many decades in one of the largest business-to-business marketing agencies, working with companies across the country.

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Startup Professionals Musings

MAY 15, 2023

Entrepreneurs have always believed that their product or service must show real value to customers, but today the smart ones are even able to make their marketing valuable. Now customers seek out people who are willing and able to add value, with expertise and insight, even before they have a product. The key is consistency.

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Both Sides of the Table

DECEMBER 7, 2014

I spend a lot of time with startups and thus hear many companies talk about their approach to sales and their interactions with customers. From these meetings you can really tell the leaders that care deeply about their customers and those the look down on them. You’d be very wrong. You can’t.

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Startup Professionals Musings

DECEMBER 13, 2020

Having the best solution is a good start these days, but a solution alone is no longer enough to keep customer attention and loyalty. The challenge is to transform and hardwire your entire team to think in these terms, rather than the default focus on distinct towers of product quality, closing the sale, or fixing a complaint.

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TechCrunch LA

OCTOBER 27, 2020

Postmates is now rolling out what could be the biggest update to the company’s service in a long time — adding a retail option for users to shop local stores and for local merchants to set up a virtual on-demand storefront in the app. That could have an impact on retail sales that were already projected to be dismal.

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socalTECH

APRIL 25, 2018

Los Angeles-based TaskUs , which provides outsourced customer support and other back-end support for technology companies, said today that it has named Jarrod Johnson as Chief Customer Officer. Johnson was previously SVP of Sales at TaskUs, and will be based in the company's Dallas offices.

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Startup Professionals Musings

OCTOBER 30, 2022

Today’s customers are much more in control of their buying decision, as they have more choices and more information than ever before. Bloom’s classic book, “ The New Experts: Win Today's Newly Empowered Customers.” This is a key moment where your customer acquisition costs go way down, and your profits go way up.

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Both Sides of the Table

SEPTEMBER 17, 2013

In my last post I pointed out that many of the media commentators who have criticized the YouTube video network companies as not having strong businesses were mistaken. The next part of the margin mix online video companies must get control of is talent margins. The best companies look at data to know what time to post.

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Both Sides of the Table

JUNE 23, 2013

Every sales organization with more than a handful of reps or that is across multiple offices or time zones would benefit from having a sales methodology. I’ve been writing a series on a simple methodology that we used at my first enterprise software company. This solves the customer question, “Why Buy Anything?”.

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Startup Professionals Musings

MAY 9, 2022

Most businesses spend big money testing their brand logo, catchy marketing phrases, and demographics, but spend little time training and validating that their employees can and do deliver exceptional experiences to their customers. Keep your team happy to create engaged customers. Build relationships and stop surveying customers.

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socalTECH

SEPTEMBER 3, 2019

Our interview today is with Amos Schwartzfarb , the author of Sell More Faster: The Ultimate Sales Playbook for Start-Ups , which comes out tomorrow, Wednesday. We caught up with Amos to learn about his new book, and to gain some tips for startup entrepreneurs on how to figure out when you're actually ready to scale your sales team.

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Berkonomics

MAY 8, 2014

I am chairman of a company that, as I write this, is twelve years old and has not yet taken a dollar of outside investment. The company has been funded entirely by grants from the National Institute of Health, amounting to millions of non-dilutive dollars in all. How refreshing!

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Startup Professionals Musings

MARCH 20, 2023

Instead, they need to validate a customer problem and real market need first. Don’t create solutions looking for a problem , since investors ignore these, and customers other than early adopters will be hard to find. I say again, customers buy solutions, not technology. Look for customer willingness and ability to pay.

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Startup Professionals Musings

JUNE 23, 2021

Yet, as a business consultant, I often find minimal focus on improving employee engagement and assessing their customer-facing performance. For example, I commonly see metrics to keep track of revenue per employee, overtime, and absenteeism, but I don’t often see measures of overall customer satisfaction with individual employees.

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socalTECH

DECEMBER 7, 2017

Santa Monica-based Cornerstone OnDemand , which develops human capital management and employee learning software, has cut its sales head count, and shuffled its sales and services organizations, the company said late Wednesday.

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Cornerstone OnDemand Sales Santa Monica IBM 100

TechCrunch LA

MAY 3, 2022

The company Winters was working for sponsored her MBA to Harvard Business School, and it was there that she came up with the idea for Upgrade. “I The company, which raised $1.7 The company makes money on the wig and hair sales and saw revenue triple over the past year. Upgrade founder and CEO Britney Winters.

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Both Sides of the Table

JUNE 17, 2013

In my first enterprise software company we developed a methodology for sales that we called PUCCKA. Having a methodology instead of just going on random sales visits helped force a bit of rigor and honesty amongst team members about how well or not we thought we were doing. ” It’s a reason a company would buy.

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socalTECH

JULY 22, 2014

San Diego-based OneRoof Energy , the solar energy services financing and solar installation company led by David Field, said today that it has tied with "digital services" company Elevate. Accor ding to OneRoof Energy, the move will help extend OneRoof to a "substantial" customer base. READ MORE>>.

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socalTECH

AUGUST 21, 2018

Los Angeles-based Postie , the machine-learning-meets-diirect-mail startup backed by Bonfire Ventures and Crosscut Ventures, said today that it has named Zev Gollender as the company's Head of Sales. Gollender was most recently Vice President of Media Sales at Taboola, and also has served at Adiant and AOL.

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Both Sides of the Table

JULY 9, 2013

This is final part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. We developed this at our first company and called it PUCCKA – the overall methodology is described here. Well think of it this way – you have your sales process.

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Berkonomics

JANUARY 9, 2020

One of your employees is approached by an employee of a customer or of a supplier, stating that “It sure would be great to work in your company.” The rule should be one that includes only one “out”: if a person resigns from the position with the stake-holding company, then you will be happy to talk about a position.

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socalTECH

MARCH 14, 2018

As part of our sponsor relationship with the conference, we're running a series of interviews with speakers from the conference about their experience in the area of recurring revenues, customer service, and similar topics. What's the biggest lesson you've learned about retaining and keeping your customers using the subscription model?

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socalTECH

JANUARY 9, 2017

According to Boohoo, it has entered into an asset purchase agreement as part of Nasty Gal's bankruptcy sale, which includes "certain intellectual property assets and customer databases" from Nasty Gal. Nasty Gal filed for bankruptcy in November, after failing to find additional funding for the once highflying e-commerce company.

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