Both Sides of the Table

MARCH 31, 2012

Many MBA programs still cater too much to the needs of large, corporate management jobs or prepare students to enter big consulting companies or investments banks. If you haven’t read Adam Lashinsky’s awesome new book about Apple , you should. And that leads me to today’s post.

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Berkonomics

JULY 23, 2020

How about outside investors? Sometimes the end game or sale of the company is not a happy event. Especially when outside investors, venture capitalists, or angels, have put in substantial money and the sales price is less than the value of their investment. There are some questions a distressed sale brings to mind.

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Both Sides of the Table

JANUARY 14, 2014

If you follow the tech media you would be subject to a lot of narrative biases that are completely off base – and this includes the value of email and phone calls. All the data actually suggests with the growth of mobile, inbound sales calls will double from 30 billion to 60 billion in 3 years (source: Kelsey). THE FULL STORY.

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Both Sides of the Table

SEPTEMBER 28, 2011

I’ve taken to saying, “Email is our personal to-do list that anybody adds to – whether they know us or not.” about their marathon 4-hour sessions to get to zero inbox or somebody else claiming email bankruptcy ( definition if you don’t know it already ). I have taken to limiting my outbound email.

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Berkonomics

SEPTEMBER 19, 2024

Removing the emotion from a negotiation [Email readers, continue here…] Over the years, I have been delegated by more than several entrepreneurs and boards to negotiate critical agreements, sometimes to sell the company or merge it with another. ” The post Negotiation!

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Berkonomics

AUGUST 10, 2023

From the moment such an investor looks seriously at your company, the investor or VC partner is thinking of the end game, the ultimate sale of the company or even of an eventual initial public offering. There is no middle ground. The newest investor has the power.

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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. You can’t quantify the value of email yet everybody needs it!”.

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Both Sides of the Table

MARCH 22, 2012

Your entrée to sales meetings. And in most cases I would heed Fred Wilson’s advice about the “double opt-in” email for intros – where you ask for permission before green-lighting an unsolicited introductions. I’ve commented to several of them (so, no, I’m not talking about YOU.

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Berkonomics

NOVEMBER 15, 2018

And yet, as I recall the greatest thrills, the memorable events, the best of memories, almost none are about the money. But your most satisfying life journey will never be about the money. The rewards of angel investing. Have you ever spent enough time with your family? Can you ever spend enough? Isn’t it time to try?

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Berkonomics

FEBRUARY 8, 2024

Let’s talk about the reality of taking money from professional investors. Email readers, continue here…] Almost always, professional investors, including angel groups and venture capitalists, also require at least one seat on the corporate board. It is not the first time we’ve covered this general subject nor the last.

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Berkonomics

MARCH 28, 2024

They write in their investment documents that they will occupy a seat on the board for as long as they are invested in the company, thinking of this as a protection for their investment and tool for them to influence growth. Even venture capitalists who sit on boards where they have significant investments often forget this point.

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Berkonomics

MAY 23, 2024

Pay early-stage board members of companies that are not lifestyle businesses one percent of the fully diluted equity in the form of an option that vests over two to four years of service. You do not pay professional investors who are serving on behalf of an investment company or VC and paid by that company.

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socalTECH

JULY 24, 2014

Southern California has a growing number of companies in the customer relationship management area, including a fairly new company in the area, Pipeliner CRM (www.pipelinersales.com). We spoke with Nikolaus Kimla , the CEO of Pipeliner CRM, to learn more about the company, its move here, and its software.

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Both Sides of the Table

FEBRUARY 3, 2010

I’d like to talk about Crocodile Salesmen in 3 scenarios: 1) when YOU are selling (or someone on your team), 2) when you are trying to recruit a sales person. You learn much more about how other people think when you’re asking. But how to apply “listening&# in a sales meeting? Nobody likes that.

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Both Sides of the Table

NOVEMBER 20, 2012

Now, I’m pretty on the record that being an entrepreneur is about being great at The Do. But trust me when I say that my observations across many startups (and other companies, frankly) is that not enough time goes into thinking. I’ve talked in the past about how I manage my own creative process.

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Technology Council

JANUARY 1, 2014

I have the opportunity to work with a large number of sales teams and to see what makes for highly successful ones and ones that struggle. In my experience the #1 determining factor in sales team success is whether the company has the right sales people on board or not. to create opportunities.

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socalTECH

MAY 2, 2017

He was just trying to collect more data for his startup on what was happening on real estate deals that the company had been referring to brokers. However, he quickly discovered the deal data the company was collecting was not just data--but a guide to the best practices on helping brokers close more deals, quickly. It worked well.

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Berkonomics

NOVEMBER 17, 2016

Everyone who manages a company or its sales force wants to write as many new deals as possible, and is usually warry about doing anything that might threaten the positive outcome of a pending sale. Deadlines are an important sales tool. The most powerful tool you have in a sales environment is a deadline.

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Technology Council

JANUARY 1, 2014

I have the opportunity to work with a large number of sales teams and to see what makes for highly successful ones and ones that struggle. In my experience the #1 determining factor in sales team success is whether the company has the right sales people on board or not. to create opportunities.

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Berkonomics

JUNE 27, 2024

My self-confrontation My moment of self-confrontation came many years ago when deciding whether to leave behind the relative comfort of a good income from my one-person operation or hire my first employee which would allow me to spend my time in sales and in growing the business. It was perhaps the most difficult decision of my young life.

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Both Sides of the Table

OCTOBER 4, 2009

Many entrepreneurs who start technology companies are product people, technologists or savvy business people who worked previously for a larger company. Most start-up entrepreneurs have little or no sales experience. But through nearly a decade of startups I learned that sales comes down to three essential elements: 1.

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Berkonomics

FEBRUARY 9, 2023

The most striking example was the one hundred million–dollar purchase of one of my companies by a New York private equity investor using only five million of its cash. If there are enough of these, the CEO or founder can announce a valuation as high as double the actual negotiated enterprise value of the company.

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Berkonomics

JUNE 10, 2021

How about all those daily decisions? How about early-stage companies with unique problems? In an early-stage company, the key issue is most often finding the way to start the revenue flowing from services and sales. Remember how easy it is to put off those final decisions at the end of a tiring and long day?

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Berkonomics

FEBRUARY 2, 2023

Celebrating that strategic partnership Many of us make it a priority to find and partner with companies that can add to our offering or extend our reach. It takes real effort and planning on both sides of a partnership between companies to make it work. Why would this partnership – one that benefits both companies – fail to succeed?

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Berkonomics

JUNE 4, 2020

Let’s say that your company is exactly at breakeven. There is amazing leverage in high gross profit margins once a company is past breakeven. A ten percent increase in revenues for a company with 50% gross margin and 5% net profit before the increase would double net profit for the period with that ten percent increase in revenue.

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InfoChachkie

JANUARY 14, 2013

If you have your eyes and ears open, you can discover sales lessons in unexpected places, including the cable TV show, Say Yes To The Dress. There are a number of solid sales techniques on display by the Say Yes team. Throughout the sales process, they continually probe and modify their sales approach, based on the bride's feedback.

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Both Sides of the Table

FEBRUARY 17, 2019

Having read his latest op-ed on email I know why I erred towards the side of of not loving his book as much as some did. Apparently he’s an “organizational psychologist professor and thinks that it’s rude not to answer email. I also surmise that perhaps organizational psychologists don’t get as much unsolicited emails as some of us do.

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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. These markets represent about $600 billion of total spend between them, leaving tons of opportunities for startups to disrupt and grow large. ” Good f **g luck.

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Startup Professionals Musings

MARCH 31, 2023

Business success is all about meeting the needs of the modern buyer, who is more informed, has access to more choices, and is ever smarter about making purchasing decisions. Selecting the right sales channels is one of the first strategic decisions that every startup faces. Nurturing stage email performance.

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Berkonomics

JANUARY 6, 2022

First, the marginal exit event: Sometimes the end game or sale of the company is not a happy event for the early investors, including the entrepreneur or the founders. Most sophisticated investors will take either a promissory note or preferred stock, both of which come before founder or management stock in a sale or liquidation.

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Tech.Co

FEBRUARY 25, 2022

Ecommerce company Etsy is hiking its transaction fees for sellers for the first time since 2018. for each sale. Etsy revealed the change in emails to sellers as well as a report to investors yesterday. ” The fee hike also applies to shipping as well as to the product sale itself. What to Know. Why the increase?

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Eric Greenspan

APRIL 25, 2013

Apple is a remarkable company. Apple was a remarkable company. Mac sales will eventually slow as people switch to tablets. Something has to happen to keep this company going and growing. If Apple were my company, here’s what I would do: 1. If it were my company apple iOS iPad iPhone macbook OSX Steve jobs'

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Startup Professionals Musings

JULY 3, 2020

Business success is all about meeting the needs of the modern buyer, who is more informed, has access to more choices, and is ever smarter about making purchasing decisions. Selecting the right sales channels is one of the first strategic decisions that every startup faces. Nurturing stage email performance.

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Berkonomics

DECEMBER 21, 2017

Let’s talk about the reality of taking money from professional investors. Email readers, continue here…] In later insights, we will explore the legal and ethical responsibilities of board members. It is not the first time we’ve covered this general subject nor the last. But this time, we concentrate upon governance changes.

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Berkonomics

SEPTEMBER 23, 2021

Recently a CEO friend told me her story of a dinner including her director of business development and an executive of a major company, a candidate for a large sale. I stepped off the van into… a recently dug pit about two feet deep and broke my foot in the fall. Well, I didn’t make the sale. . First, my friend’s story….

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Berkonomics

SEPTEMBER 27, 2018

Almost anyone who has sold a company has a story to tell about their good deal, the problems with the buyer, a last-minute change of terms, or more. I’ve been offered $15 million for my company and my partner is suing me for all I am worth. How the industry was growing around the company. The year was 1998.

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Berkonomics

APRIL 20, 2023

Starting a company is HARD – in so many ways. But… I read several years ago that the average startup restaurant lasts only about a year. Here I am a professional investor in early-stage companies, and I attempt to find those with the greatest chance of success and growth in value over time. How about the early-stage investors?

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