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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. Nor do they exist in the investors of early-stage companies.

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Why Your Startup Needs a Sales Methodology

Both Sides of the Table

Like most startup entrepreneurs, when I began my first company in 1999 I had no formal sales experience. question in sales.

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How to Shorten Your Sales Cycle and Avoid Wasting Time

Both Sides of the Table

One of the questions I’m most often asked by CEOs is how to hire sales people. Sales & Marketing Advice Startup Advice Summary.

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Ten Of The Top Tech Companies For Employees In LA

socalTECH

Who are the top tech companies to work for in Los Angeles? Despite a huge number of companies, we found there are a number which. OpenX.

Mogreet Ramps Sales, Marketing Team

socalTECH

Los Angeles-based Mogreet , the provider of video-based, mobile marketing services, is in the midst of and expansion, including the hiring of two executives to its sales and marketing team. mogreet sales marketing executive directorVenture backed Mogreet provides its video-based, mobile marketing services to brands. READ MORE>>.

How Event Farm Is Making Events A Part Of Your Sales Funnel

SoCal Tech Calendar

We spoke with co-founder Ryan Costello about Santa Monica-based Event Farm (www.eventfarm.com), on how its software technology is being used to power high end, VIP events for large companies. Ryan Costello: We're a software company. The most obvious, is to drive sales. How did you start the company? Thanks! READ MORE>>.

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What is the Right Burn Rate at a Startup Company?

Both Sides of the Table

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.

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. Nor do they exist in the investors of early-stage companies.

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Maximize Your Exit By Not Selling Your Company

InfoChachkie

My House Is Not For Sale. However, in many cases, acquiring companies behave less rationally than Mr. Jackson. What is your price?”.

Identifying Pain in the First Step in a Sales Process – Here’s How

Both Sides of the Table

In my first enterprise software company we developed a methodology for sales that we called PUCCKA. Click here. It’s just human nature.

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Why Taking Some Risks in the Sales Process Can Improve Results

Both Sides of the Table

Many people are too cautious in sales processes and as a result when they present their solutions they end up sounding milquetoast and undifferentiated from anybody else in the market. I recently wrote about the three rules of sales. In sales we often call these USPs (I wrote about them here: Unique Selling Propositions ).

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What Do You Need to Do to Improve Sales? Here’s a Start …

Both Sides of the Table

I write about sales often both because it’s the lifeblood of any organization and because in my experience it is the area in which more startups are least experienced or inclined. I also write and talk about it frequently because raising capital is a part of sales and this is important for entrepreneurs to understand.

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The Biggest Reason Most Sales Campaigns Don’t Close

Both Sides of the Table

I’ve been writing a series on a simple methodology that we used at my first enterprise software company. The USP solves the, “Why Buy Me?”

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Verengo Solar Sells Assets In Bankruptcy Sale

socalTECH

Financial details of the sale were not announced. As part of the deal, Verengo said that Crius will provide "debtor-in-possessoin" financing which will enable to the company to continue operating during the sale process. READ MORE>>. electricity cleantech acquisition merger crius bankruptcy assets solar verengo

The One Key Person That Will Help You Improve Sales

Both Sides of the Table

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too.

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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. You learn by asking.

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TrueCar Sells 1 Million Cars, Hits $31 Billion In Total Sales

socalTECH

Santa Monica-based TrueCar , the auto pricing and sales company headed by Scott Painter, said late yesterday that it has sold its one millionth vehicle through its service, and that $31 billion in sales have gone through its network to date. monthly retail vehicle sales. READ MORE>>.

Gumgum Names Sales VP

socalTECH

Santa Monica-based Gumgum , the celebrity image licensing and advertising startup headed by Ophir Tanz, has appointed a new VP of Sales, the firm told socalTECH today. The company said it has appointed Brennan Beyer as its new Vice President of Sales. Beyer joins the company from SocialVibe, where he also served as VP of Sales.

How Online Video Companies Can Increase Margin and Build Better Businesses

Both Sides of the Table

The next part of the margin mix online video companies must get control of is talent margins. We like sight, sound & motion. But wait!

Increase Your Sales Velocity By Saying No To Pilots

InfoChachkie

Pilot agreements are provisional contracts under which companies can assess the veracity of a potential, long-term relationship. Pay To Play.

Mogreet Opens Midwest Sales Office

socalTECH

Los Angeles-based Mogreet , coming off a new round of venture funding, is in expansion mode, saying that it has opened up a new Midwest sales office for the company. sales executive midwest marketing mogreetMogreet recently raised $4.1M The firm offer up video-based, mobile marketing services and products. READ MORE>>.

Why Focusing on Only One Buyer Will Lose You Sales

Both Sides of the Table

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too.

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Scaling Sales: Arming & Aiming – Objection Handling

Both Sides of the Table

This is part of a series on sales & marketing. Some examples of common objections across many companies: 1. It is tacit knowledge.

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THQ Details Buyers, Numbers After Fire Sale

socalTECH

Bankruptcy Court has granted a motion to approve a sale of the majority of THQ's assets to multiple buyers. THQ detailed the sale Wednesday night, saying the company's estate will receive approximately $72M in total through the sales of its owned studios and games in development. and $3.3M. READ MORE>>.

Startup Sales Lessons From TLC’s “Say Yes To The Dress”

InfoChachkie

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.

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Fandango Sees Boost From Mobile Ticket Sales

socalTECH

The firm said it saw a 60 percent, year-over-year increase in Thanksgiving holiday weekend ticket sales on mobile devices through the site.

DFJ, Pasadena Angels lead $1.4M funding in Edufii

Ask the Angels

Blog Company Creation/Operation Fundraising General News Angel Capital Angel Investing Company Sale Exit Strategies Pasadena Angels Startups Valuation VC DFJ Frontier and Pasadena Angels have led a $1.4 million Series A funding in Edufii Inc., the social/mobile platform for skill development. Read more here. Tweet Tweet.

Startup Children – How To Parent An Entrepreneur (Part II) - Sales Advice From Dr. Seuss

InfoChachkie

Man or woman, the tactics deployed by Sam are applicable to any sales situation and can be put to use by any salesperson, irrespective of their gender.

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3 Sales Tips for Startups – Creating a Burning Platform

Both Sides of the Table

Most start-up entrepreneurs have little or no sales experience. The real test of sales and the topic of my post is “why buy now.”

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If Apple Were My Company, I’d…

Eric Greenspan

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

How to Make Sure Professional Services Don’t Take Over Your Software Company

Both Sides of the Table

So when I meet with GRP portfolio companies that do enterprise sales I try to emphasize the following: 1. training. rollout support.

Mogreet Expands Sales Chops

socalTECH

Los Angeles-based Mogreet , the video-based, mobile marketing firm headed by James Citron, reported today that it has named Jesse Silver as Senior Sales Director. Mogreet said it is expanding the sales team to drive new business for the company. mogreet sales executive mobile marketing servicesREAD MORE>>.

GumGum Snags Amazon Vet For Sales Efforts

socalTECH

GumGum , the developer of in-image advertising technology headed by Ophir Tanz, is bolstering its sales efforts, and has hired an Amazon veteran to head up western sales. According to GumGum, Matt Weisbecker has been appointed Vice President, Western Sales for GumGum, a new position for the company. READ MORE>>.

Fandango Breaks Record With The Hunger Games Ticket Sales

socalTECH

The company said that the sales represent the largest share of sales for any movie in its 12-year history. READ MORE>>.

Why Email May Be Draining Your Company’s Productivity

Both Sides of the Table

So I ask you – if you’re being reactive to somebody else’s emails are you really being as productive in your company as you could be?

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Explaining FNAC: Feature, Not a Company

Both Sides of the Table

Feature, not a company. Whether something is a feature or a company is clearly subjective. FNAC. It has always stood out in my mind.

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Active Network Sets Global Sales Exec

socalTECH

San Diego-based Active Network , the operator of a number of sports related registration and sports events management websites, said yesterday that it has named Kevin Biggs as its Executive Vice President of Global Technology Sales. Biggs joins the company from Blue Coat Systems, and also served at IBM. active network executive sales

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Leads360 Gets $15M For Sales Lead Software

socalTECH

According to the company, the new funding will go towards product offerings, strategic partnerships, and awareness of its platform. Leads360's software is used for managing and tracking sales leads. leads360 sales lead management software venture capitalREAD MORE>>.

Epicor Sale Off The Table

socalTECH

According to the WSJ , Apax Partners has decided to retain the company, after testing the market for a sale of Epicor. The news on that move came in May. Apax bought Epicor back in 2011. READ MORE>>. epicor apax partners supply chain management software investment banking merger acquisition

Awareness Technologies Boosts Channel Sales Team

socalTECH

Los Angeles-based Awareness Technologies , a developer of security software aimed at preventing internal data leaks, said today that it has bolstered its channel sales effort with two executive hires. The firm said it has appointed Dean Galbreath as Vice President of Channel Sales. READ MORE>>.

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