Both Sides of the Table

MAY 19, 2018

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. We did some outbound sales & marketing, we responded to some inbound enquiries that came “over the transom” from marketing activities and we responded to RFPs (requests for proposal).

Funding 336

Funding Venture Capital Startup Email 336

Both Sides of the Table

JUNE 20, 2013

In my first enterprise software company we developed a methodology for sales that we called PUCCKA , which I wrote about previously. Having a good sales methodology can help you ensure your company runs more disciplined campaigns and focuses scarce resources on your best opportunities. But how would I use it?”.

Sales 336

Sales Startup Competition Customer 336

Both Sides of the Table

JULY 21, 2014

” It helps to have seen the way down twice before to know many of the signs. People attending marquee conferences with rock bands, prominent speakers, Gartner Group prognosticators and lots of other happy customers. Have sales bonus plans based on more than just sales targets. ROI studies were published.

Marketing 354

Marketing Case Study Metrics Sales 354

Berkonomics

JANUARY 4, 2018

Many of us belong to industry associations and find ourselves at conferences and trade shows with time to spend with competitors. He’d be a bit amazed with the quick fancy math work, and I would have yet another piece of the puzzle helping me to gauge the total size of the industry in annual revenues and the growth and size of competitors.

Guide 243

Guide Conference Course Email 243

Both Sides of the Table

MARCH 19, 2013

The era of VCs investing in successful consumer Internet startups such as eBay led to a belief system that seemed to permeate many enterprise software startups that hiring sales or implementation people was a bad thing. But the “no sales people” mantra isn’t what I’m here to take on. I believe it’s flawed.

Startup 403

Startup Sales Software Review Technical Review 403

socalTECH

MARCH 28, 2019

Earlier this month, the annual Montgomery Summit conference was held in Santa Monica, including a special portion of the conference dedicated to the Rise of the Female Entrepreneur. We had over 400 attendees, including some who came from the core conference. I think it's a fantastic program.

Capital 162

Capital Entrepreneur Invest Artificial Inteligence 162

Both Sides of the Table

MARCH 29, 2014

Maybe they’ve hit a few set backs: They’ve struggled to raise money, they haven’t gotten press coverage or they haven’t gotten accepted to present at prestigious conferences. I’ve talked before about the need to get rid of “ that negative chip on your shoulder ” as it won’t help you in business.

Venture Capital 389

Venture Capital Email Startup Conference 389

Startup Professionals Musings

AUGUST 3, 2022

Participate in industry conferences and expositions. Any increase in brand recognition, as well as personal connections, is a multiplier to your existing marketing and sales efforts. Finally, key national conferences will show you improvements you need to make in areas that can create multipliers without breaking your business.

Marketing 119

Marketing Social Media Mentor Conference 119

Both Sides of the Table

MAY 13, 2018

The most important advice I could give you before you set out in fund raising mode is to understand that fund-raising a sales & marketing process and needs to be managed. Somehow many first-time founders equate “sales” with something that is beneath them. In sales there are also three rules: Qualify, qualify, qualify.

Venture Capital 332

Venture Capital Funding Startup Sales 332

Both Sides of the Table

FEBRUARY 6, 2013

So I naturally spend much time with the companies in which I invest helping them: recruit. Your first sales people should be consultative sellers who can fuel evangelical sales. Don’t hire “relationship management” sales people too early. figure out roles. measure performance / quality of team.

Startup 388

Startup Slides Outsource Development Sales 388

Both Sides of the Table

FEBRUARY 27, 2012

The process for raising money from a VC is a sales process and as such much of what is taught in enterprise sales can be applied. While this post is written about raising venture capital (which I always remind entrepreneurs IS a sales process) the lessons can be applied to any sale or biz dev deal.

Venture Capital 308

Venture Capital Sales Entrepreneur Startup 308

Berkonomics

APRIL 19, 2018

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. An industrial psychologist helps (me) the CEO.

Training 226

Training Course Sales IBM 226

Both Sides of the Table

SEPTEMBER 13, 2011

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. But ask yourself, what does a COO actually do?

Startup 325

Startup Technical Review Sales Report 325

Both Sides of the Table

JULY 14, 2010

They are tasked with “getting deals done&# so they race around talking to tons of potential partners inking anything from channel sale deals , product integration, international distribution agreements, co-marketing arrangements, M&A discussions, etc. Here’s how it goes: You have a business development group with two people.

Startup 323

Startup Press Development Team Review SEM 323

Both Sides of the Table

APRIL 25, 2011

Early in a services business there is usually no profits as the company reinvests in hiring people to grow, but by $20 million in sales the company should at least be pulling in 10% profits (if not more) depending on how much is reinvested. Yet you can run a conference and mint money. You own the IP you create. It’s pure irony.

Services 332

Services Venture Capital IP Startup 332

Tech Zulu Event

JUNE 3, 2015

Almost all credited their spouse, or a mentor, in helping them achieve their success. Women in sales or real estate, were more savvy with negotiation than those who weren’t and often asked for, and received, the better price as a result. Our conversation was enlightening, interesting and answered all these questions and more.

Conference 40

Conference Entertainment Startup Digital Hollywood 40

TechCrunch LA

MARCH 17, 2019

BMW i Ventures invested in Bright Machines, a San Francisco-based company that has combined software and robotics to help automotive, computer and electronic brands improve product quality, throughput, and factory optimization. Freight railroad owner Genesee & Wyoming is considering a sale of all or part of itself, Bloomberg reported.

San Fernando 217

San Fernando Los Angeles Commerce News 217

socalTECH

JUNE 11, 2012

How do you cut out all of the effort required to discover, find, and book venues for your event, wedding, or conference? Crosscut is another LA partner to help us out, and we're also excited to have New World on board. I also had the chance to do a conference, and had knowledge of that. is trying to figure out.

Santa Monica 211

Santa Monica Seed Funding Startup Conference 211

Both Sides of the Table

MAY 9, 2018

I then had to review a nefarious IP lawsuit filed against another company and help the CEO figure out whether we should just pay it or join forces with the other companies named and fight it. I always tell people that fund raising is a sales process. But the real product being bought or sold is “trust.”

Software Review 381

Software Review Startup Email Conference 381

Tech.Co

JANUARY 15, 2018

Jen Consalvo and I expanded the national footprint of events, hosted conferences and festivals, created monthly leadership summits, hosted an interactive educational speaker series, wrote a book, and launched a daily news and resource platform with a new brand – Tech.Co.

Media 175

Media News Organization Content 175

SoCal CTO

JUNE 9, 2010

Draw Your Ideas - A VC : Venture Capital and Technology , May 16, 2010 I saw Jack Dorsey give this talk at The 99% Conference last month. saw Jack Dorsey give this talk at The 99% Conference last month. Of the ones I have been to recently, the Nantucket Conference has been my favorite. It's a great talk. It's a great talk.

Startup 248

Startup Venture Capital Conference Social Media 248

Both Sides of the Table

FEBRUARY 17, 2019

I don’t feel like canceling LinkedIn just because occasionally a well-meaning but slightly not-clued-in person from a faraway place wants me to be their personal mentor, answer 3-questions for their high-school entrepreneurship project or take a sales pitch for their recruiting services. On some occasions I’m amazing and on others I’m poor.

Email 250

Email Writing Conference Mobile 250

socalTECH

APRIL 18, 2017

Ahead of the Recurring Revenue Conference ([link] which we are helping to sponsor next week, we are chatting with a few companies in the recurring revenue area space. Additionally, we're very sales and marketing driven. That's helped us a lot. When we started out, it was all about new revenues and new sales.

Entrepreneur 124

Entrepreneur Services Sales Customer 124

Both Sides of the Table

JULY 26, 2010

You need to give them advance notice of your product development or better yet let them help influence your direction. Speaking at a “city tour&# in which Salesforce.com sales reps and executive management were present. Leading breakout sessions at our annual conference – DreamForce.

Marketing 294

Marketing Customer Custom Technical Review 294

Both Sides of the Table

MAY 20, 2018

These are similar to the pipeline reviews I used to do with sales reps when I was a CEO. Because entrepreneurs often don’t feel comfortable in a sales process (as a fund-raising process is) they often don’t enquire about the approval process at the firm. She was imploring them to push harder in their sales process.

Funding 189

Funding Software Review Entrepreneur Venture Capital 189

Both Sides of the Table

OCTOBER 26, 2014

You help them on stories, act as a source, develop real relationships, read their stories and eventually when you have news they’re more willing to have a conversation. But having somebody in-house means they can do many things like help with website copy, running events, writing training manuals and even handling customer support calls.

Press 319

Press Startup Writing Training 319

socalTECH

AUGUST 2, 2017

Alan Horsager: We started selling the test in October last year, when we launched at the American Society for Reproductive Medicine, at their annual conference. The use of the proceedshas really been about ramping up commercialization and sales. We hired a VP of Sales, have been building out a sales team.

USC 100

USC Technical Review Startup Southern California 100

Both Sides of the Table

NOVEMBER 19, 2009

Your head of sales thinks she should fire somebody. You’re sales person is getting blocked by the CTO who says she shouldn’t go above him but the CTO isn’t approving the deal. Maybe it helps that I love controversy and pushing the boundaries so people felt it was OK for them to do it as well. “Why?&#

Entrepreneur 414

Entrepreneur Technical Review Slides CTO Coach 414

Both Sides of the Table

NOVEMBER 20, 2012

Conferences. How do VCs break out of group think when they are shuttling from one board meeting to the next, from one conference to the other and talking with all the same people? I was at the Lobby Conference a few weeks ago in Mexico. They often need teams of people to help them Plan how to turn their ideas into realities.

Venture Capital 400

Venture Capital Conference Ideas Entrepreneur 400

Both Sides of the Table

JUNE 25, 2015

We now have 150 people across three offices, tens of millions in recurring revenue, inbound demand from investors, opportunities to acquire related startups and demands on Jason’s time to speak at conference, do press interviews and so on and so on. So we as a board kicked off a search for the next CEO.

Demand 150

Demand SaaS Startup Sales 150

Tech Zulu Event

AUGUST 15, 2011

TechZulu is pleased to announce that we will be streaming live from the Biz2Beach conference presented by CallFire this Friday August 19 at 2pm PST. For those who may be unfamiliar with the Biz2Beach conference, its a networking conference of thought leaders, innovators, and trendsetters for a day of exchanging ideas.

SEO 85

SEO CTO Coach Conference Social Media 85

Both Sides of the Table

JANUARY 3, 2016

Examples of VC platform services include: recruiting, marketing, design support, inside sales reps, consulting, accounting services and so forth. They offer leadership conferences, regular content articles on leadership, board pack templates and the like. There is no right or wrong – these are the three basic models.

Venture Capital 150

Venture Capital Platform Startup Resource 150

Tech Zulu Event

DECEMBER 13, 2012

We’re excited to announce TechZulu is officially partnering with New Media Expo (formerly BlogWorld) to create a Startup Launchpad at their next event taking place January 6-8, 2013 at the Rio All-Suite Hotel and Conference Center in Las Vegas. What does this mean for you ? Rental technology and furnishings available from GSC/Freeman.

Media 109

Media Startup Conference Social Network 109

Both Sides of the Table

AUGUST 16, 2011

Talented brand sales people? Help them write other stories. unless you’re a conference ho … then it’s too much ). Imagine the human progress you could make with 250 short, relationship-focused meetings. Here’s why it’s critical: 1. Recruiting. Are you looking for great engineers? 50 coffee meetings.

Startup 410

Startup Writing Press Venture Capital 410

InfoChachkie

SEPTEMBER 1, 2011

Fast forward to Socialstay, my current mobile start up which allows guest centric venues (hotels, conferences, dorms, etc…) to build and deploy custom mobile apps. This year, the annual Hospitality Technology conference was held in Austin. Do not, whatever you do, step foot on the conference center grounds. I was stunned.

Marketing 230

Marketing Conference Startup Santa Barbara 230

socalTECH

SEPTEMBER 22, 2011

As part of that partner program, it said it has signed Logical Choice Technologies, a national provider of educational technology solutions, to help it reach schools, colleges, and universities with its product.

Thousand Oaks 140

Thousand Oaks Enterprise Partners Conference Training 140

Both Sides of the Table

JULY 10, 2010

Michael is a very accomplished corporate executive in his own right having run Sega Gameworks and helped IPO EuroDisney as well as having been on the founding team of DreamWorks SKG (where he helped them raise their first $900 million in equity). A bank can help you balance fund raising with running your company.

Venture Capital 242

Venture Capital Mission Ventures Capital Help 242