Berkonomics

APRIL 19, 2018

Of course, I’ll tell another harrowing story here. 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.

Training 226

Training Course Sales IBM 226

Berkonomics

JULY 26, 2018

These are so succinct, so well defined, so precise that everyone in sales and everyone involved in marketing must be able to answer these three questions without pause, and convincingly. It would pay you to work over this set of questions in a special session with sales, marketing and senior management in the room at once.

Sales 226

Sales Customer Custom Pricing 226

Both Sides of the Table

OCTOBER 4, 2009

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. Many, many tech companies I meet start with a set of “awesome features” and present them to me (and I suspect also to customers). I know I didn’t.

Sales 319

Sales Startup Platform Tips 319

Startup Professionals Musings

SEPTEMBER 9, 2012

I’m sure that every one of us who has been out in the business world for a few years can look back with perfect hindsight and name a few college courses that we should have taken. But on the business side, here is my list of useful courses that we wish existed, but as far as I know, still aren’t generally available: Basic Office Politics.

Course 97

Course Writing Slides Email 97

Berkonomics

SEPTEMBER 27, 2018

After presenting a “state of the company” report at a national meeting of resellers for a company where I sat on the board, I was approached by one of the audience members, complimenting my presentation and stating, “I have a problem. Of course, we took all of these. The background for my story. The year was 1998.

Sales 120

Sales Web Design Web Design 120

Startup Professionals Musings

OCTOBER 21, 2023

Of course, that has be a repeatable event, with enough revenue to sustain the business. Word of mouth is not adequate for marketing and sales. Even though the Internet is pervasive and free, you should not assume that a website is all you need for sales and marketing. Everyone must be part of the sales process.

Customer 109

Customer Custom Satisfaction Sales 109

Both Sides of the Table

FEBRUARY 21, 2019

The reality is that there are some board meetings in which having a broad set of management present is a great idea and there are some meetings where in can be a hindrance. how they think, how they present, what their key issues are, how the respond to tough questions. I’ve outlined the key functions in the graphic below.

Startup 161

Startup Slides Ideas Guide 161

Both Sides of the Table

MARCH 31, 2012

Here is a sample of the reading list for the course that gives you a flavor for just how modern and practical this course is. Jeff (also an HBS alum) co-teaches the LTV course with Professor Eisenmann about a student of theirs who had written a blog post about sales taking on some of my previous assertions.

Startup 319

Startup Sales Course Competition 319

Berkonomics

JUNE 27, 2019

During CEO roundtables which I attend regularly, fellow CEO’s analyze a compatriot’s use of time during the once-a-year personal presentations each makes in turn. We often ask our sales people to “find the pain” and show how our product solves that pain problem. Of course, they do. Of course, it is. Find the pain.

Customer 120

Customer Custom Course Email 120

Startup Professionals Musings

JANUARY 22, 2021

Of course, that has be a repeatable event, with enough revenue to sustain the business. Word of mouth is not adequate for marketing and sales. Even though the Internet is pervasive and free, you should not assume that a website is all you need for sales and marketing. Everyone must be part of the sales process.

Sales 165

Sales Customer Custom Social Media 165

Tech.Co

NOVEMBER 28, 2022

TikTok’s sister company Douyin, for instance, which is also owned by ByteDance and mainly operates in China, has seen a 320% rise in sales between April 2021 and April 2022. The precise reason why this is the case is somewhat unclear at present, but many experts believe it’s simply down to entrenched tech and ecommerce habits.

Social Media 148

Social Media Startup Commerce News 148

Both Sides of the Table

JUNE 13, 2018

The short answer is that you should have multiple versions of your “pitch deck” (a short, visual presentation in Keynote, PPT or similar and shared as a PDF) and each occasion has a specific goal. (This is part of a series on how to improve your fund raising game. The first post & the full outline if you click the link.)

Venture Capital 261

Venture Capital Slides Email Startup 261

Tech.Co

JUNE 22, 2021

This, of course, is potentially game-changing news for Shopify users. It isn't clear what transaction percentage Shopify would take from any affiliate sales but, according to a person familiar with the situation, Shopify would negotiate bespoke rates with publishers. Considering Shopify?

Marketing 177

Marketing Buzzfeed Guide Platform 177

Berkonomics

DECEMBER 27, 2018

To some it is financial security, building a base of wealth created from the increased value of the enterprise at the end point of sale or at an IPO. Email readers, continue here…] The best advice to anyone considering this course of action is to measure one’s ability to take the risk. Vision, risk and capital, oh my!

Startup 120

Startup Entrepreneur Course Email 120

Berkonomics

DECEMBER 27, 2018

To some it is financial security, building a base of wealth created from the increased value of the enterprise at the end point of sale or at an IPO. Email readers, continue here…] The best advice to anyone considering this course of action is to measure one’s ability to take the risk. Vision, risk and capital, oh my!

Startup 120

Startup Entrepreneur Course Email 120

Startup Professionals Musings

JULY 30, 2021

The recent pandemic was a strong signal for change, and I see most of you entrepreneurs and business owners responding to the business changes required and new opportunities presented. Of course, no business wants to be the next Blockbuster , which kept charging straight ahead despite subtle clues that the Internet was changing everything.

Marketing 162

Marketing Social Media Metrics Customer 162

Berkonomics

AUGUST 2, 2012

During CEO roundtables which I attend regularly, fellow CEO’s analyze a compatriot’s use of time during the once-a-year personal presentations each makes in turn. We often ask our sales people to “find the pain” and show how our product solves that pain problem. Of course they do. Of course it is.

Customer 159

Customer Custom Course Email 159

Berkonomics

SEPTEMBER 17, 2011

After presenting a “state of the company” report at a national meeting of resellers for a company where I sat on the board, I was approached by one of the audience members, complimenting my presentation and stating, “I have a problem. Of course we took all of these. First here is a bit of the background. The year was 1998.

Sales 149

Sales Web Design Web Entrepreneur 149

Berkonomics

SEPTEMBER 19, 2019

If you are the head of sales and the pipeline is emptying or sales have slowed for any sustained period, the red flag must be raised, even if the focus is on you as a result and not upon the problem when the news is first delivered. That’s like a promise to self as well as to those who need to hear.

News 120

News Statistics Resource Sales 120

Berkonomics

JULY 9, 2011

These are so succinct, so well defined, so precise that everyone in sales and everyone involved in marketing must be able to answer these three questions without pause, and convincingly. It would pay you to work over this set of questions in a special session with sales, marketing and senior management in the room at once.

Sales 222

Sales Customer Custom Pricing 222

Startup Professionals Musings

JANUARY 23, 2022

In addition, today’s customers judge a company by perceived people relationships through social media, phone conversations, and sales experiences. Of course, some balance is required. In the end, engagement drives customer retention, sales, growth and profit. You need a team focused on the future as well as the present.

Coach 128

Coach Organization Mentor Startup 128

Startup Professionals Musings

OCTOBER 18, 2023

At minimum, you need to get an exit advisor to keep you on course. The best sale or acquisition is a gradual one, where the acquirer gets to know you through formal and informal relationships. Build a positive data bank and presentation. Set your startup health gauges and use them. Listen carefully and act accordingly.

Startup 99

Startup Entrepreneur Metrics Acquisition 99

SoCal Tech Calendar

NOVEMBER 14, 2012

TCOSC Marketing and Sales Executives Society. Through the course of this presentation, Bill will discuss: The fundamental changes in the way people are making purchase decisions and why Customers' new expectations of your business or brand from a digital perspective; Key considerations to incorporate into your company's marketing strategy.

Social Media 113

Social Media Media Technology Council TCOSC 113

Berkonomics

APRIL 4, 2019

And most of us investors are frustrated by the lack of regular communication – unless of course – the company needs more money. At the annual meeting (which can be attended by phone), there are actions that require a vote of the shares present either by proxy or in person. Required actions by shareholders.

Class 120

Class Course Report Competition 120

Berkonomics

FEBRUARY 7, 2019

I was selected because I did not have an emotional stake in the outcome as did the entrepreneur, or the continuing relationship with a buyer as would others in management who might remain after the sale. A story of a big win-win. And a successful outcome.

Pricing 120

Pricing Sales Tool Entrepreneur 120

Berkonomics

FEBRUARY 7, 2019

I was selected because I did not have an emotional stake in the outcome as did the entrepreneur, or the continuing relationship with a buyer as would others in management who might remain after the sale. A story of a big win-win. And a successful outcome.

Pricing 120

Pricing Sales Tool Entrepreneur 120

InfoChachkie

JUNE 16, 2016

To my surprise, when I told the Dean that I was learning nothing from the Core courses, he simply asked me what I wanted to take. I have included UCSB’s catalog course numbers in the event a student is interested in learning more about a particular class. marketing, finance, sales, etc.). Communication. Psychology / Sociology.

Entrepreneur 100

Entrepreneur Class Course Writing 100

Both Sides of the Table

MARCH 29, 2014

And being persistent I believe is the most important attribute for success in an entrepreneur (assuming of course that you have all the other requisite skills). Of course at one end of the bucket are entrepreneurs who are persistent but just aren’t polite. Of course I felt badly. It’s your job to persist.

Venture Capital 389

Venture Capital Email Startup Conference 389

Startup Professionals Musings

JANUARY 9, 2021

At minimum, you need to get an exit advisor to keep you on course. The best sale or acquisition is a gradual one, where the acquirer gets to know you through formal and informal relationships. Build a positive data bank and presentation. Set your startup health gauges and use them. Listen carefully and act accordingly.

Startup 173

Startup Entrepreneur Metrics Acquisition 173

Both Sides of the Table

APRIL 10, 2014

Of course I’m not preaching crazy, irrational spend or having Kid Rock at your next company party. When you hire somebody really strong in this function you can also give her the task of creating your board presentations. You can do them all yourself, of course. CEO’s need leverage. But at what cost?

Startup 381

Startup Resource Venture Capital Activity 381

Startup Professionals Musings

SEPTEMBER 22, 2021

Of course, you need to show how your business will make money and provide an impressive investor return, but that should be only the beginning. Founders who present themselves as a lone entrepreneur may develop an innovative solution, but building a business requires a team. Emphasize the value and skills of your team.

Ideas 140

Ideas Entrepreneur Equity Resource 140

Berkonomics

FEBRUARY 3, 2012

From the time we learn to manipulate our parents from the crib to the present day, we learn to negotiate to obtain our wants and needs. I was selected because I did not have an emotional stake in the outcome as did the entrepreneur, or the continuing relationship with a buyer as would others in management who might remain after the sale.

Pricing 214

Pricing Sales Tool Entrepreneur 214

Both Sides of the Table

OCTOBER 17, 2010

This is especially true when you present to investors who get jaded very quickly as all presentations start to sound like the last one. Similar current buzz-meter terms include: geo-location, geo-fencing, local deals, local offers, flash sales, group sales, privates sales and augmented reality. Fawking badges.

Startup 296

Startup Evite Web Ideas 296

Both Sides of the Table

OCTOBER 29, 2014

But of course there are always exceptions. And even when I remain skeptical sometimes opportunities present themselves that prove one should never be absolutist. We at Upfront Ventures enthusiastically led a $7 million round of funding in a combined company on track to top $10 million in sales soon and geared up for growth.

Startup 296

Startup Southern California Marketing Activity 296

socalTECH

APRIL 26, 2017

My background is I was a sales rep in this industry for fourteen years, with Nikon. I think when you are talking about sales numbers, scientific instrument or not, it's no longer we have Widget A or Widget B, it's a much more convincing presentation. So how was it you were able to ramp up sales so quickly?

Tech Coast Angels 124

Tech Coast Angels Startup Sales Slides 124

Berkonomics

OCTOBER 25, 2012

If you are the head of sales and the pipeline is emptying or sales have slowed for any sustained period, the red flag must be raised, even if the focus is on you as a result and not upon the problem when the news is first delivered. That’s like a promise to self as well as to those who need to hear.

News 166

News Statistics Resource Sales 166

InfoChachkie

DECEMBER 23, 2018

My wife quickly adopted Alexa as a member of the family, relying on her for recipes, jokes, telling the time, predicting the weather and, of course, playing music. The research organization CIRP announced in August that sales of smart speakers had exceeded 50 million, with sales expected to grow 48% over the following twelve months.

Platform 100

Platform Technical Review Research Entertainment 100