Both Sides of the Table

JUNE 30, 2013

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. In order for somebody with IA to be your champion he has to be actively helping you through the sales process. Of course you have to develop and nurture champions. Otherwise known as a time wasters.

Sales

Both Sides of the Table

JULY 6, 2015

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 ).

Sales

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

Both Sides of the Table

FEBRUARY 16, 2015

” Of course I agree with this. At times I wanted the engineering team to produce features to support our sales efforts to I occasionally leaned on them a bit. Of course by the next quarter if I felt ripped off I could advocate for 7% or maybe ops requirements needed to be upped to 20% for one quarter. I did this.

Startup

Both Sides of the Table

APRIL 8, 2010

Very few of them are started, in my experience, by sales people and very few early stage companies really understand sales. That’s why I started the Sales & Marketing Series and at one point I will do a bunch of posts on the sales methodology we developed at my first company called PUCCKA. More on that later.

Startup

Both Sides of the Table

OCTOBER 14, 2011

And figuring out how much your equity may be worth over the course of a 5-year stint at a startup is even more complicated. Listen, understanding the world of valuations and how equity gets split on a sale is a whole lot more complicated than the graphic depicts. So you own 15% of the new company but that 15% is now worth $1.5

Startup

Both Sides of the Table

NOVEMBER 16, 2014

Eventually you need a VP of Product to handle your product roadmap, a CTO for engineering leadership and VPs of sales, marketing & biz dev. You course correct. Of if your VP Sales isn’t complaining about marketing she’s trying to get the function reporting to her. Marketing of course often feels the opposite.

Entrepreneur

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. Pricing on the new subscription was not announced.

Cornerstone OnDemand

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

Both Sides of the Table

OCTOBER 25, 2014

It is possible, of course, to recruit great people as an underground startup but it is 10x easier when qualified candidates whom you may not even know read about your company and are excited by your vision. Enterprise Sales – The very first thing a potential customer does when you email or call to set up a meeting is Google you.

Press

Both Sides of the Table

DECEMBER 27, 2011

The most obvious way to explain this is with sales people. If you hire 6 sales reps in January at $120,000 / year salary then you’ve taken on an extra $60,000 per month in costs yet these sales people might not close new business for 4-6 months. “COGS” represents the amount that each sale costs you.

Startup

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. It the second rule of sales, “Why Buy Me?”

Sales

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

TechCrunch LA

OCTOBER 7, 2021

Entity uses all this to curate not just what courses it provides and what goes into the curriculum, but also how best to supplement that learning. Today, Entity courses also include targeted mentoring from people working in the tech industry, as well as career coaching en route to finding a job. .”

Mentor

Both Sides of the Table

MAY 15, 2013

And a natural sales person. “Of course I can. ” Jacob, “Of course I can have a piece. I’ve sat through so many meetings where sales reps didn’t ask for the order. Any great sales person will ask you at the end of the meeting, “So, how’d I do? Even today. She was a hustler.

Sales

Both Sides of the Table

NOVEMBER 19, 2009

Good entrepreneurs can admit when their course of action was wrong and learn from it. 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. They move the ball forward every day.

Entrepreneur

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

Both Sides of the Table

SEPTEMBER 3, 2013

Almost always the CEO plus members of his or her management team including tech, marketing, sales and/or product. Great leaders are able to empower their team members to make autonomous decisions and great leaders know when to empower them versus when to step in and course correct. Each of these scenarios has a team presenting.

Venture Capital

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

Both Sides of the Table

JANUARY 6, 2014

You may have raised money across multiple rounds of investors from 3-4 different VCs and of course most of them would like board seats or at a minimum board observer rights. how much energy to put into channel partners vs. direct sales. how to build an initial sales organization. how to market our products and company.

Startup

socalTECH

MAY 2, 2017

We spoke with Andrew about how the company pivoted from its original model after finding a huge amount of traction for its sales software and data, and its ability to guide brokers on the best practices for them to close more deals, which it is now offering as software-as-a-service. What is Digsy?

Sales

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. I disagree.

Venture Capital

Both Sides of the Table

AUGUST 30, 2014

Of course triangulation is a mathematics term that is used in sailing and other activities to help you better navigate when you don’t have your bearings. On sales I often talk about “ Why Buy Anything, Why Buy Now, Why Buy Me ” as a tool to think about a sales process. Triangulate.

Startup

SoCal Tech Calendar

JUNE 14, 2016

The most obvious, is to drive sales. Of course, we have competitors. Before we came to market, there had not been the focus on having the right people at marketing events, that tracking people matters, and including those events as part of the sales funnel. We provide an event and experiential marketing platform.

Sales

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

Both Sides of the Table

NOVEMBER 3, 2010

The path I went down after a few years was to hire more process driven people and devolved more daily operational ownership to people running individual functions such as product management, sales management, finance, etc. One of the most obvious places where you see this is in sales & marketing. Ditto the CFO. I was the laggard.

Sales

Both Sides of the Table

JANUARY 4, 2014

Of course it makes no sense to have great people management and a crappy product. ” Of course we all go into businesses expecting to be aligned with our co-founders but over time life changes. – while the other might want a quick sale and pocket some bucks while the tech market is hot.

Startup

Berkonomics

AUGUST 8, 2024

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

Both Sides of the Table

MARCH 3, 2013

Today’s higher education is responding by making more courses online and available to people outside of physical boundaries. ” But I pointed out a professor at HBS ( Tom Eisenmann ) who teaches a course where blogs are a part of the classroom reading material. The numerator (return) encourages more sales, which is fine.

Venture Capital

Both Sides of the Table

SEPTEMBER 20, 2014

It is the bane of every startups existence because it takes up so much time, it is so competitive to sign people and it feels like unproductive time because it’s not moving the ball forward on product, engineering, sales, marketing, biz dev, fund raising. It consumes time and energy and the payoff doesn’t come for a long time.

Press

Both Sides of the Table

JANUARY 22, 2014

Of course it is super helpful if a VC can drop you in to important people for business development, recruiting, PR, sales and eventually M&A. The best way – of course – is to reference check. Connections? It felt like there was a wavelength with management and somebody wasn’t on it.

Venture Capital

Berkonomics

FEBRUARY 23, 2017

Investors call this discussion “exit planning” and of course they include themselves in the. Of course, you’ll find another exciting venture and start again. Crossing you personal finish line… discussion. But this is more personal, isn’t it?

Course

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. The best ones bring in more executive leadership so you can appropriate allocate resources across sales, marketing, product, engineering and support. You can do them all yourself, of course. But at what cost?

Startup

InfoChachkie

SEPTEMBER 4, 2018

Over the course of the Stealth Campaign, the company mailed over 15,000 empty UPS envelopes. The post Guerilla Marketing: An Empty UPS Envelope Doubled This Company’s Sales appeared first on John Greathouse. We have tried to contact you, but without success. This final letter resulted in an additional 9% response rate.

Marketing

Both Sides of the Table

SEPTEMBER 30, 2013

It wasn’t so much that I wanted to “rise to the next level” as I wanted to be able to lead at a higher-level by having time to spend thinking about how to really propel the business forward rather than always having my nose buried in a spreadsheet or having to lead all of the big sales campaigns. Then my CTO quit.

Startup

InfoChachkie

NOVEMBER 5, 2012

The team failed to understand that marketing's primary role at a startup is to drive sales. the VP of Sales the richest person in the company. Number two (was) to create end-user demand and drive it into our sales channel. Number three (was) to make our products understood by our sales force and channels.".

Marketing

Berkonomics

AUGUST 3, 2017

Your first customers for any product or service form your reference base, the important group of allies that your marketing and sales people rely upon when attempting to create buzz and make a mass market for a new product. Of course most of us have limited resources for such overwhelming support of a new offering.

Customer