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 322

Sales Help Organization Product 322

socalTECH

SEPTEMBER 15, 2015

Los Angeles-based e-commerce retailer Newegg said this morning that it is expanding its lineup of products, and has expanded into textbook sales for high school and college students. Newegg said that the effort is one of the elements of an effort by the company to broaden its product portfolio.

NewEgg 100

NewEgg Sales Commerce Los Angeles 100

Berkonomics

OCTOBER 20, 2022

Far too often, I come across companies with commission structures that take into account “all” the possible permutations of profit on a sale, causing everyone to wait for an accounting person to complete a cost analysis in order to find the magic number, or for a manager to rule on percentage splits for territories or products.

Sales 177

Sales SaaS Pricing Course 177

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 297

Mentor Training Startup Course 297

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. The real test of sales and the topic of my post is “why buy now.” It’s what kills most sales cycles including raising venture capital. 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

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 145

Sales Startup Email Tool 145

Berkonomics

FEBRUARY 3, 2022

Of course, even though that is your contract with the investors, way over half of those implied contracts never work out that way. Of course, you will find yourself in opposition to your investors and some of most of your board members if you do this after taking outside investment. What if you later decide to just keep control?

Equity 156

Equity Course Sales Invest 156

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 154

Marketing Sales Startup Journal 154

Berkonomics

MARCH 9, 2023

Investors call this discussion “exit planning” and of course they include themselves in the discussion. Of course, you’ll find another exciting venture and start again. Most of us work in our businesses, either as managers or owners, and rarely step outside to think about how this will end in a perfect world.

Course 156

Course Blogging Email Sales 156

Startup Professionals Musings

JANUARY 13, 2014

Of course, one sale isn’t really enough, so you need to get the first customer to recommend you to a second, and make sure the rate of sales ramps up quickly enough to keep the business alive and growing. If you lose money on every sale, it’s hard to make it up in volume. Your revenue model has to make sense.

Sales 99

Sales Customer Custom Entrepreneur 99

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

Startup Professionals Musings

AUGUST 21, 2021

Of course, that means a mindset willing to give up much more equity, and taking on a whole new level of risk. Switch your focus from product development to sales. Explosive growth to an enterprise normally requires a scalable sales model, a well-documented process with incentives, training, and metrics for tracking and management.

Startup 151

Startup Course Sales Entrepreneur 151

Startup Professionals Musings

MAY 30, 2022

Of course, not every entrepreneur wants to tackle this challenge. Of course, that means a new level of risk, giving up some control, and a new business plan. Switch your attention from product development to sales. Separate marketing from sales for further leverage. There is no free lunch.

Sales 147

Sales Metrics Guide Startup 147

Berkonomics

JULY 23, 2020

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. How about outside investors?

Company 156

Company Companies Sales Venture Capital 156

Berkonomics

JUNE 4, 2020

Most college econ courses teach marginal economics. That’s impressive sales leverage. All these new tools are used to drive sales of the incremental unit, sales that would have been lost if not for the ability to recognize specific qualified buyers from within the general public. Let’s use breakeven as our test.

.Net 156

.Net Sales Tool Email 156

TechCrunch LA

JANUARY 26, 2022

The company built its own point-of-sale system and commerce APIs in-house, allowing them to deliver a “seamless” customer experience, former Glossier CTO Bryan Mahoney said in 2018. E-commerce sales typically account for 80% of Glossier’s revenue, the Business of Fashion reported last July. .

CTO Hire 197

CTO Hire Layoffs Commerce Email 197

Berkonomics

SEPTEMBER 27, 2018

Of course, we took all of these. Three months later, another investor company in the business offered to invest $3 million at a valuation of $60 million. Two months after that, a French game company offered $1.5 million at a valuation of $80 million. We now jump forward to February 2000, 14 months after formation of the company.

Sales 120

Sales Web Design Web Design 120

Startup Professionals Musings

NOVEMBER 23, 2012

Of course, one sale isn’t really enough, so you need to get the first customer to recommend you to a second, and make sure rate of sales ramps up quickly enough to keep the business alive and growing. If you lose money on every sale, it’s hard to make it up in volume. Your revenue model has to make sense.

Sales 96

Sales Custom Customer Pricing 96

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 Custom Customer Pricing 226

Startup Professionals Musings

MAY 7, 2010

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 53

Course Writing Ideas Class 53

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

Berkonomics

OCTOBER 5, 2023

Since this number is budgeted and pre-authorized, managers tend to focus upon other things such as sales, marketing and product development issues. Not long after, the company was sold in a “fire sale” amounting to slightly less than the debt on the books. The art of good management.

Venture Capital 296

Venture Capital Product Marketing Resource 296

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 100

Sales Santa Monica Startup Orange County 100

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 would have been thinking about the sales relationship and the sale, and would probably have let the guy drive home, acknowledging his discomfort, and ending the dinner early.

Sales 156

Sales Conference Startup Course 156

Berkonomics

SEPTEMBER 28, 2023

If the product or service is especially complex or expensive, send someone from sales or marketing or even R&D to the customer location at the moment of first use. Email readers, continue here…] Of course, most of us have limited resources for such overwhelming support of a new offering. What if my resources are limited?

Resource 156

Resource Custom Customer Product 156

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 385

Entrepreneur CTO Hire Startup Sales 385

Startup Professionals Musings

SEPTEMBER 4, 2011

Of course, one sale isn’t really enough, so you need to get the first customer to recommend you to a second, and make sure rate of sales ramps up quickly enough to keep the business alive and growing. If you lose money on every sale, it’s hard to make it up in volume. Your revenue model has to make sense.

Sales 97

Sales Customer Custom Pricing 97

Both Sides of the Table

JUNE 17, 2017

The most obvious way to explain this is with sales people. If you hire 6 senior 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 6 months. The Nature of Revenue Matters Of course revenue alone won’t tell you enough.

Startup 227

Startup Venture Capital Sales Course 227

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

Startup Professionals Musings

AUGUST 24, 2022

Leaders and investors need to know if you have and are tapping into your key sources of relevant data, including web analytics, sales management data, and customer relationship management (CRM) software. Rarely is there alignment between sales and marketing. Long sales cycles obscure beginning and end of costs.

Custom 100

Custom Acquisition Customer Technical Review 100

Startup Professionals Musings

AUGUST 15, 2010

Of course, one sale isn’t really enough, so you need to get the first customer to recommend you to a second, and make sure rate of sales ramps up quickly enough to keep the business alive and growing. If you lose money on every sale, it’s hard to make it up in volume. Your revenue model has to make sense. Marty Zwilling.

Sales 91

Sales Startup Custom Customer 91

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 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 150

Startup Sales CTO Coach Course 150

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 Custom Customer Social Media 165

Both Sides of the Table

SEPTEMBER 10, 2021

We have global opportunities from these trends but of course also big challenges. Of course we can’t. There are of course many Seed VCs who take board seats, don’t over-commit to too many deals and try to help with “company building” activities to help at a company’s vulnerable foundations. Hot, Flat & Crowded.”

Venture Capital 471

Venture Capital Writing Invest Pricing 471

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 256

Course Email Sales Invest 256