Berkonomics

JANUARY 9, 2020

One of your employees is approached by an employee of a customer or of a supplier, stating that “It sure would be great to work in your company.” The rule should be one that includes only one “out”: if a person resigns from the position with the stake-holding company, then you will be happy to talk about a position.

Custom 156

Custom Customer Innocal Email 156

Both Sides of the Table

JUNE 23, 2013

Every sales organization with more than a handful of reps or that is across multiple offices or time zones would benefit from having a sales methodology. Simply, this is identifying a customer need that has economic value to them if they can solve it. This solves the customer question, “Why Buy Anything?”.

Sales 328

Sales Custom Customer Examples 328

Both Sides of the Table

JANUARY 14, 2014

If you follow the tech media you would be subject to a lot of narrative biases that are completely off base – and this includes the value of email and phone calls. All the data actually suggests with the growth of mobile, inbound sales calls will double from 30 billion to 60 billion in 3 years (source: Kelsey). THE FULL STORY.

Email 339

Email SaaS Venture Capital Google 339

Startup Professionals Musings

JUNE 23, 2021

Yet, as a business consultant, I often find minimal focus on improving employee engagement and assessing their customer-facing performance. For example, I commonly see metrics to keep track of revenue per employee, overtime, and absenteeism, but I don’t often see measures of overall customer satisfaction with individual employees.

Custom 147

Custom Customer Technical Review Metrics 147

Berkonomics

JANUARY 24, 2019

Rules about non-compete agreements . So, what are the rules about those pesky non-compete agreements signed upon your discharge, or upon the sale of your previous company? Some of these entrepreneurs starting a new company are alumni from companies that would be a competitor to the enterprise being created or joined.

Company 120

Company Companies News Startup 120

Berkonomics

JANUARY 24, 2019

Rules about non-compete agreements . So, what are the rules about those pesky non-compete agreements signed upon your discharge, or upon the sale of your previous company? Some of these entrepreneurs starting a new company are alumni from companies that would be a competitor to the enterprise being created or joined.

Company 120

Company Companies News Startup 120

Startup Professionals Musings

OCTOBER 24, 2022

Entrepreneurs and business executives seem to be even more focused on their technology than the rest of us, and less inclined to listen to the voice of the customer, even if they remember to ask. Real two-way conversations with real customers, including the all-important body language, are unheard-of these days.

Custom 104

Custom Customer Product Social Network 104

Both Sides of the Table

SEPTEMBER 28, 2011

I’ve taken to saying, “Email is our personal to-do list that anybody adds to – whether they know us or not.” about their marathon 4-hour sessions to get to zero inbox or somebody else claiming email bankruptcy ( definition if you don’t know it already ). I have taken to limiting my outbound email.

Email 314

Email Product Startup Writing 314

Berkonomics

SEPTEMBER 28, 2023

First customers are critical. Your first customers for any product or service form your reference base, the important group of allies that your marketing and salespeople rely upon when attempting to create buzz and make a mass market for a new product. And I am serious about the “…at all costs” admonition.

Resource 156

Resource Custom Customer Product 156

Berkonomics

SEPTEMBER 26, 2019

Here’s something to think about just from my home: I have three Amazon Echo devices in various rooms, two Ring doorbells, “Hey, Google” on five devices, “OK Cortana” on three, three smart TV’s, one smart 4K player, three desktops and two laptops, two smartphones, and WHO KNOWS how much more. How about youth under 18? What’s covered?

Sites 149

Sites Email Google Course 149

Startup Professionals Musings

MARCH 14, 2022

With the ITRC 2021 End-of-Year Data Breach Report revealing a 68 percent increase in stolen sensitive personal information, there is a growing population out there worried about all the people intent on hurting them. Few people are paranoid about something they want and enjoy. Don’t take shortcuts on these. Marty Zwilling.

Custom 137

Custom Customer Technical Review Symantec 137

socalTECH

JULY 24, 2014

Southern California has a growing number of companies in the customer relationship management area, including a fairly new company in the area, Pipeliner CRM (www.pipelinersales.com). We spoke with Nikolaus Kimla , the CEO of Pipeliner CRM, to learn more about the company, its move here, and its software. Tell us about Pipeliner CRM?

Sales 229

Sales Startup Software Custom 229

Both Sides of the Table

FEBRUARY 3, 2010

I’d like to talk about Crocodile Salesmen in 3 scenarios: 1) when YOU are selling (or someone on your team), 2) when you are trying to recruit a sales person. You learn much more about how other people think when you’re asking. But how to apply “listening&# in a sales meeting? Nobody likes that.

Sales 314

Sales Startup Venture Capital Custom 314

Startup Professionals Musings

JANUARY 29, 2020

Entrepreneurs and business executives seem to be even more focused on their technology than the rest of us, and less inclined to listen to the voice of the customer, even if they remember to ask. Real two-way conversations with real customers, including the all-important body language, are unheard-of these days.

Custom 128

Custom Customer Activity Social Network 128

Berkonomics

NOVEMBER 17, 2016

Everyone who manages a company or its sales force wants to write as many new deals as possible, and is usually warry about doing anything that might threaten the positive outcome of a pending sale. Deadlines are an important sales tool. The most powerful tool you have in a sales environment is a deadline.

Sales 120

Sales Tool Writing Custom 120

socalTECH

MARCH 1, 2018

As part of the lead in to the conference, and as a part of our sponsor relationship with the conference, we're running a series of interviews with speakers from the conference about their experience in the area of recurring revenues, customer service, and similar topics. We respond very quickly to all of our customers.

Custom 113

Custom Customer Services Conference 113

Startup Professionals Musings

JULY 20, 2020

Contrary to popular opinion, viral marketing has not eliminated the need for old-fashioned lead generation to bring customers to a startup. It’s also one of the most accountable, with in-depth data provided by search engines about performance. Email marketing. Social-media advertising.

Custom 146

Custom Customer Marketing Startup 146

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. Even businesses that attempt to sign up customers directly on a website need to answer this question for people albeit programmatically and through good website copy.

Sales 319

Sales Startup Platform Tips 319

Berkonomics

FEBRUARY 9, 2023

Satisfy the seller’s need to claim a higher sales price victory by moving a substantial part of the price into a future earn–out or using the target company’s own cash to pay part of the price, or asking the seller to finance a significant piece of the sale. Offering too little in an acquisition to satisfy the seller?

Pricing 156

Pricing Sales Examples Tool 156

Berkonomics

FEBRUARY 2, 2023

Consider a sales relationship where your product will be in the bag of salespeople from the partner company. In spite of the best efforts of senior management in creating such a partnership, the success always lies in the hands of those closest to the end customer. Who is responsible for strategic partnership success?

Press 156

Press Sales Training Resource 156

Both Sides of the Table

MARCH 27, 2011

This is a post to help you figure out why you should write and what you should talk about. If you care about accessing customers, reaching an audience, communicating your vision, influencing people in your industry, marketing your services or just plain engaging in a dialog with others in your industry a blog is a great way to achieve this.

Blogging 373

Blogging Startup Writing Venture Capital 373

Tech.Co

MAY 31, 2023

Business tools — from customer relationship management ( CRM ) platforms to accounting software — help to save startups time and money by automating key processes and maximizing efficiency. The platform makes it simple to automate a number of processes too, from status updates and email notifications to progress updates and time tracking.

Tool 128

Tool Startup Software Review Technical Review 128

socalTECH

SEPTEMBER 30, 2014

Vonjour (www.vonjour.com), a Los Angeles startup, has developed a cloud-based customer support and phone system which, in addition to handling all of a company''s usual enterprise phone needs--also lets employers harness employee smartphones to deal with customer support issues, make calls, and interact with customers directly from a mobile app.

Custom 133

Custom Customer Startup Mobile 133

Startup Professionals Musings

MARCH 31, 2023

Business success is all about meeting the needs of the modern buyer, who is more informed, has access to more choices, and is ever smarter about making purchasing decisions. Selecting the right sales channels is one of the first strategic decisions that every startup faces. Nurturing stage email performance.

Metrics 102

Metrics Demand Paramount Content 102

InfoChachkie

JANUARY 14, 2013

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. There are a number of solid sales techniques on display by the Say Yes team. Throughout the sales process, they continually probe and modify their sales approach, based on the bride's feedback.

Sales 251

Sales Startup Activity RSS 251

Startup Professionals Musings

JULY 3, 2020

Business success is all about meeting the needs of the modern buyer, who is more informed, has access to more choices, and is ever smarter about making purchasing decisions. Selecting the right sales channels is one of the first strategic decisions that every startup faces. Nurturing stage email performance.

Marketing 174

Marketing Invest Demand Metrics 174

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

Berkonomics

MAY 17, 2018

It is a story about focus upon the customer, first. And about reinforcing the culture of the company in support of that important focus by senior management, and by all employees who see that leadership in action…. How about that bell on the wall? An event of extraordinary customer service. Customer first, always!

Custom 226

Custom Customer Sales Course 226

Berkonomics

JUNE 4, 2020

That’s impressive sales leverage. Email readers, continue here…] In an Internet-based business, power comes not just from high gross margins, but also from an increase in the percent of conversions. Just to be fair, a 5% cut in costs would also double net profit. How does this work with online-based companies? And that’s power!

.Net 156

.Net Sales Tool Email 156

Berkonomics

SEPTEMBER 23, 2021

It’s a story of how people handle unusual situations when selling to the top – an executive of a prospective customer. 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. Well, I didn’t make the sale. . What pain!

Sales 156

Sales Conference Startup Course 156

Berkonomics

MARCH 3, 2022

should not be positioned as “cheap,” or your potential customers will question your message from the start and will be more critical of the delivered product than if offered as one or the other, but not both. If it becomes a part of your long-term sales message, there is risk that you will set expectations you cannot achieve.

Resource 156

Resource Sales Pricing Startup 156

Both Sides of the Table

MARCH 10, 2015

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.

Sales 150

Sales Startup Venture Capital Funding 150

Berkonomics

JULY 27, 2023

How it feel to have no information: I followed my instructor’s car closely, but still could not tell anything about my speed, so that I could neither compensate for lags behind the leader nor test my comfort zone at various points that matched the expectation of my instructor and my own increasing capabilities as a driver.

Metrics 156

Metrics Screening Email Custom 156

Both Sides of the Table

NOVEMBER 1, 2009

As organizations we have become more open and I believe this is great for businesses and their customers. We spent time out in the marketplace talking with customers, looking at their solutions, comparing ourselves with our competition and then squirreling ourselves away in our offices designing our next set of features.

Organization 280

Organization Custom Customer Tips 280

Berkonomics

NOVEMBER 24, 2022

Well, even though that acquisition is still playing itself out on the field of battle, it appears quite clear that the new parent has directed its new subsidiary to abandon the lower end of the market and focus upon the larger sales, corporate customers, and major brands. Forgotten about selected vertical markets within the niche?

Resource 156

Resource Competition Examples Custom 156

Eric Greenspan

MAY 29, 2010

Using social media to increase your company’s touch and reach with each of your customers may be the most important reason to jump in to this game changing strategy. Social media can help bridge a long standing gap between customers and the companies they trust with their hard earned cash. 40,000) to join me on Facebook.

Social Media 214

Social Media Custom Customer Media 214

Both Sides of the Table

AUGUST 25, 2009

I’ve sat through a lot of VC pitches and having been CEO of an enterprise software firm for many years I’ve also sat through many customer meetings with sales teams. After the sales meetings I would ask the exec afterward, “how do you think it went?&# We used to do this in our sales slides.

Venture Capital 275

Venture Capital Sales Slides Startup 275