Both Sides of the Table

JULY 9, 2013

This is final part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. Well think of it this way – you have your sales process. You know exactly when you want to sell to this customer and presumably it’s this quarter! Unique Selling Proposition.

Custom 324

Custom Customer Marketing Newsletter 324

Startup Professionals Musings

SEPTEMBER 4, 2020

As an entrepreneur, I understand your passion when pitching your solution to investors and customers, but passion alone won’t make one more technology pitch stand out above all the rest. Here are some key ways that personal stories can raise your message above the standard sales pitch: Show that you are authentic and deserve their trust.

Startup 145

Startup Competition Custom Customer 145

Both Sides of the Table

OCTOBER 31, 2010

This is part of my ongoing Sales & Marketing Series. In the first part of this post I talked about how sales in a startup is often evangelical , requires as consultative sale and needs constant adjustments based on customer feedback. We had 4 or 5 sales reps that had been around since the early days.

Sales 286

Sales Newsletter Technical Review Activity 286

Both Sides of the Table

DECEMBER 16, 2010

I sit through a lot of presentations. Understand Personality Types – One of the benefits of working for a big company (Accenture) was that we had lots of speakers come in and train us in topics like leadership, creativity, presentations, strategy, etc. I’m also reasonably intelligent as most VCs you present to will be.

Slides 358

Slides Venture Capital Startup Summary 358

socalTECH

MARCH 1, 2018

This year, we're again sponsoring the Recurring Revenue Conference (www.recurringrevenueconference.com), presented by Sutton Capital Partners. What has been the biggest lesson you've learned in retaining and keeping customers? listen to them to iterate our product, and that's how we get buy-in from our customers. Kevin Anderson.

Custom 113

Custom Customer Services Conference 113

Startup Professionals Musings

MARCH 14, 2022

There seems to be an insatiable demand from consumers for a better shopping experience, meaning they will pay a premium to a company that can present them a better match in products to their interests, without jeopardizing their good name. Don’t take shortcuts on these. Few people are paranoid about something they want and enjoy.

Custom 137

Custom Customer Technical Review Symantec 137

Startup Professionals Musings

JUNE 12, 2019

Much has been written recently about the requirement to focus today on the total customer experience, as a competitive edge or even for survival. The challenge I hear from savvy business owners and entrepreneurs operating on a shoestring is that providing a superior customer experience costs money.

Custom 96

Custom Customer Coach Pricing 96

Both Sides of the Table

JANUARY 13, 2011

I believe in this so much that, despite my post advising you to be prepared for the *norm* in VC, I wrote a post about a company that came in for a presentation and never even got the slides out or presented a demo. The “Triple Play&# of VC Presentations. Be ready to map your presentation to their preferred method.

Venture Capital 299

Venture Capital Slides Technical Advisors Startup 299

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

AUGUST 2, 2012

And that behavior results in leaving little time for outreach to the most critical possible component in your chain – your key customers. 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. Of course they do.

Custom 159

Custom Customer Course Email 159

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

Startup Professionals Musings

SEPTEMBER 11, 2015

Yet in this age when customers have a thousand alternatives, and are overwhelmed by a multitude of messages, sales efforts can make or break a business. In fact, I believe modern entrepreneurs need to be super sales people, in the most positive sense, to their team as well as customers. No pain usually means no sales.

Sales 106

Sales Entrepreneur Custom Customer 106

Startup Professionals Musings

MAY 29, 2023

I recognized this as I was reading the classic book, ” The Only Sales Guide You’ll Ever Need ,” by Anthony Iannarino, who is an international sales leader and expert on optimizing results. His focus is on sales, but I see the same skills needed for entrepreneurs. Diagnosing and understanding the customer problem.

Startup 154

Startup Sales Entrepreneur Custom 154

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. There is one classic mistake that I see across both types of meetings – “the tell & sell&# presentation.

Venture Capital 275

Venture Capital Sales Slides Startup 275

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

JUNE 4, 2020

That’s impressive sales leverage. And that’s why the major focus that used to be in the direct mail business to drive sales is now focused upon email marketing campaigns, social networking marketing, influencer marketing, and location-based sales using tools to recognize shoppers at the point of sale.

.Net 156

.Net Sales Tool Email 156

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. The first of question is about qualifying your potential customers aka leads.

Sales 150

Sales SaaS Startup Venture Capital 150

Both Sides of the Table

JULY 26, 2010

Social proof is defined as “looking for others to guide our decisions&# and is also one of the most important techniques in acquiring customers in your company. We would take every day users from our customer base and make them heroes. Tags: Sales & Marketing Advice Startup Advice. Heroes told our success stories, not us.

Marketing 294

Marketing Custom Customer Technical Review 294

Tech.Co

JANUARY 10, 2018

“Focusing on emotion is key when communicating with female customers. Maxeme Tuchman, CEO and cofounder of Caribu.co , an app that allows you to video call and have story time with your children together from anywhere in the world, targeted her company’s efforts on gaining referrals from women customers.

Tips 71

Tips Custom Customer Dollar Shave Club 71

Startup Professionals Musings

JANUARY 22, 2021

Proof of any business model starts with a finished product or solution, sold to a new customer for full price, with high satisfaction for the value received. Word of mouth is not adequate for marketing and sales. Customer support is more than handling exceptions. Customer support is more than handling exceptions.

Sales 165

Sales Custom Customer Social Media 165

Startup Professionals Musings

MAY 19, 2010

As a member of the local angel group Selection Committee, I’ve seen a lot of startup presentations to investors, and I’ve never seen one that was too short - maybe short on content, but not short on pages! Every startup needs both a business plan and an investor presentation, completed before you formally approach any investors.

Slides 94

Slides Competition Sample Sales 94

Berkonomics

JUNE 2, 2022

Looking for an entrance into a VC, an angel group, a bank, a CxO for a sales opportunity, or any other entity? Few of your contacts will be willing to use their valuable social or political capital helping you with a sales effort, and you will definitely strain your relationship with the intermediary if not a close friend.

Ideas 156

Ideas Sales Competition Venture Capital 156

InfoChachkie

SEPTEMBER 20, 2016

However, savvy startups can leverage LinkedIn to create a customer acquisition and a churn reduction tool. However, in some cases, especially with its larger customers, the company displaces a competitor. A key component of SimpleLegal’s strategy is the strong relationships it establishes with its customers.

Custom 100

Custom Customer Software Review Technical Review 100

TechCrunch LA

DECEMBER 8, 2020

He did note that in the four markets where the company has gone live since launching its business in January 2019 — San Diego, Los Angeles, the Inland Empire , and Sacramento — has yielded an annualized revenue run rate of over $400 million in gross merchandise value (the total value of home sales transacted on its platform).

Sales 282

Sales Demand San Diego Funding 282

socalTECH

FEBRUARY 20, 2020

According to ServiceTitan, the integration allows garage door sales and service technicians to easily configure and present quotes and track and process Clopay doors. ServiceTitan said the move is aimed at helping improve efficiency and drive sales for garage door dealers and contractors served by Clopay.

Sales 100

Sales Los Angeles Pricing Tool 100

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

Startup Professionals Musings

APRIL 11, 2022

The canvas is a visual chart with elements describing your value proposition, structure, finances, and customers, to help companies identify and align business activities. As a former angel investor, I look for this level of alignment and understanding in every funding presentation I hear. Customer relationships. Key activities.

Funding 133

Funding Activity Custom Customer 133

Tech Zulu Event

DECEMBER 18, 2013

We will also have some of the top companies present that each of the panelist has invested in. Custom ad deals and partnerships. The post TechZulu Presents: The Annual Startup Forecast appeared first on TechZulu. We will have an amazing treat for you all. Contact us at sponsor@techzulu.com. Sponsored giveaways and contests.

Startup 111

Startup Entertainment Media Santa Barbara 111

InfoChachkie

JULY 16, 2012

Ben Kiblinger, now Coull’s North American President, proudly shared with me that, “Coull delivers on the promised future of contextual advertising presented to me when I was an early Commission Junction employee in 1999.

Custom 226

Custom Customer Entrepreneur Advertising 226

socalTECH

JANUARY 24, 2013

Santa Monica-based Retention Science , the developer of big data software being used to help e-commerce companies covert more customers, has linked into e-commerce engine Magento, the firm is announcing today. Retention Science said the new extension is available through Magento's Connect Marketplace. READ MORE>>.

Santa Monica 225

Santa Monica Commerce Custom Customer 225

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. Here are some key strategies that I recommend to prompt you when changes to your business may be required: Look for a changing customer sense of value.

Marketing 162

Marketing Social Media Metrics Custom 162

Startup Professionals Musings

MARCH 31, 2023

Selecting the right sales channels is one of the first strategic decisions that every startup faces. Hidalgo recommends a focus on engagement stage indicators including customers by channel, conversion ratio, and cost per revenue. Understanding culture is paramount, but measuring results is even better. Lead-stage content performance.

Metrics 102

Metrics Demand Paramount Content 102

Tech.Co

NOVEMBER 28, 2022

Live Shopping is an integral part of the “social commerce” phenomenon – a general term for ecommerce experiences within which customers don’t even have to leave social media platforms to buy items – but other tech companies like Meta, as well as TikTok, have struggled with it in the US and Europe so far.

Social Media 148

Social Media Startup Commerce News 148

SoCal Tech Calendar

JUNE 2, 2017

INTERFACE addresses these IT issues through informative, non-sales oriented, educational seminars customized to the specific needs of the local business community. It’s critical to stay current with the technology that runs your organization and secures your operational infrastructure.

San Diego 100

San Diego Case Study Study Education 100

socalTECH

AUGUST 3, 2012

According to the two, SUP ATX will work with SkuRun to create a custom, B2B, mbile product for its sales representatives. SkuRun, which is headed by Ralph Acosta, develops mobile software which helps sales people present product documents, images, and videos to customers.

Sales 145

Sales Mobile Software Development Los Angeles 145

Startup Professionals Musings

SEPTEMBER 6, 2020

I recognized this as I was reading the classic book, ” The Only Sales Guide You’ll Ever Need ,” by Anthony Iannarino, who is an international sales leader and expert on optimizing results. His focus is on sales, but I see the same skills needed for entrepreneurs. Diagnosing and understanding the customer problem.

Entrepreneur 134

Entrepreneur Startup Sales Custom 134

Startup Professionals Musings

MARCH 3, 2023

These requirements must be based on market analysis, expert input, and existing customer feedback. It allows all members of your team, including marketing, support, and sales, to size and build the business plan processes they need to find customers, deliver, and maintain grow the business.

Product 112

Product Summary Activity Entrepreneur 112