Greatly exceed early customer expectations.


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 sales people rely upon when attempting to create buzz and make a mass market for a new product.

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Helping Startups Understand Salespeople & the Sales Culture

Both Sides of the Table

Most technology startups seem to be funded by product people or business people. Specifically what is often not in the DNA of founders are sales skills. The result is a lack of knowledge of the process and of sales people themselves. Sales people: Are motivated by cash.

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Why Your Startup Needs a Sales Methodology

Both Sides of the Table

Like most startup entrepreneurs, when I began my first company in 1999 I had no formal sales experience. I did have the wherewithal to visit potential customers and try to understand the pain points that I thought could be solved with our solution. question in sales.

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JustEnough Targets Sales, Customer Service


Newport Beach-based JustEnough Software , a developer of inventory and demand management software for retailers, said today that it has launched a new product. The firm said its new Mobile Sales Force Automation SuiteApp, built on top of NetSuite, provides access to opportunity/customer data, sales forecasts, and real-time calendar and task management.

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How to Shorten Your Sales Cycle and Avoid Wasting Time

Both Sides of the Table

One of the questions I’m most often asked by CEOs is how to hire sales people. I’ve also written extensively on sales and on which sales execs to hire and how to think about the different kinds of sales leaders. Sales & Marketing Advice Startup Advice

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My story: Fail locally, one customer at a time.


In my case as a young software entrepreneur, I had a different approach: Fail Locally, one customer at a time. You just had to be lucky, write reasonably good code and land in an industry with some legs, and of course, treat the customer well. And I would learn customer service.

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Coull Entrepreneurs Get More Customers


This allows advertisers to offer affiliate publishers performance-based offers, which are compensated on a pay-per-view, pay-per-click or pay-per-sale basis. We develop products that contextually engage the user at the moment at which they are most actively engaged with a given concept.

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Social Media, the Customer Service Spectator, or Superstar?

Eric Greenspan

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. However, if your customers don’t post anything at all, good or bad, perhaps your pricing is too high overall.

Appetize Adds New Customers, Trumpets Growth


Playa Vista-based Appetize , which develops modern, tablet- and handheld-based point of sale (POS) systems, has added a number of high profile customers, and says it has seen record growth this year. Appetize's point-of-sale products are aimed at use at business dining campuses, education campuses, zoos, convention centers, chains, theme parks, and entertainment arenas. appetize point sale food venue retail stadium growth hardware software

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Customer Validation - 33 Great Articles


I’m going to take that thought out into the field and validate it with my customers." I’ve spoken to dozens of customers, I have a validated customer persona, built an MVP to test key behavioral hypotheses, and the data doesn’t back what you’re saying."

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Improving Sales: The Excuse Departement is Closed

Both Sides of the Table

Most technology startups seem to be funded by product people or business people. Specifically what is often not in the DNA of founders are sales skills. The result is a lack of knowledge of the process and of sales people themselves. Sales people: Are motivated by cash.

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The Danger of Crocodile Sales

Both Sides of the Table

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. But how to apply “listening&# in a sales meeting? Let’s assume you run a Customer Support software company.

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How to Acquire Customers by Marketing “Heroes”

Both Sides of the Table

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 like to use new product and gain benefits before our peers. People like you use this product.

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Appetize Wins Customer In Minneapolis


Los Angeles-based Appetize , which develops tablet-based, enterprise Point-of-Sale hardware and software for venues, said on Thursday that it has scored a win in Minneapolis. Bank Statdium in downtown Minneapolis will use the company's products as its exclusive, POS solution. appetize minneapolis venue point sale retail cash register minnesota vikings sports stadium

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Kofax Wins $1.1M Sale


win yesterday, saying that it is offering up its products to an un-named provider of finance and insurance products. Kofax said the sale included $580,000 in software license revenue, $100,000 in maintenance services, and $430,000 in professional services. kofax document processing software customer Irvine-based document processing software developer Kofax reported a $1.1M

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This Startup Hacked LinkedIn To Recruit Customers & Reduce Churn


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. Clearly not every industry or product fits the above criteria.

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Newegg Expands Into Textbook Sales


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 has been strongly focused on technology products. newegg textbook student college books courses ecommerce sales expansion

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Pipeliner CRM's Nikolaus Kimla On Moving to LA, Sales Entrepreneurship


Southern California has a growing number of companies in the customer relationship management area, including a fairly new company in the area, Pipeliner CRM ( Nikolaus Kimla: We started to promote the product, and saw immediately that it was rocking around the world.

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The Biggest Reason Most Sales Campaigns Don’t Close

Both Sides of the Table

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.

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Marketing Crushes Customer Experience through Data. DUN dun dun!

Tech Zulu Event

That means that despite being a multi-billion industry to drive sales, fewer than 30% met their growth objectives. Apparently, the key to growth is the relationships that you may have with customers and suppliers. The post Marketing Crushes Customer Experience through Data.

Helping Consumers Name Their Own Price For Products, With Greentoe


To bring that ability to name your own price on products, Los Angeles-based Greentoe ( recently launched, allowing consumers to name their own price to retailers of everything from electronics to baby products. However, rather than travel services, it''s for products.

Scaling Sales: Arming & Aiming – A’s, B’s & C’s

Both Sides of the Table

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.

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How to Know When to Sell vs. When to Market to Customers

Both Sides of the Table

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!

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MindTouch Picks Up $12M For Customer Self Service Software


San Diego-based MindTouch , a developer of software-as-a-service tools to help companies create self-service, customer support sites, has raised $12M in a Series A funding. MindTouch, which was founded by Steve Bjorg and Aaron Fulkerson back in 2005, said the funding will go to increase its integration with software such as Salesforce, SAP, and Oracle, and grow its marketing, business development, sales, and engineering teams.

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A Conversation With Appetize's Kevin Anderson On Getting Customer Service Right


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. What has been the biggest lesson you've learned in retaining and keeping customers? Whether that's our help desk, our account managers, or even the sales guys, to a certain degree, we put the customer first.We

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Startup Pricing: Are You Selling A Giffen Product?


A recurring entrepreneurial challenge is to determine the optimal price of a new product, especially absent a directly competitive alternative. When we launched GoToAssist, we offered our customers the option to brand the customer-facing webpages with their logo and brand colors.

Keep constant contact with key customers.


And that behavior results in leaving little time for outreach to the most critical possible component in your chain – your key customers. As a group, we set a bar of fifteen percent as the minimum amount of time each week that a good CEO should spend reaching out to the company’s key customers in a proactive attempt to find issues, trends, unmet product needs, and of course create bonds that make their jumping to a competitor more difficult.

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Scaling Sales: Arming & Aiming – Objection Handling

Both Sides of the Table

This is part of a series on sales & marketing. I previously covered how early phase sales teams should be “evangelical&# and consultative in nature. In the evangelical phase you’re working through these with customers on the fly. We’re a premium product.

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If You Don’t Respect Your Customers You Won’t Be Successful

Both Sides of the Table

I spend a lot of time with startups and thus hear many companies talk about their approach to sales and their interactions with customers. From these meetings you can really tell the leaders that care deeply about their customers and those the look down on them. Given customers & sales are the lifeblood of any organization you’d imagine everybody would respect their customers.

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Startup Sales – Why Hiring Seasoned Reps May Not Work

Both Sides of the Table

A while back I wrote a bunch of posts on Sales & Marketing and have been meaning to get back to that theme for a while. Evangelical sales – Understanding startup sales people and process. This is probably because many founders are product or technology people.

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Your Customer Success Team Is Focusing On The Wrong Definition Of Success


He started by stating, “We track customer success.” My initial reaction was, “Great, but I am not sure that qualifies as non-obvious” but then he quickly knocked it out of the park, adding, “We define ‘customer success’ as enabling our customers to generate more prospects and close more sales.

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Greatly excceed your customer expectations.


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 sales people rely upon when attempting to create buzz and make a mass market for a new product. Make your customer a partner in the process. Send flowers to the staff in the department using the product for the first time if appropriate. These first customers are critical.

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VC Confessions: I Don’t Really Care About Your Product Demo


The entrepreneur cannot wait to show me their product via a demo. You’re the first one I’ve met who didn’t want to see our product.” My “no demo” approach is clearly not appropriate when assessing the veracity of investments with a hardware component or with a consumer facing product.

Netflix Redux: Is It Ever OK to Fire Your Customers?

Both Sides of the Table

The remainder of this article will deal with this decision but it comes down to the different economics of DVD rentals due to “ the first sale doctrine ” which gives Netflix a complete library of films and the fact that the first-sale doctrine doesn’t apply to digital downloads.

Increase Your Sales Velocity By Saying No To Pilots


Indecisive prospects diffuse a startup''s focus and slow down its sales velocity. Thus, startups must quickly determine which prospects are most likely to purchase in the near term and focus their energy on delivering these prospective customers an incredible experience.

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