Berkonomics

FEBRUARY 9, 2023

Here’s a striking example. The most striking example was the one hundred million–dollar purchase of one of my companies by a New York private equity investor using only five million of its cash. But I learned it again and again in my various business lives. Offering too little in an acquisition to satisfy the seller?

Pricing 156

Pricing Sales Examples Tool 156

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? It worked well. How did that work?

Sales 145

Sales Startup Email Tool 145

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.

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Sales Startup Platform Tips 319

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. But how to apply “listening&# in a sales meeting? They don’t handle Twitter feedback, emails or IM. Beware of Crocodile Sales.

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Sales Startup Venture Capital Customer 314

Berkonomics

JUNE 4, 2020

An example to make this clear. 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.

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.Net Sales Tool Email 156

Berkonomics

AUGUST 19, 2021

Here’s an example you will recognize from your life. Email readers, continue here…] I recently spoke with an old friend who is in sales. He lamented the fact that his boss recently layered several more sales reports on him to complete each week, reducing his selling efficiency.

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Report Sales Email Examples 156

Berkonomics

JANUARY 6, 2022

First, the marginal exit event: Sometimes the end game or sale of the company is not a happy event for the early investors, including the entrepreneur or the founders. Most sophisticated investors will take either a promissory note or preferred stock, both of which come before founder or management stock in a sale or liquidation.

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Venture Capital Sales Pricing Equity 156

Berkonomics

JUNE 11, 2020

Want examples in the “real world?” ” Examples of the proposition. Take for example, adoption of solar panels or electric vehicles in the mass market. Electric cars as an example. Back to the water flowing downhill example. Most of us want to do well for the environment.

Examples 156

Examples .Net Pricing Email 156

Berkonomics

APRIL 14, 2022

For example, direct response ads yield precise statistics, and the pay–off is easily measurable. Email readers, continue here…] And with brand (or lifestyle) advertising, there is no way to directly measure success. Measuring your results. There is a vast difference in the way we can measure the results of our advertising.

Advertising 156

Advertising Statistics Pricing Email 156

Berkonomics

NOVEMBER 24, 2022

Yet, there are constant examples of new entrants into a niche that do grow, prosper and sometimes even become dominant. There’s an example of avoiding the encounter and losing the lead position when an opportunity to compete surfaces unexpectedly. At least that is the conventional wisdom. So, when do we know which course to take?

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Resource Competition Examples Customer 156

Berkonomics

APRIL 9, 2020

A shocking example of operations affecting cash control. And profits from the sale of the product create cash for development of the next product. Email readers, continue here… ] So, the truth of the statement is self-evident. Email readers, continue here… ] So, the truth of the statement is self-evident.

Competition 156

Competition Sales Marketing Product 156

Berkonomics

SEPTEMBER 2, 2021

An example you might recognize. Think of buying a car, for example. There’s the sale of a company, where as a board member, I asked the CEO to name his asking price and then go home and wait the result. Email readers, continue here…] All of the above issues are personal to a CEO, founder or entrepreneur.

Pricing 156

Pricing Examples Training Email 156

Berkonomics

AUGUST 2, 2018

There are exceptions, based upon cost of sales. For example, Internet resellers have a better chance to combine price and quality than those with much more fixed overhead occupying a bricks-and-mortar physical presence in the community. Here are a few examples to help you. Think about your positioning.

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Pricing Competition Examples Class 226

Berkonomics

OCTOBER 21, 2021

Email readers, continue here…] A bonus or commission that is granted after the fact, without a target plan or without objectives to meet, is surely appreciated, but does not often create an incentive to exceed, only an expectation of receipt again in the next period. More examples of gaming the system.

Design 156

Design Examples Competition Pricing 156

Berkonomics

JULY 9, 2020

An example would be a real time display of the value of the dollar against the yen. Earliest warning metrics: [Email readers, continue here…] What good is information if you can’t act upon it in a timely manner? Find metrics that will be “leading indicators” of trouble to come.

Metrics 156

Metrics Software Review Statistics Technical Review 156

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

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.

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Venture Capital Sales Slides Startup 275

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.

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Sales Customer Custom Pricing 226

Berkonomics

JANUARY 30, 2020

Examples of documentation by key employees. It is not common for the CEO of a rapidly growing company to think of slowing down the furious pace enough to have each manager (including the CEO) document the job process managed, as well as see to the documentation for each process managed below. Start at the top.

Organization 156

Organization Examples Startup Email 156

Berkonomics

SEPTEMBER 27, 2018

Email readers, continue here…] I did forget to tell you that on that day looking into the company’s books I discovered that neither the company nor its founder had filed Federal income tax returns during the three years in business, didn’t I? Could I have found a better example of “Timing is everything”?

Sales 120

Sales Web Design Web Design 120

Berkonomics

MAY 25, 2017

Here are several examples of tactics from my recent experience with companies where I serve as board member. Email readers, continue here…]. Assign one of our corporate employees to support sales and installation efforts by all distributors. Five tactics to support each strategy seem a fair, even if arbitrary number.

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Resource Training Sales Demand 243

Berkonomics

DECEMBER 31, 2020

First, an example of grant-based financing . Email readers, continue here…] Grant writing takes skill and immense amounts of time. I was chairman of a company that, for twelve years never took a dollar of outside investment. The effort to write a grant request is not trivial. Other sources of grants.

Equity 156

Equity Writing Education Research 156

socalTECH

AUGUST 25, 2011

How did an email marketing provider turn into a provider of software which mashes up a combination of email marketing, wiki, customer service management, event and meeting management tool, project management software, and much more? Lars Helgeson: We started about ten years ago, with an email marketing platform called CoolerEmail.

Email 240

Email San Diego Newsletter Startup 240

Startup Professionals Musings

MAY 24, 2021

That means that people addicted to text messages, twitter, and email may be sending less than half the message, and receivers often misinterpret even that half. As well, email volume just continues to increase. An example would be sitting down to meet with a key vendor, rather than standing to deliver demands. Hand-to-face.

Layoffs 164

Layoffs Email Tool Study 164

Startup Professionals Musings

FEBRUARY 19, 2021

For example, there are a dozen articles like this one for every area of expertise. Then lead by example. An approach I suggest these days is for freelancers to contract for the actual role, probably part-time, of startup CFO, VP of Sales, or President. But certainly the Internet doesn’t do the job for you.

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Startup Slides Email Customer 150

Both Sides of the Table

MARCH 29, 2014

They get pissed off if a senior executive at Google doesn’t take a meeting with them, if people are late to their meetings or if they have emails that are unreturned. The 70% of entrepreneurs that simply can’t get past an un-responded-to email. You need to know how to write good & action oriented emails.

Venture Capital 389

Venture Capital Email Startup Conference 389

SoCal Tech Calendar

JUNE 14, 2016

The most obvious, is to drive sales. 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. For example, we have said not to QR codes. We provide an event and experiential marketing platform.

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Sales Santa Monica Startup Orange County 100

Berkonomics

APRIL 2, 2020

A more modern example. Email readers, continue here…] Here it is, not so many years later, and the signs are more subtle yet, but the speed of obsolescence is much faster. Cassettes, in contrast, could be manufactured in small rooms with much less expensive equipment and no damage to the environment.

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Southern California Examples Social Network Press 177

Berkonomics

MAY 17, 2018

Some examples of celebration you can use. Each new plateau in revenue growth, each time a month’s orders hit a record, each large order from the sales department, all of these and more give rise to opportunities to celebrate publicly. How about that bell on the wall? An event of extraordinary customer service.

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Customer Custom Sales Course 226

Berkonomics

NOVEMBER 26, 2014

Email readers, continue here…] Take for example, solving key technology problems that prevent a product from shipment, or from scaling to large production. In a young company, the key issue is most often finding the way to start the revenue flowing from services and sales. It’s true in every business, all the time.

Sales 166

Sales Demand Equity Email 166

Startup Professionals Musings

JUNE 23, 2021

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. Relationships also build loyalty, get referrals, and drive more sales. Provide training, tools, and required decision authority.

Customer 147

Customer Custom Technical Review Metrics 147

Berkonomics

JANUARY 13, 2022

Email readers, continue here…] But what about the pause to celebrate? Not many founders or entrepreneurs do experience the success of a favorable sale of the business they dreamed would make them rich. Others are diluted by subsequent investors to the point where there was nothing for them to celebrate at all in a sale.

Writing 156

Writing Entrepreneur .Net Sales 156

Berkonomics

SEPTEMBER 15, 2016

Sales people are incentivized by money. Email readers, continue here…] For those who have tried (and perhaps built) a commission structure based upon anything other than gross revenue, there are some relatively easy solutions for simplification. Many smaller companies pay commissions as cash is received.

Sales 120

Sales Pricing Email Examples 120

InfoChachkie

JUNE 23, 2014

Absent a human gatekeeper, you can capture a busy individual''s attention by crafting a compelling and pithy email subject line, voicemail message, Tweet, Quora or Facebook message. It could be a significant sale to a large enterprise, the opening of a new office, a key hire or a promising partnership. Sue.Who@acme.com).

Networking 241

Networking Software Review Email Press 241

Berkonomics

OCTOBER 2, 2014

Days before the official start date, she makes sure that the new employee’s business cards arrive in the mail, that the employee’s phone and Internet services are up and running, and that an email account is already established. But many of us do that, maybe not so timely.

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Startup Email Class Examples 207

Berkonomics

JUNE 27, 2019

If the presenting CEO is honest in the analysis of actual time spent each week, it is often revealing to all to see how many hours are spent turning inward toward meetings, operational management, or responding to emails or texts sent by others. Then, what is a benchmark for customer outreach? But, do your customer know that they want?

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Customer Custom Course Email 120

Berkonomics

DECEMBER 27, 2018

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!

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Startup Entrepreneur Course Email 120