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Take advantage of the good times to build stakeholder loyalty.

Berkonomics

Managers almost always believe that stakeholders understand the pressures of the business and the circumstance of the present. Email readers, continue here…] Sometimes a secondary fund-raising effort leads to a lower valuation than the last. The chasm between management and employees. Investor loyalty is most tenuous of all.

Layoffs 240
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Three magic questions to increase your sales:   

Berkonomics

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. Why buy IT?

Sales 156
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3 Sales Tips for Startups – Creating a Burning Platform

Both Sides of the Table

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. Many, many tech companies I meet start with a set of ā€œawesome featuresā€ and present them to me (and I suspect also to customers). I know I didn’t.

Sales 319
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The Best VC Meetings are Debates not Sales

Both Sides of the Table

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 – ā€œthe tell & sell&# presentation.

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One of My Most Frequent Pieces of Advice: Be Politely Persistent

Both Sides of the Table

Maybe they’ve hit a few set backs: They’ve struggled to raise money, they haven’t gotten press coverage or they haven’t gotten accepted to present at prestigious conferences. The 70% of entrepreneurs that simply can’t get past an un-responded-to email. Nothing beats a warm intro. Of course I felt badly.

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Some Thoughts about Selling at Startups

Both Sides of the Table

I got an email recently from my friend & fellow VC, Jeff Bussgang from Flybridge Capital Partners in Boston. 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. Specifically, 1.

Startup 319
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The power of just ONE more unit.

Berkonomics

That’s impressive sales leverage. Email readers, continue here.] The major focus that used to be in using the direct mail business to drive sales is now focused upon email marketing campaigns, social networking marketing, building buzz, and location-based sales using tools to recognize shoppers at the point of sale.

.Net 208