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. In sales we often call these USPs (I wrote about them here: Unique Selling Propositions ).

Sales 315

Sales SaaS Startup Venture Capital 315

Both Sides of the Table

DECEMBER 27, 2011

The most obvious way to explain this is with sales people. If you hire 6 sales reps in January at $120,000 / year salary then you’ve taken on an extra $60,000 per month in costs yet these sales people might not close new business for 4-6 months. For example, look at the following graph. Amazing growth!”

Startup 419

Startup Venture Capital Sales Technical Review 419

Startup Professionals Musings

SEPTEMBER 17, 2021

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 139

Sales Training Startup Customer 139

socalTECH

MAY 16, 2019

For our interview this morning, we caught up with Isaac Garcia , a serial entrepreneur who previously founded and sold his last company, Central Desktop, and now is working on a new startup, Sales Insider. What is Sales Insider? Isaac Garcia: Sales Insider is a talent marketplace for hiring software sales reps.

Sales 133

Sales Startup Software Marketing 133

Both Sides of the Table

OCTOBER 14, 2011

His personal blog with some great example is here. Listen, understanding the world of valuations and how equity gets split on a sale is a whole lot more complicated than the graphic depicts. As “Big Data” becomes more pervasive the power to visualize will become increasingly important. And Jess is awesome at his trade.

Startup 394

Startup Newsletter Course Equity 394

Tech.Co

APRIL 20, 2020

Wix has announced a limited-time half price sale on its website builder plans, with a 50% off deal beginning today and ending on Wednesday. The half price sale is open to new users and anyone currently using Wix's free plan. For example, if you're looking to build a photography site , there are 40 to choose from.

Pricing 137

Pricing Sales Template Technical Review 137

Both Sides of the Table

NOVEMBER 19, 2009

Your head of sales thinks she should fire somebody. You’re sales person is getting blocked by the CTO who says she shouldn’t go above him but the CTO isn’t approving the deal. A couple of quick stories / examples: 1. The technology team disagrees on direction and wants resolutions. Making Things Happen.

Entrepreneur 415

Entrepreneur Technical Review Slides CTO Coach 415

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?

Sales 145

Sales Startup Email Tool 145

Berkonomics

AUGUST 8, 2024

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. To others, it is simply a way to express a talent for art, cooking, consulting, management, development or more. Vision, risk and capital, oh my! Everyone has a vision when starting a business.

Startup 317

Startup Entrepreneur Course Capital 317

Both Sides of the Table

APRIL 4, 2011

For example, I highly recommend a set of board metrics that the CEO communicates to board members at every meeting. For example, if you have developers, content people or SEO folks working on SEO programs you’ll need to allocate their time / costs to this effort. 10% of our revenue is coming from direct sales of our banner inventory.

Metrics 346

Metrics Startup SEO Customer 346

Both Sides of the Table

AUGUST 30, 2014

For example: 1. On sales I often talk about “ Why Buy Anything, Why Buy Now, Why Buy Me ” as a tool to think about a sales process. On teams I have a framework for tech teams “ CTO vs. VP Eng ” or on sales I have “ Journeymen, Mavericks & Superstars ” 5.

Startup 407

Startup Framework CTO Coach Sales 407

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 Customer Custom Pricing 226

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.

Pricing 226

Pricing Competition Examples Class 226

Both Sides of the Table

JUNE 19, 2015

Sales people (and website customer acquisition folks) all think in terms of funnels and yet non-sales professionals seldom do. Today I’d like to give that advice in more tangible terms and with a framework to think about your tasks – the funnel.

Startup 420

Startup Framework Sales Venture Capital 420

Berkonomics

MAY 25, 2017

Here are several examples of tactics from my recent experience with companies where I serve as board member. 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.

Resource 243

Resource Training Sales Demand 243

TechCrunch LA

AUGUST 11, 2021

For example, TikToker maylikethemonthh uses Snipfeed to sell asynchronous, video-recorded tarot readings. Snipfeed is free to set up, but if you make sales, the company takes 15% — this percentage is inclusive of any transaction fees. We only make money if they make money,” Ramdani said. Image Credits: Snipfeed.

Platform 286

Platform Commerce Startup Tool 286

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

MAY 28, 2013

That gauge helps make sure the offers that consumers place are realistic, for example, not offering $200 for a $2000 Canon camera. Once you put your offer in, you enter your credit card, and you commit to the sale. We take a commission on the sale, and everybody is happy. Retailers only pay us if the sale happens.

Pricing 273

Pricing Product Help Sales 273

Both Sides of the Table

APRIL 25, 2011

A great recent example of this was a successful group of entrepreneurs who had created a company that will do $10-12 million in revenue at their system integration business (read: services business) in 2011 after having done $5 million or so in 2010 and $2-3 million in 2009. Who are your competitors – how much do they charge?&#.

Services 332

Services Venture Capital IP Startup 332

TechCrunch LA

FEBRUARY 11, 2020

The partnership with Canoo is the latest example of Hyundai Motor ramping up efforts and investments into electrification, autonomous technology and other futuristic mobility trends, including flying cars. The company says its goal is for “eco-friendly vehicles” to comprise 25% of its total sales by 2025.

Startup 310

Startup Develop Development Platform 310

Both Sides of the Table

SEPTEMBER 3, 2013

Almost always the CEO plus members of his or her management team including tech, marketing, sales and/or product. This is as true for a VC meeting as it is for a sales meeting or any group setting. For example, if two people are co-founder & co-CEOs I might ask, “if you got an offer for $100 million would you sell?”

Venture Capital 377

Venture Capital Slides Course Summary 377

Both Sides of the Table

JANUARY 28, 2012

They are more likely to be the “bottom end of the sales funnel” or in other words close to “point of purchase.” I have talked with people in the industry who tell me that mobile movie sites convert ticket sales much higher than desktop websites. It’s the new magazine. How awesome would that be?

Web 334

Web Mobile Startup Software Review 334

Both Sides of the Table

SEPTEMBER 17, 2013

The most obvious example is “American Idol” where the singers who start out unknown and emerge as stars. Other examples are blooper videos, game shows, some cooking shows, reality TV, etc. Star Wars, for example, made 70% of their total revenues outside of the first-run movie business.

Company 339

Company Companies Technical Review Content 339

InfoChachkie

FEBRUARY 19, 2014

For most companies, existing customers are the most economical and lucrative source of incremental sales. In fact, the authors of Guerrilla Selling recommend that companies focus 60% of their sales efforts soliciting additional revenue from their legacy customers. 1% - 3% of the additional sales). Give First, Then Take.

SaaS 215

SaaS Pricing Sales Customer 215

Berkonomics

MAY 17, 2018

Some examples of celebration you can use. Managers should encourage everyone within the hearing of the bell to stop long enough to applaud, reinforcing the unanimity of approval for each new sale. Growing companies give rise to many events that great managers will take advantage of to create and shape the culture of the company itself.

Customer 226

Customer Custom Sales Course 226

Both Sides of the Table

APRIL 11, 2011

We talked about a lot of great stuff in the video including how to do sales calls and a how a new “culture of writing&# is emerging as a critical skill set in business today. Create something people can engage with – Examples include videos you can put your image into. That’s why people turn up to Buzzfeed.

Buzzfeed 354

Buzzfeed Content Tips Blogging 354

Berkonomics

JUNE 10, 2021

An example to make the point. Take for example, solving key technology problems that prevent a product from shipment, or from scaling to large production. In an early-stage company, the key issue is most often finding the way to start the revenue flowing from services and sales. It is true in every business, all the time.

Examples 156

Examples Sales Demand Equity 156

TechEmpower

FEBRUARY 10, 2016

We don’t know just how often this occurs, but judging from the calls we get there are lots of anecdotal examples. These are applications that, for example, expect to see large data or complex algorithmic work from day one. Examples would be intranet or special-purpose B2B applications. So, why does this happen?

Web 330

Web Technical Advisors Framework Technical Review 330

Both Sides of the Table

APRIL 28, 2012

“Yeah, but I’m just going to execute this [channel sales deal, international license of my product, new industry, new operating system, biz dev deal] and then it will pretty much run itself.” Examples from discussions I’ve had this month that might resonate with your internal debates about how to prioritize.

Resource 415

Resource Startup Product Ideas 415

InfoChachkie

FEBRUARY 1, 2019

Similarly, Bruce’s short-lived career in sales reinforced that his talents were better applied creating technology, rather than trying to sell it. [10:10] Certain things like sales was a good example. We then explored how Bruce initially dealt with the company’s sale. Sale appeared first on John Greathouse.

Sales 113

Sales Education Startup Class 113

Both Sides of the Table

NOVEMBER 5, 2012

Or what about your sales team? Other tech examples: People constantly come up to me and tell me they want to start “becoming a line” which is shorthand for my post “ Lines, not Dots. That’s why your examples need to sound human. They want a simple deck that sells. Be human. Al Gore was not.

Entrepreneur 370

Entrepreneur Startup Press Venture Capital 370

Berkonomics

OCTOBER 20, 2022

Far too often, I come across companies with commission structures that take into account “all” the possible permutations of profit on a sale, causing everyone to wait for an accounting person to complete a cost analysis in order to find the magic number, or for a manager to rule on percentage splits for territories or products.

Sales 177

Sales SaaS Pricing Course 177

TechCrunch LA

NOVEMBER 3, 2020

With each sale, 70% of money raised goes toward a cause of the athlete’s choice. For example, Pat Connaughton’s Jersey made $2,164 on Mov versus $560 on the NBA auction site. Mov, launched just a few weeks ago, is more than a rebranded eBay or NBA auction site. The remaining 30% goes to Mov employees and operations.

Startup 306

Startup Los Angeles Platform Commerce 306

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

Both Sides of the Table

JUNE 27, 2011

Marketing futures can be really good for enterprise software companies where the information is passed between sales rep and potential customer in terms of near-term roadmap. I think a great example right now is turntable.fm. But it is a big mistake to tell too many people where you’re heading. Don’t do this.

Marketing 380

Marketing Startup Press Technical Advisors 380

InfoChachkie

JUNE 4, 2012

As an entrepreneur, I helped create companies which achieved two IPOs and two trade sales totaling $385 million. Public relations at a startup is a sales process. For example, if you indicate that you will generate $1 million in sales and actually deliver $750,000, you will be viewed as having failed.

Entrepreneur 272

Entrepreneur Outsource Ideas Technical Review 272

Both Sides of the Table

JULY 1, 2015

Let me give you some examples I see of fauxmentum: In the SaaS world I see many business plans where companies have achieved 100-300% year-over-year growth and this is truly impressive. I’m not saying don’t hire sales staff or market your products aggressively. But as with any sales advice, revenue diversity matters.

Startup 330

Startup Marketing Customer Custom 330