Framework Marketing Sales Technical Review 
Both Sides of the Table
MAY 24, 2018
controlling your psychology ) you no doubt have heard me say that raising capital is a sales & marketing process. Decision Dynamics Each firm makes decisions in different ways so understanding the firm’s decision framework matters. This is Sales 101.
Both Sides of the Table
APRIL 8, 2010
Most technology startups seem to be founded by three types of people: product managers, engineers or biz dev types (MBAs and the like). Very few of them are started, in my experience, by sales people and very few early stage companies really understand sales. Here’s mine: Let me start with a few biases.
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Startup Professionals Musings
FEBRUARY 6, 2021
Words alone, like “improved efficiency”, “paradigm shift,” and “breakthrough technology” won’t convince people to follow you. For example, early adopters may be easily sold, but new technology product success really hinges on adoption by certain demographics, perhaps more influenced by celebrities or mommy bloggers.
Both Sides of the Table
SEPTEMBER 28, 2014
Let’s set up a framework. by Michael Woolf that is worth any startup founder reading to get a sense of perspective on the reality warp that is startup world during a frothy market such as 1997-1999, 2005-2007 or 2012-2014. We’re going to start aggressively spend money on marketing our product.
Both Sides of the Table
MAY 26, 2011
At the big consulting firms, investment banks and established large technology companies we’re taught to produce long reports, make sure that every document is perfect quality and that every possible bit of diligence has been done. It says that you need to take due care in selecting team members. Good enough isn’t.
Startup Professionals Musings
OCTOBER 25, 2014
Words alone, like “improved efficiency”, “paradigm shift,” and “breakthrough technology” won’t convince people to follow you. For example, early adopters may be easily sold, but new technology product success really hinges on adoption by certain demographics, perhaps more influenced by celebrities or mommy bloggers.
InfoChachkie
SEPTEMBER 15, 2011
I review these tenets with my entrepreneurial students at UC Santa Barbara at the beginning of each quarter to reinforce many of the key topics we will cover in the following weeks. Sometimes we measure things and see that in the short term they actually hurt sales. Don’t Chase The Quick Buck.
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