Sales/Marketing Study Group
SoCal Tech Calendar
JANUARY 1, 2013
Monday, January 7, 2013 -- Sales/Marketing Study Group. Study group for tech startup founders who want to get better at sales and marketing. See [link] (more)
MIT Study: Age Of Founders In Fastest Growing New Ventures Is 45
socalTECH
APRIL 26, 2018
In a study which belies the opt-cited preference for "young" entrepreneurs in the startup and venture capital industry, a new study from the Massachusetts Institute of Technology find that the mean age of the founders of the 1,000 fastest growing new ventures in the U.S. is actually 45.0.
Study 
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Why Your Startup Needs a Sales Methodology
Both Sides of the Table
JUNE 13, 2013
Like most startup entrepreneurs, when I began my first company in 1999 I had no formal sales experience. It’s what I call “ the evangelical phase ” of a company in which you’re out trying to persuade customers that a product you’ve designed is going to meet their needs better than other solutions on the market.
Sales 393
393 
9 Messages From Sales Training May Save Your Startup
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
139 
How to Shorten Your Sales Cycle and Avoid Wasting Time
Both Sides of the Table
DECEMBER 17, 2013
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. If they’re not buying you need to be marketing to them not selling to them.
Sales 375
375 
Here’s Why a Booming Tech Market May Fool You into Thinking You’re Successful
Both Sides of the Table
JULY 21, 2014
Since 2009 we’ve been in an unequivocal bull market. You’d imagine that companies selling tons of shelfware would quickly meet their deserved fate in the market, yet the spin around a category of software can fool buyers into thinking they “must have this product to compete.” ROI studies were published.
Marketing 354
354 
6 Tips For A Marketing Focus To Match Your Solution
Startup Professionals Musings
MAY 12, 2021
If you are a passionate technologist , it’s easy to forget that marketing is required to sell even the most compelling solution, to cut through the information overload everyone sees today on the internet. If marketing is not your thing, then you need to find a partner or outside expert to help you.
Study Finds Tech is Number One Industry for Workplace Drinking
Tech.Co
FEBRUARY 12, 2019
Now, a new study has pulled tech drinking culture back into the spotlight. The tech world, the study found, is the single industry most likely to allow or sponsor alcohol consumption in the workplace. The marketing and advertising industry came in third, and the construction industry came in second.
Study 127
127 
The #1 Question to Ask Before Starting Any Case Study
InfoChachkie
AUGUST 25, 2011
Before beginning customer success stories or case studies with a new client, I ask a LOT of questions of my marketing contacts - well before ever talking to one of their happy customers. 2- The goals for their case studies. Then, whether you're a writer or marketer, make sure those points get into every story.
Case Study 162
162 
The Danger of Crocodile Sales
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? Beware of Crocodile Sales. I still do this sometimes, too. Always “test your understanding.&#.
Sales 314
314 
How to Acquire Customers by Marketing “Heroes”
Both Sides of the Table
JULY 26, 2010
Many of you have read or at least know the primary thesis of “ Crossing the Chasm &# the seminal book on marketing your products to mainstream consumers by Geoffrey Moore. It influenced a generation of tech marketers. We all intuitively know this curve now but we don’t all market effectively to it.
Marketing 294
294 
What are the odds of your startup’s success?
Berkonomics
APRIL 20, 2023
The Angel Capital Association recently published a study contributed to by several of my friends quoting that seventy percent of investments made by angel investors to date return less than the amount invested – upon a sale or closing of the business – the great majority of these outright losses as businesses die. And the U.S.
Statistics 156
156 
3 Sales Tips for Startups – Creating a Burning Platform
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. They like to feel like they compared your solution to something else on the market. The real test of sales and the topic of my post is “why buy now.”
Sales 319
319 
Pinterest Marketing & Technology Firm, HelloSociety Generates $30M In Additional Sales Revenue For Its Clients
Tech Zulu Event
APRIL 12, 2013
Full-service Pinterest marketing and technology startup – HelloSociety recently announced it had driven $30 million in additional sales revenue for its over 350 brand clientele through Pinterest. HelloSociety’s successful marketing and branding campaigns run on Pinterest for a reason.
Sales 101
101 
7 Key Factors Obscure Your Customer Acquisition Costs
Startup Professionals Musings
AUGUST 24, 2022
As a business consultant and angel investor, I often ask for your own assessment of marketing ROI , or customer acquisition cost (CAC). Everhart distills his leadership insights from many decades in one of the largest business-to-business marketing agencies, working with companies across the country. Don’t forget it.
Customer 100
100 
9 Lessons For Entrepreneurs From A Sales Expert
Startup Professionals Musings
SEPTEMBER 11, 2015
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 106
106 
6 Unforeseen Obstacles Every New Venture Must Conquer
Startup Professionals Musings
AUGUST 9, 2023
When entrepreneurs introduce new products to the market, their passion and conviction often leads them to assume that every potential customer will see the immediate need and value, and will quickly adopt the solution. In today’s information overload, marketing is everything. Use every marketing channel available.
Case Study 89
89 
Effective Marketing Today Begins With A Conversation
Startup Professionals Musings
OCTOBER 29, 2018
As a long-time advisor to small businesses and startups, I still find many who think marketing is still primarily broadcasting your message to as many customers as possible, hitting them again and again, until it sticks. Yet even conversation marketing has to be done right to get customer attention and have an impact.
Marketing 91
91 
6 Observations On Key Challenges Facing Every Startup
Startup Professionals Musings
NOVEMBER 15, 2020
When entrepreneurs introduce new products to the market, their passion and conviction often leads them to assume that every potential customer will see the immediate need and value, and will quickly adopt the solution. In today’s information overload, marketing is everything. Use every marketing channel available.
Case Study 174
174 New PCSK9 Cholesterol Drug Faces Tough Foe. (Hint: Not Cholesterol.)
Xconomy
AUGUST 26, 2019
Four years after approval the two PCSK9 blockers on the market have yet to crack $1 billion in annual sales, combined, thanks to a gloves-off effort by insurers to beat back their use. Results from a big study are due Sept. One of the two drugs might even be on life support. Now a third PCSK9 inhibitor is in the ring.
Study 102
102 What This Dive Bar Can Teach You About (Not) Marketing
InfoChachkie
JUNE 30, 2014
Too bad, as they would be well served to study Dirty Franks marketing plan, which has withstood the test of time. Franks didn''t need a sign, let alone a marketing budget. Hurry Up And Stop Marketing. If you have amazing products, the marketing of those products is trivial. say) ‘We’re the market leader in blah.’
Marketing 193
193 
7 New Venture Strategies Improve The Odds Of Survival
Startup Professionals Musings
MAY 2, 2021
In that context, I came across an old study of 27 startups featured in Inc’s annual “Anatomies of a Start-up,” done for “The Journal of Business Venturing,” and published by George Gendron in Inc Magazine. As it turned out, 17 of the 27 companies were still in business seven years later, which is at least double that of other studies.
Startup 170
170 
10 Steps To Second Stage Success For Your New Venture
Startup Professionals Musings
MAY 30, 2022
According to one study a decade ago, only 45% of founders plan to exit after stage one, and my guess is that less than half the remainder survive the next stage in their own company. Switch your attention from product development to sales. Separate marketing from sales for further leverage.
Sales 147
147 Led by LA-based March Capital, Astound raises $15.5 million for employee help desk automation services
TechCrunch LA
APRIL 23, 2019
Astound said it would use the financing to increase its product development and sales and marketing efforts, according to a statement. A study from McKinsey indicates that 70 percent of companies will bring in at least one automation technology by 2030.
Help 126
126 Startups: What are your odds for success?
Berkonomics
MARCH 9, 2017
The Angel Resource Institute (ARI) recently published a study conducted by well-respected Rob Wiltbank, quoting that seventy percent of investments made by angel investors to date return less than the amount invested – upon a sale or closing of the business – the great majority of these outright losses as businesses die.
Startup 266
266 
8 Priorities When Offering A New Product Or Service
Startup Professionals Musings
MAY 26, 2023
Even though many of these can be mitigated by testing and early customer feedback , you will find that it pays big dividends to do your homework before building and rolling out every new initiative: In today’s customer data overload, marketing is essential. Even more important than solution marketing is building your brand.
Product 141
141 
If You Don’t Define Your Personal Brand the Market Will
Both Sides of the Table
JULY 23, 2013
It is simply the most important way to proactively control your career development and how the market perceives you. That was fine with me – the market is the market. That was the market. In today’s market you can prove your worth, in 1991 that was a bit harder. It is neither. She was paid 15% more.
Onestop Internet: Amazon Serious Threat To Apparel Brands
socalTECH
NOVEMBER 17, 2016
Onestop called Amazon "a very real threat" to online brands' sales. The company said it tapped Survata for the study, which interviewed 501 online respondents. The company said the margin of error for this study at a 95% confidence level is 4.4%.
Commerce 100
100 
Digital Marketing Is A Great Equalizer For Startups
Startup Professionals Musings
NOVEMBER 26, 2014
Most technical entrepreneurs cringe when they finally realize that marketing is still king, despite the power of technology, and they are up against competitors who have a hundred times their spending power. The cost of entry to market on these is low, and marketing leverage has very little to do with the size of your budget.
Marketing 101
101 RingRevenue Creates A New Performance Marketing Revenue Channel
InfoChachkie
JULY 14, 2011
Value Prop Twitter Style : “Ringrevenue’s call performance marketing platform enables ad networks, agencies, advertisers & publishers to generate more inbound sales calls.”. In today’s market, so much focus is placed on transacting business online. 10) Rob, why does the world need RingRevenue? . “In
Marketing 209
209 
Beyond Meat prices its public offering
TechCrunch LA
APRIL 22, 2019
The company is looking to raise roughly $200 million in the stock sale for its portfolio of burger, chicken and sausage replacements, selling 8.75 The meat processor and marketer invested in Beyond Meat back in 2016. million shares of common stock at an upper limit of $21 per share that would value Beyond Meat at more than $1 billion.
Pricing 236
236 
7 Thinking Strategies To Make You A Business Winner
Startup Professionals Musings
DECEMBER 5, 2020
According to many studies, entrepreneurs tend to be happier , and over 80 percent of self-made millionaires are entrepreneurs. Constant search for ways to increase sales and profitability. More sales are the only way to reach real business success. Entrepreneurs relish change and new technology, which lead to new sales.
Entrepreneur 117
117 
Don’t Underrate The Value Of A Startup Plan Document
Startup Professionals Musings
OCTOBER 14, 2023
There are no guarantees, but various studies have found that entrepreneurs who create a good plan generally double their chances of securing funding and building a successful business. Your idea may be technically right, but without a business plan, it could be dead right, which is not the result anyone is looking for.
Startup 102
102 
Smart Entrepreneurs Anticipate Market Segment Gaps
Startup Professionals Musings
DECEMBER 18, 2013
There are other chasms out there just as deadly as the technology one, such as the ones below: Market requirements chasm. Marketing and sales chasm. These days, with all the clutter in the marketplace, the highest cost is usually marketing. Marketing costs can be a deep hole.
Marketing 101
101 How Many Investors Should You Talk to in a VC Fund Raise? And How Do You Prioritize?
Both Sides of the Table
MAY 13, 2018
The most important advice I could give you before you set out in fund raising mode is to understand that fund-raising a sales & marketing process and needs to be managed. Somehow many first-time founders equate “sales” with something that is beneath them. In sales there are also three rules: Qualify, qualify, qualify.
Venture Capital 332
332 
How To Prevent Gaps in An Innovative Startup Strategy
Startup Professionals Musings
JANUARY 30, 2022
There are other chasms out there just as deadly as the technology one, such as the ones below: Market requirements chasm. Marketing and sales chasm. These days, with all the clutter in the marketplace, the highest cost is usually marketing. Marketing costs can be a deep hole.
Startup 150
150 How to Make Sure Professional Services Don’t Take Over Your Software Company
Both Sides of the Table
MARCH 21, 2013
So when I meet with GRP portfolio companies that do enterprise sales I try to emphasize the following: 1. Often your sales engineers can do the customizations without bugging the core eng team. Integrate PS Work Into Sales & Marketing Processes. Referenceability is the lifeblood of sales.
Software Review 321
321 
6 Today Strategies For Creating The Next Killer Brand
Startup Professionals Musings
JULY 24, 2020
According to studies , the alternative of acquiring new customers still costs you five to seven times more than retaining existing ones. In my experience, your first step should be to look beyond traditional marketing practices, per the following strategies: Make every customer experience a memorable one.
Customer 136
136 
6 Questions To Validate A Digital Marketing Message
Startup Professionals Musings
DECEMBER 19, 2015
Image via Flickr by socialautomotive Most technical entrepreneurs cringe when they finally realize that marketing is still king, despite the power of technology, and they are up against competitors who have a hundred times their spending power. The first step is to create the perfect online marketing message.
Marketing 56
56 
How To Get New Customers By Targeting New Markets
Startup Professionals Musings
MARCH 25, 2016
Many entrepreneurs assume that everyone will love their solution as much as they do, so they tune their marketing focus based on their own needs and wants. Expanding your market into these areas requires thinking outside your personal box. Identify your built-in biases and define compensating development and marketing strategies.
Customer 55
55 Attract A MILLION New Customers Overnight with YouTube Marketing – Literally
Tech Zulu Event
JULY 31, 2013
It is YouTube marketing at its best. Years before Hello Flo’s “The Camp Gyno” video existed, in 2009, Orabrush, a tongue cleaner company, was setting the precedent for what would be how to make a million dollars in ecommerce sales utilizing YouTube marketing. Here is a YouTube marketing case study they did.
Illumina Cuts Forecasts As Consumer Tests, Genomics Initiatives Lag
Xconomy
JULY 30, 2019
About this time last year, DNA sequencing giant Illumina upped its financial projections, estimating its sales would grow 20 percent year-over-year. On Monday, Illumina (NASDAQ: ILMN ) informed the markets that it had overshot the mark with its 2019 estimates. It exceeded that goal, with revenue rising 21 percent to $3.33
Study 59
59 7 Forgotten Keys To Productive Customer Relationships
Startup Professionals Musings
OCTOBER 24, 2022
In fact, being connected on the Internet has taken on a whole new meaning to me, since I noticed a study commissioned a while back by PC Tools , which found that more than a quarter of people using the Internet have no problem with staying online during sex. Requests for input that are thinly disguised sales pitches won’t work.
Customer 104
104 Entrepreneurs Must Bridge Several Market Chasms
Startup Professionals Musings
SEPTEMBER 13, 2011
There are other chasms out there just as deadly as the technology one, such as the ones below: Market requirements chasm. Marketing and sales chasm. These days, with all the clutter in the marketplace, the highest cost is usually marketing. Marketing costs can be a deep hole.
Marketing 95
95 
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