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Scaling Sales: Arming & Aiming – Objection Handling

Both Sides of the Table

As a tech startup grows it needs to develop more process & management if it is to scale. Some objections are real and they end up becoming changes to your product, your service plan or your pricing / bundling. All-in-one solutions may initially seem appealing but you end up getting inferior innovation.

Sales 289
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Why Startups Should Raise Money at the Top End of Normal

Both Sides of the Table

2 preamble issues having read the comments on TC today: 1: I know that the prices of startup companies is much great in Silicon Valley than in smaller towns / less tech focused areas in the US and the US prices higher than many foreign markets. I said both in the article but felt compelled to provide a statement up front for the skimmers.

Startup 336
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What Happens When Startups Turn from Their Innovation Stage to Operational Excellence?

Both Sides of the Table

Nearly every successful tech startup I’ve observed over the past 20 years has gone through a similar growth pattern: Innovate, systematize then scale operations. Innovate In the early years of a startup there is a lot of kinetic energy of enthusiastic innovators looking to launch a product that changes how an industry works.

Startup 286
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The Yo-Yo Life of a Tech Entrepreneur – A Cautionary Tale

Both Sides of the Table

TechCrunch Europe ran an article in November of last year that European startups need to work as hard as those in Silicon Valley and I echoed the sentiment in my post about the need for entrepreneurs to be maniacal about their businesses if one wants to work in the hyper competitive tech world. We were based in London.

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5 Basic Ingredients For A Startup Recipe For Success

Startup Professionals Musings

I realized a while back that creating a new company for the first time is a lot like whipping up a great dinner entrée for the first time – you need a recipe, even though it may look simple. Yet you may not be so sure where to start, and how to put it all together. In all cases, don’t skip the basic training. Don’t stand still.

Startup 156
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What I *Would Have* Said at TechCrunch Disrupt

Both Sides of the Table

My friend Ethan Anderson put it best to me after the panel, “You probably shouldn’t have been up there. I wrote about it here (mostly starting at point 7) and Chris Dixon wrote a great post about it here. So in the past we needed VC to really get a startup going. I said almost nothing in the 30 minutes.

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10 Questions To Lead You To Timely Successful Change

Startup Professionals Musings

I see entrepreneurs every day who are trying to change the world with a new idea, and startups that are trying to survive their hyper-growth phase by changing processes to meet demand. Phil Buckley, in his book “ Change With Confidence ,” provides practical answers to fifty of the biggest questions that keep change leaders up at night.

Startup 155