Both Sides of the Table

JUNE 30, 2013

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. This post is about finding your “champion.” The “P” stands for Pain or the reason your customer needs to implement a new product. This post is about the second “C” or Champion.

Sales 322

Sales Help Organization Product 322

Both Sides of the Table

NOVEMBER 1, 2009

Turn Your Organization Inside Out. As organizations we have become more open and I believe this is great for businesses and their customers. In the first 4 years of running BuildOnline we were an “Outside In&# organization. The Outside In organization had a one-way flow. Tim started to change our processes.

Organization 280

Organization Custom Customer Tips 280

Both Sides of the Table

FEBRUARY 5, 2011

Most technology startups seem to be funded by product people or business people. Specifically what is often not in the DNA of founders are sales skills. The result is a lack of knowledge of the process and of sales people themselves. We focused together on improving our sales methodology, our training and our comp plans.

Sales 316

Sales Startup Pricing Custom 316

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. You learn much more about how other people think when you’re asking. But how to apply “listening&# in a sales meeting? Nobody likes that.

Sales 314

Sales Startup Venture Capital Custom 314

Berkonomics

JUNE 10, 2021

How about all those daily decisions? Take for example, solving key technology problems that prevent a product from shipment, or from scaling to large production. Take for example, solving key technology problems that prevent a product from shipment, or from scaling to large production.

Examples 156

Examples Sales Demand Equity 156

Berkonomics

FEBRUARY 2, 2023

Depending upon the size of the companies and complexity of the products or services involved, it is fair to assume that you’ll need to dedicate a resource to this effort, sometimes a full-time resource at that. Consider a sales relationship where your product will be in the bag of salespeople from the partner company.

Press 156

Press Sales Training Resource 156

Both Sides of the Table

NOVEMBER 16, 2014

Eventually you need a VP of Product to handle your product roadmap, a CTO for engineering leadership and VPs of sales, marketing & biz dev. The “doers” in your organization. You motivate, cajole, reassign tasks, hire, fire and push the organization forward. And then there’s product management.

Entrepreneur 385

Entrepreneur CTO Hire Startup Sales 385

Both Sides of the Table

JULY 21, 2014

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.” Every consultant was pitching a process for reinventing your organization through BI.

Marketing 354

Marketing Case Study Metrics Sales 354

Berkonomics

APRIL 9, 2020

If it takes eighteen months to get a new product out the door and into the market, and if a product’s gross margin is ten dollars but the corporate overhead is a million a month, it will take the sale of 67,000 more units to break even than if it were to take only six months to market. A critical question for you.

Competition 156

Competition Sales Marketing Product 156

Both Sides of the Table

SEPTEMBER 10, 2021

We operate at scale and speed unprecedented in human history.” * I first wrote about the changes to the Venture Capital ecosystem 10 years ago and this still serves as a good primer of how we arrived at 2011, a decade on from the Web 1.0 How our VC Firms Like Ours Organizing to Meet the Challenges? dot-com bonanza.

Venture Capital 471

Venture Capital Writing Invest Pricing 471

Both Sides of the Table

MARCH 19, 2013

The era of VCs investing in successful consumer Internet startups such as eBay led to a belief system that seemed to permeate many enterprise software startups that hiring sales or implementation people was a bad thing. But the “no sales people” mantra isn’t what I’m here to take on. I believe it’s flawed.

Startup 403

Startup Sales Software Review Technical Review 403

TechCrunch LA

OCTOBER 5, 2020

GrubMarket , which provides a B2C platform for consumers to order produce and other food and home items for delivery, and a B2B service where it supplies grocery stores, meal-kit companies and other food tech startups with products that they resell, is today announcing that it has raised $60 million in a Series D round of funding.

Technical Review 343

Technical Review Startup Marketing San Diego 343

Startup Professionals Musings

MAY 30, 2022

Early-stage entrepreneurs rightly keep their focus on creating an innovative product or service. Weinfurter, talks about making the leap a couple of times himself, and the perspective he gained from many years of consulting with other companies who have done the same. Switch your attention from product development to sales.

Sales 147

Sales Metrics Guide Startup 147

Startup Professionals Musings

MARCH 31, 2023

Business success is all about meeting the needs of the modern buyer, who is more informed, has access to more choices, and is ever smarter about making purchasing decisions. While his insights have come from large organizations, I give many of the same recommendations to every startup: Channel engagement performance.

Metrics 102

Metrics Demand Paramount Content 102

socalTECH

MAY 22, 2019

David Wood: We make event planning software for social organizations. It's all about a social organization, like a Boy Scout group, a Girl Scout group, a religious organization like a church, K-12 such as when they do field outings, but also holiday parties and company meetings, sales force organizations.

Startup 212

Startup Evite Organization Software 212

Xconomy

OCTOBER 5, 2016

Dominating business-to-consumer sales, Amazon seems ready to take over the world of business-to-business too. In its first year, Amazon Business generated $1 billion in sales. These drivers have become the destination for their spaces like Amazon with consumer products, Aetna with healthcare needs, and USAA for life events.

Organization 91

Organization Custom Customer Study 91

Startup Professionals Musings

JULY 3, 2020

Business success is all about meeting the needs of the modern buyer, who is more informed, has access to more choices, and is ever smarter about making purchasing decisions. While his insights have come from large organizations, I give many of the same recommendations to every startup: Channel engagement performance.

Marketing 174

Marketing Invest Demand Metrics 174

Both Sides of the Table

DECEMBER 7, 2014

I spend a lot of time with startups and thus hear many companies talk about their approach to sales and their interactions with customers. From these meetings you can really tell the leaders that care deeply about their customers and those the look down on them. We were talking about raising money from LPs.

Custom 341

Custom Customer Venture Capital Software Review 341

TechCrunch LA

SEPTEMBER 13, 2021

Appetize will go to market as SpotOn and will work to grow its client base, which already includes an impressive list of companies and organizations including Live Nation, LSU, Dodger Stadium and Urban Air. . But the company says its offering extends beyond traditional payment processing and point-of-sale software.

Technical Review 296

Technical Review Software Review Invest Acquisition 296

Berkonomics

FEBRUARY 23, 2023

Young companies have been known to outgrow the abilities of management to focus and direct them, failing to make the transition to organized, stable growth. Competitors, seeing a successful development of a niche, flock into the competitive void with products or services built with a fresh view of the current environment.

Pricing 156

Pricing Invest Equity Entrepreneur 156

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. They’re organized and methodical. More on that later.

Startup 350

Startup Sales Framework Organization 350

Startup Professionals Musings

APRIL 10, 2021

Entrepreneurs often have formidable technical expertise, key to developing a new product or service, but a great naïveté in management skills. They run into difficulty when their business reaches the $1-2 million annual sales range, or their employee count exceeds 5-10. Organize your work before you begin.

Startup 171

Startup Organization Training Entrepreneur 171

Both Sides of the Table

JANUARY 6, 2014

I’ve written a few posts about boards recently as part of a series on the subject. I admit that I haven’t yet read it but I’ve had numerous discussions with Brad over the years about board structure & conduct and consider him a mentor on the topic. In the Early Days. As You Start to Mature. Experience.

Startup 325

Startup Sales Technical Review Software Review 325

Startup Professionals Musings

FEBRUARY 17, 2013

Every startup lucky enough to get some traction gets to the point where they decide to hire some “regular employees” for sales, marketing, and administrative tasks. Then they are surprised to see productivity and creativity take a big dip. Employees will care only about work they create.”

Entrepreneur 97

Entrepreneur Training Sales Technical Review 97

Startup Professionals Musings

JANUARY 4, 2023

These days it is often more about being unique than being valuable. A UVP sells a product or service because it differentiates it from other products or services that are available. With social media, you can interact more precisely and create custom products and marketing to be almost all things to all people.

Marketing 107

Marketing Technical Review Startup Innocal 107

Berkonomics

AUGUST 3, 2023

Some businesses require very little capital and the founder can self-finance the enterprise and retain 100% of its ownership and control from ignition through liquidity event (startup through sale). There is a lot to say about retaining control. For those of you who fit that description, nice work.

Venture Capital 295

Venture Capital Startup Class Invest 295

Startup Professionals Musings

MARCH 23, 2013

Their computers then cleverly merge your ads with search results when users search words imply an interest in your products. With PPC, the goal is for the search user to not only see your ad, but to click on it to get to your website (click-through), and buy your widget (conversion to sale). Keyword research and budget forecasting.

Paid Search 90

Paid Search PPC Organization SEO 90

Startup Professionals Musings

APRIL 23, 2022

Every startup lucky enough to get some traction gets to the point where they decide to hire some “regular employees” for sales, marketing, and administrative tasks. Then they are surprised to see productivity and creativity take a big dip. Employees will care only about work they create.”

Startup 134

Startup Training Sales Entrepreneur 134

Startup Professionals Musings

JUNE 4, 2021

Thus I recommend that you stick with organic search, and use SEO to raise your ranking. Their computers then merge your ads with search results when users search words imply an interest in your products. Advertising is all about getting the most results for the least cost. Keyword research and budget forecasting.

PPC 154

PPC SEO Paid Search Search Engine Optimization 154

Tech.Co

MAY 18, 2017

The Clipper Corporation is a global distributor and supplier for the food service and consumer products industry. Direct Relief is a non-profit, non-partisan organization that provides medical assistance to people around the world who have been affected by poverty, natural disasters, and civil unrest. HATCHBEAUTY Products, LLC.

Los Angeles 217

Los Angeles Angel Startup Outsource Development 217

Tech Zulu Event

NOVEMBER 16, 2013

Turn on your phone and look at the productivity folder. Because we’ll probably default to the organized chaos of the native iOS/Android notepad anyway. Kind of like a disarrayed choose your own adventure book about your life. You’ll be more productive within three weeks time. We’ve been there.

Product 99

Product Ideas Email Organization 99

Startup Professionals Musings

APRIL 10, 2020

These days it is often more about being unique than being valuable. A UVP sells a product or service because it differentiates it from other products or services that are available. With social media, you can interact more precisely and create custom products and marketing to be almost all things to all people.

Mobile 173

Mobile Marketing Technical Review Startup 173

Berkonomics

JANUARY 19, 2017

Depending upon the size of the companies and complexity of the products or services involved, it is fair to assume that you’ll need to dedicate a resource to this effort, sometimes a full time resource at that. Consider a sales relationship where your product will be in the bag of salespeople from the partner company.

Press 120

Press Sales Training Resource 120

Xconomy

JULY 5, 2016

People who live outside of Indiana probably know a few things about it: The Indianapolis 500, a.k.a. But people might not know much about Indiana’s economy and its culture of innovation. Here are three things you probably didn’t know about the Hoosier State: 1. billion in exports during the 12 months ended Sept.

Patents 67

Patents Research Anthem Education 67

Both Sides of the Table

JULY 1, 2010

We all like to think of startups as “non hierarchic&# organizations and to some extent that should be true. I never built a Google-sized business but I did build an organization from scratch that grew to 120 employees in 5 countries before we sold it. An obvious example would be in sales.

Startup 308

Startup CTO Coach Technical Review CTO Hire 308

TechCrunch LA

SEPTEMBER 7, 2021

What can you tell us about MuteSix as an agency? Greg Gillman: We’ve been around for about nine years. And then bit by bit, we grew the organization. DTC entrepreneurs are more focused on immediate impact, because if they’re not selling product, there’s no large brand propping them up.

Commerce 211

Commerce Content Marketing Startup 211

Both Sides of the Table

APRIL 10, 2014

One of the interesting things about being a VC is that you often see companies in transition. In some cases this is about getting routine tasks off of the founders plates. The best ones bring in more executive leadership so you can appropriate allocate resources across sales, marketing, product, engineering and support.

Startup 381

Startup Resource Venture Capital Activity 381