Both Sides of the Table

MARCH 31, 2012

If you haven’t read Adam Lashinsky’s awesome new book about Apple , you should. It takes on many of the lessons MBA programs and Corporate America have been teaching about business for the past 50+ years and questions whether lessons from Apple might be more applicable in thinking about the future.

Startup 319

Startup Sales Course Competition 319

TechCrunch LA

JULY 19, 2022

The process for retailers and brands to liquidate excess inventory hasn’t changed very much, if at all, and while some retailers were able to build operational infrastructure to service the off-price channels, it continues to be a constant pain point. That’s our vision.”. How e-commerce companies can brave the new retail environment.

Product 191

Product Funding Technical Review Equity 191

TechCrunch LA

AUGUST 12, 2022

We gained sort of a cult following because we had healthy meals at an accessible price point.”. In January 2020, the company was in discussions with Whole Foods about launching a pilot of its meals in a few stores. On days when we did the ‘Positive Popups,’ people loved it. However, there was a silver lining for Positive Food.

Invest 175

Invest Los Angeles Startup Funding 175

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

InfoChachkie

JANUARY 5, 2015

In his premier film appearance in the blaxploitation send-up “I’m Gonna Git You Sucka,” Chris Rock inadvertently addresses a key pricing challenge faced by most entrepreneurs. Watch this 93-second clip and see if you can identify the pricing pitfall addressed in this humorous snippet. Price = Value. How Much For A Rib?

Pricing 100

Pricing Product Startup Customer 100

Both Sides of the Table

NOVEMBER 2, 2010

This is part of a series on sales & marketing. I previously covered how early phase sales teams should be “evangelical&# and consultative in nature. The first post on scaling sales dealt with “aiming&# your sales teams – making sure they were focused on the right opportunities.

Sales 289

Sales Startup Training Pricing 289

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.

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Sales Startup Pricing Customer 316

Berkonomics

JANUARY 26, 2017

The rest of the purchase price was concocted from a brew of zero coupon bonds (where the face value is many times the invested amount until the reduced cost bonds mature thirty years later), and borrowing using the target company’s accounts receivable and other assets as collateral for a loan to purchase the company. What power!

Pricing 120

Pricing Sales Tool Equity 120

Both Sides of the Table

OCTOBER 31, 2010

This is part of my ongoing Sales & Marketing Series. In the first part of this post I talked about how sales in a startup is often evangelical , requires as consultative sale and needs constant adjustments based on customer feedback. We had 4 or 5 sales reps that had been around since the early days.

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Sales Newsletter Technical Review Activity 286

Both Sides of the Table

FEBRUARY 16, 2015

recently wrote a post talking about how some VCs meddle in operating company decisions or some executive teams are too reliant on VCs to jump in and make hard calls for them. Here is where I see this really play out: Product Management. Most CEOs fancy their own product skills and like to weigh in on priorities. I did this.

Startup 150

Startup Sales CTO Coach Course 150

TechEmpower

DECEMBER 11, 2023

Here are some items to think about: Have you defined the functionality? Ensure that you investigate the designers' past work, samples of their work product, and their process. Quality of Work: The end product should not only look good but function as expected. cto , product , saas Or is your project a clean slate?

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Software Development Software Review Develop Development 295

InfoChachkie

FEBRUARY 19, 2014

Software as a service (SaaS) is a popular business model because it facilitates the delivery of incremental value to customers, while allowing the vendor to adjust their prices over time. However, such price increases generally occur after new utility has been provided to the customers. A hybrid of the SaaS model is emerging.

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SaaS Pricing Sales Customer 215

socalTECH

JULY 10, 2019

We spoke with CEO and co-founder Spencer Price to learn more about the company. Spencer Price: Halla is the only software company to dynamically profile human tastes so we can help people make better choices. Spencer Price: That's a fair question. Spencer Price: It's a bit of a circuitous route. What is Halla?

Pricing 113

Pricing Startup North Hollywood Platform 113

Both Sides of the Table

OCTOBER 12, 2010

A while back I wrote a bunch of posts on Sales & Marketing and have been meaning to get back to that theme for a while. Even if you don’t have “direct&# sales I would tell you that “everything is a sale&# including fund raising, hiring, getting press and doing business development. You learn by asking.

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Sales Startup Technical Review Customer 346

TechCrunch LA

MARCH 3, 2019

Musk has been teasing the car’s release since 2015, and in a January letter to shareholders said that high volume production would begin by the end of 2020. Tesla said that to achieve this lower price it will shift all sales globally to online only, meaning the company will be closing many of its stores over the next few months.

Design 272

Design Layoffs Pricing Los Angeles 272

InfoChachkie

APRIL 13, 2015

Avoid a simple pricing mistake which could sink your startup. Because I am cheap and I know that car dealers are incentivized by the manufacturer to hit quarterly and annual sales goals. Thus, the value of a sale at the end of a quarter can be significant, if the sale contributes to obtaining a manufacturer''s incentive.

Pricing 100

Pricing Startup Sales SaaS 100

TechCrunch LA

APRIL 5, 2022

It’s not about necessarily building something for a hardcore buyer today,” co-founder and CEO Alex Perelman told TechCrunch. “We We want to build a product for the next generation that wants to be mobile, video driven, exciting and fun.”. The feed shows videos of homes on the market, as well as a price tag.

Content 255

Content Pricing Seed Funding Los Angeles 255

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

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

Startup Professionals Musings

OCTOBER 21, 2023

Too many founders have learned that passion and free beta products do not imply a sustainable business. Proof of any business model starts with a finished product or solution, sold to a new customer for full price, with high satisfaction for the value received. Word of mouth is not adequate for marketing and sales.

Customer 109

Customer Custom Satisfaction Sales 109

Both Sides of the Table

JANUARY 14, 2014

All the data actually suggests with the growth of mobile, inbound sales calls will double from 30 billion to 60 billion in 3 years (source: Kelsey). In the US alone there are 30 billion inbound sales calls every year. So I send Byron any SaaS investment I do at the earliest stage where I know we’ve nailed product / market fit.

Email 339

Email SaaS Venture Capital Google 339

Berkonomics

MARCH 3, 2022

Quality” products and services…. should not be positioned as “cheap,” or your potential customers will question your message from the start and will be more critical of the delivered product than if offered as one or the other, but not both. Fast” applies to either service speed (including delivery) or product manufacturing time.

Resource 156

Resource Sales Pricing Startup 156

Tech.Co

MAY 31, 2023

In this guide: Free Business Tools Best Communication Tools Best Cybersecurity Tools Best Project Management Tools Best Marketing Tools Best Financial Tools Best HR tools Best Sales Tools Next Steps: Moving Forward With a Solution Best Free Business Tools for Startups Not every startup will have a budget for smart software. From its 4.3-inch

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Tool Startup Software Review Technical Review 128

Both Sides of the Table

SEPTEMBER 10, 2021

On the other hand, the biggest winners will turn out to be much larger than the prices people paid for them and this will happen faster than at any time in human history. We can’t wait for customers to use the product for 12–18 months and do customer interviews or look at purchase cohorts. dot-com bonanza.

Venture Capital 471

Venture Capital Writing Invest Pricing 471

Startup Professionals Musings

MAY 29, 2023

In my experience in large businesses as well as years of advising startups, I see far too much focus on product skills, and too little on people and process skills. His focus is on sales, but I see the same skills needed for entrepreneurs. Building a company and selling are all about gaining commitments.

Startup 154

Startup Sales Entrepreneur Customer 154

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

DECEMBER 25, 2021

You may think this is only important to your marketing and sales people, but in reality it doesn’t matter how great your product or technology might be, you won’t succeed if you don’t understand your target customer decision process. Every aspect of your business must be about sales.

Customer 136

Customer Custom Sales Social Media 136

Startup Professionals Musings

DECEMBER 2, 2022

You can’t succeed in business without an operational model that delivers value to customers at a reasonable price, with an underlying cost that allows you to make a profit. A target market is the group of customers that the startup plans to attract through marketing and sales their product or service. Sales/Marketing.

Sales 102

Sales Customer Custom Outsource 102

InfoChachkie

JUNE 30, 2014

Entrepreneur and noted investor Brad Feld unwittingly echoed Franks approach to marketing when, during a discussion with me , he declared, " …companies should… focus on building amazing products. If you have amazing products, the marketing of those products is trivial. Don’t tell me what you are, just be it and show me.”.

Marketing 193

Marketing Software Review Product Social Media 193

Berkonomics

FEBRUARY 23, 2023

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. What about those unicorns? In such instances, the phrase, “race to zero,” perfectly describes the result of a miscalculation in the name of either optimism or greed.

Pricing 156

Pricing Invest Equity Entrepreneur 156

Startup Professionals Musings

FEBRUARY 27, 2017

You may think this is only important to your marketing and sales people, but in reality it doesn’t matter how great your product or technology might be, you won’t succeed if you don’t understand your target customer decision process. Every aspect of your business must be about sales.

Sales 82

Sales Entrepreneur Customer Custom 82

Startup Professionals Musings

JANUARY 22, 2021

Too many founders have learned that passion and free beta products do not imply a sustainable business. Proof of any business model starts with a finished product or solution, sold to a new customer for full price, with high satisfaction for the value received. Word of mouth is not adequate for marketing and sales.

Sales 165

Sales Customer Custom Social Media 165

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

Sales Entrepreneur Customer Custom 106

Startup Professionals Musings

DECEMBER 17, 2022

I’m not talking here about a small pivot. I’m talking about the kind of change that moved Apple from personal computers to music distribution to consumer electronics, and Amazon from books to e-Commerce to cloud computing services. Prices begin to decline quickly. This S-Curve, with no correction, can quickly lead to disaster.

Startup 106

Startup Pricing Cloud Computing Customer 106

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

Both Sides of the Table

NOVEMBER 9, 2012

I speak privately a lot about getting an exit at a startup. I haven’t spoken publicly about it much but since Rincon asked – I agreed. The median VC exit price for deals is $70 million (FLAG Capital via Bryce.VC). So entry price matters a lot. They say the same about VC. ” That’s b t.

Startup 323

Startup Technology Venture Capital Santa Barbara 323

Startup Professionals Musings

FEBRUARY 26, 2023

Thus the subscription model (low fixed monthly payments), has become the norm for new products and services. If you can help with a relatively complex product or service, this one is especially appealing to customers who are not overly price sensitive, or ones for whom waiting in line can have catastrophic consequences.

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Startup Pricing Customer Custom 117