Helping Startups Understand Salespeople & the Sales Culture

Both Sides of the Table

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. Sales people: Are motivated by cash.

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Why Your Startup Needs a Sales Methodology

Both Sides of the Table

Like most startup entrepreneurs, when I began my first company in 1999 I had no formal sales experience. Invariably your first efforts at product won’t quite hit the mark – and this is OK. question in sales. question in sales. Sales & Marketing Advice

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How to Shorten Your Sales Cycle and Avoid Wasting Time

Both Sides of the Table

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. Sales & Marketing Advice Startup Advice

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Pipeliner CRM's Nikolaus Kimla On Moving to LA, Sales Entrepreneurship

socalTECH

The people we spoke with told us that CRM sucks, and sales people have to use this software, but don''t like to use it. Nikolaus Kimla: We started to promote the product, and saw immediately that it was rocking around the world. What kinds of customers use your product?

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The Danger of Crocodile Sales

Both Sides of the Table

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. They are seldom productive.

How Event Farm Is Making Events A Part Of Your Sales Funnel

SoCal Tech Calendar

The most obvious, is to drive sales. We also wanted access to development resources, and we have our product team here, the engineers and designers, all based in Santa Monica. Silicon Beach is the premiere market for what we're doing, and it is really about attracting talent, getting the right ideas, and getting the right cultural environment, to be able to produce the product we have. However, our approach is a whole new product category, part of the marketing cloud.

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Improving Sales: The Excuse Departement is Closed

Both Sides of the Table

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. Sales people: Are motivated by cash.

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Identifying Pain in the First Step in a Sales Process – Here’s How

Both Sides of the Table

In my first enterprise software company we developed a methodology for sales that we called PUCCKA. Having a methodology instead of just going on random sales visits helped force a bit of rigor and honesty amongst team members about how well or not we thought we were doing.

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What Do You Need to Do to Improve Sales? Here’s a Start …

Both Sides of the Table

I write about sales often both because it’s the lifeblood of any organization and because in my experience it is the area in which more startups are least experienced or inclined. I also write and talk about it frequently because raising capital is a part of sales and this is important for entrepreneurs to understand. To make it simple and easy to remember – there are three basic rules of sales: 1. And it’s the start of any great sales process.

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Why Taking Some Risks in the Sales Process Can Improve Results

Both Sides of the Table

Many people are too cautious in sales processes and as a result when they present their solutions they end up sounding milquetoast and undifferentiated from anybody else in the market. In this post I advocate taking a harder stand on where your product or solution differentiates in the market – even if it means you lose some deals as a result. I recently wrote about the three rules of sales.

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The Biggest Reason Most Sales Campaigns Don’t Close

Both Sides of the Table

Every sales organization with more than a handful of reps or that is across multiple offices or time zones would benefit from having a sales methodology. A friend of mine who was a former sales manager used to call this, “Identify the need then get the need agreed.”

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Startup Sales – Why Hiring Seasoned Reps May Not Work

Both Sides of the Table

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. Evangelical sales – Understanding startup sales people and process. This is probably because many founders are product or technology people.

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The One Key Person That Will Help You Improve Sales

Both Sides of the Table

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

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Verengo Solar Sells Assets In Bankruptcy Sale

socalTECH

Financial details of the sale were not announced. Crius Energy Corporation is a provider of electricity, natural gas and solar products to residential and commercial customers. As part of the deal, Verengo said that Crius will provide "debtor-in-possessoin" financing which will enable to the company to continue operating during the sale process.

Fan Appz Launches Social Media Marketing Product

socalTECH

Los Angeles-based Fan Appz , which is headed by Jon Siegal, said today that it has launched a new social media marketing product. Fan Appz said it differs from other, social media marketing products because it is focused on helping brands close a sale. Jon Siegal was previously a VP of Sales at Siebel Sytsems., The firm said its Personalized Marketing Platform is aimed at brand, to help them turn their fans into customers.

Myricom Names New Sales VP

socalTECH

Arcadia-based Myricom , the developer of low latency, 10 Gigabit Ethernet clustering products for the high performance computing (HPC) market, said Monday that it has named Mike McPherson as the firm's new Vice President, Worldwide Sales. McPherson has previously served at such firms as Alteon WebSystems, Nortel Networks, Neterion, PathScale, SilverStorm, and others, serving in a number of VP of Sales and related roles.

Mogreet Opens Midwest Sales Office

socalTECH

Los Angeles-based Mogreet , coming off a new round of venture funding, is in expansion mode, saying that it has opened up a new Midwest sales office for the company. The firm offer up video-based, mobile marketing services and products. sales executive midwest marketing mogreetMogreet said it has opened up a new office headed by Joshua Pyne, who the firm snagged from ChaCha, the mobile questions and answers service. Mogreet recently raised $4.1M

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A Day in the Life of a Product Manager

Tech Zulu Event

Rather, these were the words given in response to the opening question to a panel of product managers to “describe their occupation” in 3 words or less, + an additional word on what their biggest challenge was. Jay Stakelon , VP Product Design, Fullscreen.

Increase Your Sales Velocity By Saying No To Pilots

InfoChachkie

Indecisive prospects diffuse a startup''s focus and slow down its sales velocity. The first step to increasing your company''s sales velocity is to eliminate the word “Pilot” from your salespeople''s lexicon. product, geography, customer segment, etc.).

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Scaling Sales: Arming & Aiming – Objection Handling

Both Sides of the Table

This is part of a series on sales & marketing. I previously covered how early phase sales teams should be “evangelical&# and consultative in nature. Some objections are real and they end up becoming changes to your product, your service plan or your pricing / bundling.

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Startup Children – How To Parent An Entrepreneur (Part II) - Sales Advice From Dr. Seuss

InfoChachkie

Man or woman, the tactics deployed by Sam are applicable to any sales situation and can be put to use by any salesperson, irrespective of their gender. He is so confident in his green eggs and ham product that he cannot help but smile. Entrepreneur Partnerships Sales The Fringe

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3 Sales Tips for Startups – Creating a Burning Platform

Both Sides of the Table

Many entrepreneurs who start technology companies are product people, technologists or savvy business people who worked previously for a larger company. Most start-up entrepreneurs have little or no sales experience. The real test of sales and the topic of my post is “why buy now.”

ACTIVE Network, LeftLaneSports.com Launch Private Sales Site

socalTECH

San Diego-based ACTIVE Network , the online sports registration site, and LeftLaneSports.com , a members-only e-commerce site based in San Luis Obispo, said today that they have tied to launch a new, private sales website called ACTIVE GearUp. THe two said the site will offer deals on products from endurance and outdoor brands.

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How Digsy Is Using Data, And Deals, To Drive Real Estate Sales

socalTECH

We spoke with Andrew about how the company pivoted from its original model after finding a huge amount of traction for its sales software and data, and its ability to guide brokers on the best practices for them to close more deals, which it is now offering as software-as-a-service. We did a test where our team would only focus on collecting emails, and emailing those prospects, and correlating the number of responses to the number of potential sales.

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Convertro Launches New Product

socalTECH

Convertro , the new advertising analytics and optimization technology firm headed by Jeff Zwelling, has released a new product today, saying it has launched a product which helps figure out attribution of such things as Twitter streams, YouTube channels, Pinterest pins, and Facebook to sales, in addition to tracking of display advertising, paid search, and other online advertisements. convertro attribution analytics ecommerce sales tracking pinterest social media

ShowUhow Turns To Video For Sales Leads

socalTECH

The firm said it has launched a new product, Reel Qualified, which it says will offer tools to engage customer prospects, capture leads, and track visitor interactions. The firm said the product uses professional video and QR codes to drive leads, complete with connections into Salesforce.com. The company announced the new product at Salesforce.com's Dreamforce conference this week.

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Leads360 Gets $15M For Sales Lead Software

socalTECH

According to the company, the new funding will go towards product offerings, strategic partnerships, and awareness of its platform. Leads360's software is used for managing and tracking sales leads. leads360 sales lead management software venture capitalLos Angeles-based Leads360 , the developer of leads management software headed by Nick Hedges, said this morning that it has raised $15M in new funding.

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Cylance Names Sales, Product Execs

socalTECH

Cylance said it has named Rahul Kashyap as Chief Product Officer and John Giacomini as Executive Vice President, Global Sales. Kashyap was previously Executive Vice President of Products at Bromium, and led worldwide threat research at McAfee Labs; Giacomini was most recently Executive Vice President, Worldwide Sales at Forcepoint (formerly Websense), and also served at Blue Coat Systems and Network Catalyst.

Why Email May Be Draining Your Company’s Productivity

Both Sides of the Table

That great productivity drain that we somehow all buy into. So I ask you – if you’re being reactive to somebody else’s emails are you really being as productive in your company as you could be? Sales. Email. Ah, email.

Evolving Empyr Unveils Way to Link Online Ads with Offline Sales

Xconomy

When he started selling baby products in 2000 through his college startup eHeaven, Carder recalls, he began well after the e-commerce trend had started. When Jon Carder talks about online consumer trends, he speaks with some experience.

Phoenix Shops Its Cancer Drug as Potential Alzheimer’s Treatment

Xconomy

San Antonio — George Perry, a scientist at the University of Texas at San Antonio, has long proposed that drug developers and researchers need to look earlier into the roots of Alzheimer’s disease.

Medsphere Names Sales, Marketing VP

socalTECH

Carlsbad-based Medsphere Systems , which develops open source healthcare software, said today that it has named John Bright as Vice President of Sales and marketing. Medsphere develops a suite of clinical support products and services focused on electronic health record systems. medsphere sales marketing executive lifescience open source healthcare

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ReachLocal Launches Trio Of Products, Targets Home Services

socalTECH

The new products are part of a push by the company to expand the services it offers to small and medium sized businesses, beyond its roots in helping those firms advertise their businesses online. According to ReachLocal, it has launched three new products, ReachSite , ReachConvert , and ReachCommerce. Woodland Hills-based ReachLocal said today that it has launched three, brand new services today, including a new website focused on the booking of home services.