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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

Sales 149

VC Confessions: I Don’t Really Care About Your Product Demo

InfoChachkie

The entrepreneur cannot wait to show me their product via a demo. You’re the first one I’ve met who didn’t want to see our product.” My “no demo” approach is clearly not appropriate when assessing the veracity of investments with a hardware component or with a consumer facing product.

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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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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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.

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.

Help 83

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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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.

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.

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

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.).

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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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.

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

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.”

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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.

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.

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.

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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

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.

Newegg, Indiegogo Team On Crowdfunding Effort

SoCal Tech Calendar

Los Angeles-based online electronics retailer Newegg and project crowdfunding site Indiegogo said this morning that the two are in a collaboration, where they will help successfully funded, crowdfunding campaigns to sell and deliver their products. newegg indiegogo crowdfunding retail technology product sales merchandising ecommerce retailer

Buy.com Expands Home Improvement Products

socalTECH

Aliso Viejo-based Buy.com is reporting today that it has "significantly expanded" its selection of home improvement products. The online retailer said it has linked with CPO Outlets, adding thousands of home and outdoor products to the store. Buy.com said the products include lawn care products, tools, compressors, pressure washers, generators, and more. retail internet sales ecommerce improvement home

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ValueClick Launches Political Advertising Product

socalTECH

Westlake Village-based ValueClick Media , the ad network division of ValueClick, is taking advantage of the runup to the Presidential elections with a new product. ValueClick said it has launched GoVote, a new advertising product aimed at political marketers. The company explained that its new product allows marketers to acquire and influence campaign donors, volunteers and voters, allowing those marketers to specifically target registered voters and politically active Americans.

Decoding The Secret To Success In Subscription Businesses: Georg Richter, OceanX

socalTECH

What's the secret to creating a profitable, successful, physical subscription based business--and to do that at the scale of large, consumer product goods (CPGs) companies? I have a long history in physical subscriptions, and spent three decades working on only physical, recurring revenue companies, and have always been involved with some kind of physical products. You need to understand what it means when a customer receives a product.

Fandango Claims Record Sales In May

socalTECH

Los Angeles-based Fandango , the movie ticketing and information service, said today that it has had the best ever number in May for traffic and ticket sales, for the company's entire 12-year history.

QLogic Sells InfiniBand Products To Intel For $125M

socalTECH

Aliso Viejo-based QLogic , the manufacturer of networking adapters, switches, and ASICS, said this morning that it is in a definitive agreement to sell its InfiniBand product lines and assets to Intel Corporation , in a deal worth $125M in cash.

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Interview: Mark Faggiano On TaxJar's Sales Tax Savvy Software

socalTECH

Sales tax compliance is not a typical sexy startup area. Mark Faggiano is the CEO and founder of the company, and spoke to us about what the big deal is about sales tax software compliance. How come you decided to tackle sales tax compliance?

YouTube Marketing | Top 8 Tips to Increase Sales with Video

Tech Zulu Event

Orapup Sold $1 Million In Merchandise Before Going Into Production. If any ideas in the script take away from the core message for selling the product it will hurt it the effectiveness of the video.

BeBop Technology Expands Into Canada, Europe

socalTECH

The company said it has opened up a sales and support office in Vancouver, California; opened up a data center in Ireland; and tied with a British company, BASE Media Cloud, in London. Long, develops cloud-based software for handling post production. bebop technology canada europe sales support post production software international london

Pinterest Marketing & Technology Firm, HelloSociety Generates $30M In Additional Sales Revenue For Its Clients

Tech Zulu Event

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.