Both Sides of the Table

JUNE 23, 2013

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. But the number one reason sales stall when customers see the value in what you do is because they often don’t have a reason to buy NOW. The USP solves the, “Why Buy Me?”

Sales 328

Sales Customer Custom Examples 328

Berkonomics

AUGUST 10, 2023

From the moment such an investor looks seriously at your company, the investor or VC partner is thinking of the end game, the ultimate sale of the company or even of an eventual initial public offering. There is no middle ground. Resetting your priorities Taking money from these sources involves resetting priorities over time.

Venture Capital 292

Venture Capital Sales Invest Class 292

Berkonomics

AUGUST 17, 2023

Preparing for the game… If you have been following our recent insights, you’ll be up to speed knowing that professional investors negotiate tough terms, from provisions of control over asset acquisition, eventual sale of the company, future investments, forced co-sale when others attempt to sell their shares and more.

Invest 296

Invest Capital Startup Entrepreneur 296

Berkonomics

MARCH 3, 2022

If you as a supplier have plenty of spare resources available, you might temporarily get away with adding “fast” to both other two attributes of good and cheap. If it becomes a part of your long-term sales message, there is risk that you will set expectations you cannot achieve. But beware. . Back to Red Adair….

Resource 156

Resource Sales Pricing Startup 156

Berkonomics

SEPTEMBER 28, 2023

Be ready to over-allocate resources to a launch. The best advice I can give is to allocate all your resources to supporting the roll-out of a new product, at least for a short period. What if my resources are limited? Respond immediately to every question and complaint. And I am serious about the “…at all costs” admonition.

Resource 156

Resource Customer Custom Product 156

Berkonomics

FEBRUARY 8, 2024

After friends and family… Once a company founder has tapped the funds available from his or her resources and from friends and family, if the company needs more cash for growth, the most obvious next step is to look for money from angel investors and venture capitalists, typically in the $300,000 TO $3,000,000 range.

Sales 156

Sales Resource Email Pricing 156

Berkonomics

AUGUST 27, 2011

Each decision you make to commit resources affects the future value of the business to some degree. Minor decisions, such as replacing employees who have left the company or equipment needing updating, are usually considered operational in nature, and unless the business is changing direction, not relevant to this analysis.

Resource 184

Resource Acquisition Statistics Study 184

Both Sides of the Table

JULY 4, 2013

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. ” But many people get secure in their sales process with just meeting / talking to the people who are the nicest to you. Unique Selling Proposition. Compelling Event. The enemy is against you.

Sales 321

Sales Organization Startup Resource 321

InfoChachkie

SEPTEMBER 23, 2013

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. If you haven''t already subscribed yet, subscribe now for free weekly JohnGreathouse.com articles! More Than Syntax.

Sales 215

Sales Outsource Development Metrics Resource 215

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.

Sales 286

Sales Newsletter Technical Review Activity 286

Startup Professionals Musings

JULY 13, 2015

Every entrepreneur I know is short on resources, including time, money, and skills. Waste in a startup is any activity that spends resources, but creates no value or competitive advantage in the eyes of customers. Recovery efforts are wasted resource which rarely succeeds. That’s a deadly waste you can’t afford.

Resource 105

Resource Startup Entrepreneur Training 105

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. In order for somebody with IA to be your champion he has to be actively helping you through the sales process. Is she managing a P&L and wants to reduce costs or improve sales?

Sales 322

Sales Help Organization Product 322

Berkonomics

JANUARY 12, 2023

Management undertakes a simple exercise of calculating the increased profitability of shutting down all R&D, sales and subordinate operations, and universally notes with shock the high net profit that results – from shutting down all operations except customer service to recurring customers (as in software support operations.).

Sales 296

Sales Customer Custom SaaS 296

Berkonomics

JULY 13, 2023

Assign one of our corporate employees to support sales and installation efforts by all distributors. Note that the strategy calls for cooperation between business development, sales, marketing, product development, installation, and support. Train and transfer technology to each new distributor within 90 days of signing.

Resource 156

Resource Examples Tool Sales 156

Startup Professionals Musings

JANUARY 8, 2018

Every entrepreneur I know is short on resources, including time, money, and skills. Waste in a startup is any activity that spends resources, but creates no value or competitive advantage in the eyes of customers. Recovery efforts are wasted resource which rarely succeeds. That’s a deadly waste you can’t afford.

Resource 52

Resource Training Entrepreneur Activity 52

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

Startup Professionals Musings

OCTOBER 4, 2021

Does your business have a visible positive strategy, or do your customers and employees still see your primary focus as closing more sales and killing competitors? Every business, especially startups, have limited resources to implement tactics, so they need to be totally clear on the strategy first.

Competition 110

Competition Sales Customer Custom 110

Berkonomics

FEBRUARY 3, 2010

This insight follows closely the conclusions from the previous declaration, that professional investors negotiate tough terms, from provisions of control over asset acquisition, eventual sale of the company, future investments, forced co-sale when others attempt to sell their shares and more.

Resource 149

Resource Startup Invest Entrepreneur 149

socalTECH

NOVEMBER 5, 2012

The announcement came as the firm announced net sales of $107.4M In a release, THQ Chairman and CEO acknowledged that the game maker "faces a number of opportunities and challenges" due to needing to operate with limited capital resources. in revenues. The firm also reported a net loss of $21.0M. READ MORE>>.

THQ 147

THQ Agoura Hills Sales Agoura 147

socalTECH

MARCH 15, 2011

Costa Mesa-based SYSPRO , which developer enterprise resource planning (ERP) software, said today that it has partnered with sales tax software firm Avalara. According to the two, they are in a strategic partnership which will provide sales tax calculation and filing integrated with SYSPRO's ERP software.

Sales 124

Sales Software Resource Develop 124

InfoChachkie

JANUARY 14, 2013

If you have your eyes and ears open, you can discover sales lessons in unexpected places, including the cable TV show, Say Yes To The Dress. There are a number of solid sales techniques on display by the Say Yes team. Throughout the sales process, they continually probe and modify their sales approach, based on the bride's feedback.

Sales 251

Sales Startup Activity RSS 251

Berkonomics

OCTOBER 27, 2022

He stated, “Too often it seemed our internal staff was more focused on getting the ‘work’ (daily tasks) done and not enough on the ‘job’ (supporting subordinates with resources and encouragement.)”. Some accounts payable invoices come from suppliers providing the company resources to serve the customer. Had I been guilty?

Resource 156

Resource Customer Custom Coach 156

Berkonomics

MARCH 18, 2021

And entering the fight without the proper resources usually assures defeat. Resources such as money, experience, statistics about your target, experienced marketing and sales talent, and especially a compelling need and attractive product are all important to the ultimate success of an enterprise.

Entrepreneur 156

Entrepreneur Resource Statistics Customer 156

Berkonomics

OCTOBER 5, 2023

Since this number is budgeted and pre-authorized, managers tend to focus upon other things such as sales, marketing and product development issues. Not long after, the company was sold in a “fire sale” amounting to slightly less than the debt on the books. The art of good management. The financial pain of unplanned delays.

Venture Capital 296

Venture Capital Product Marketing Resource 296

Berkonomics

AUGUST 6, 2020

Some of us build our businesses to be lifestyle creations, destined to provide for our families but not necessarily as creators of great equity upon an eventual sale. Focus your decisions and resources to build value. But most of us dream of selling the business someday for lots of money and building our wealth upon that event.

Resource 156

Resource Startup Sales Equity 156

socalTECH

APRIL 14, 2021

Los Angeles-based BLAZE, a developer of enterprise resource planning and point-of-sale software for the legal cannabis market, recently raised $8M in a funding round, according to the company. According to the company, the new funding will go to expand, scale and build out its product, sales and marketing efforts.

Software 113

Software Sales Resource Los Angeles 113

Both Sides of the Table

JULY 9, 2013

This is final part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. Well think of it this way – you have your sales process. And with scarce resources it’s your job to decide which door this lead must go through – sales or marketing.

Customer 324

Customer Custom Marketing Newsletter 324

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. If you hire truly talented people you end up definitionally with a lot of competitive peers who will inevitably jockey for resources and control. Marketing of course often feels the opposite.

Entrepreneur 385

Entrepreneur CTO Hire Startup Sales 385

Berkonomics

APRIL 21, 2022

What resources do you already own? Since then, that company has grown to the largest influencer marketing company in the world, with over $100 million in campaigns, $2 billion in measurable sales and trusted by 60% of the Fortune 500 companies. But now there’s new media….

Advertising 156

Advertising Media Social Media Newsletter 156

Berkonomics

NOVEMBER 24, 2022

Well, even though that acquisition is still playing itself out on the field of battle, it appears quite clear that the new parent has directed its new subsidiary to abandon the lower end of the market and focus upon the larger sales, corporate customers, and major brands. Opportunity can come when least expected.

Resource 156

Resource Competition Examples Customer 156

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). For those of you who fit that description, nice work. There is a lot to say about retaining control. The post Need money?

Venture Capital 295

Venture Capital Startup Class Invest 295

Startup Professionals Musings

JULY 4, 2021

Every entrepreneur I know is short on resources, including time, money, and skills. Waste in a startup is any activity that burns resources, but creates no value or competitive advantage in the eyes of customers. Recovery efforts are wasted resource which rarely succeeds. That’s a deadly waste you can’t afford.

Startup 161

Startup Resource Training Entrepreneur 161

socalTECH

APRIL 16, 2019

According to the two, the availability of those tools will allow sales and marketing teams to make decisions about the right level of resources to allocate to sales territories, sales enablement, and demand generation efforts.

Research 133

Research Marketing Santa Barbara Sales 133

Berkonomics

AUGUST 3, 2017

Your first customers for any product or service form your reference base, the important group of allies that your marketing and sales people rely upon when attempting to create buzz and make a mass market for a new product. Of course most of us have limited resources for such overwhelming support of a new offering.

Customer 243

Customer Custom Resource Sales 243

Berkonomics

JUNE 2, 2022

Looking for an entrance into a VC, an angel group, a bank, a CxO for a sales opportunity, or any other entity? Few of your contacts will be willing to use their valuable social or political capital helping you with a sales effort, and you will definitely strain your relationship with the intermediary if not a close friend.

Ideas 156

Ideas Sales Competition Venture Capital 156

socalTECH

SEPTEMBER 11, 2020

Mellot was most recently Vice President of Sales and Marketing for the company. Cast & Crew is a developer of payroll, human resources, accounting, and other software for the entertainment industry. According to Cast& Crew, Mellott has been at Final Draft for 14 years, having joined the company in 2006. READ MORE>>.

Burbank 113

Burbank Entertainment Resource Software Development 113

Berkonomics

NOVEMBER 17, 2022

How much money, time and resources would we save? Sales slipping unexpectedly? [Email readers, continue here…] But what if you could develop changes in your business processes so that information, even big data, would be available and analyzed for exceptions almost instantly? and plan to make a new goal.

Report 156

Report Resource Email Sales 156