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Helping Startups Understand Salespeople & the Sales Culture

Both Sides of the Table

Specifically what is often not in the DNA of founders are sales skills. I boil it down to this: sales people are sales people.

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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. question in sales. Champion.

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Velocify Rolls Out New Sales Prospecting Tool

socalTECH

Los Angeles-based Velocify , the developer of leads management and sales software, has rolled out a new tool call SalesCaddy. software management leads tool prospecting sales velocifyAccording to Velocify, the new tool uses social and professional networks to help its users discover and convert potential buyers. READ MORE>>.

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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. Sales & Marketing Advice Startup Advice Summary.

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Mogreet Ramps Sales, Marketing Team

socalTECH

Los Angeles-based Mogreet , the provider of video-based, mobile marketing services, is in the midst of and expansion, including the hiring of two executives to its sales and marketing team. mogreet sales marketing executive directorVenture backed Mogreet provides its video-based, mobile marketing services to brands. READ MORE>>.

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

SoCal Tech Calendar

The most obvious, is to drive sales. Before we came to market, there had not been the focus on having the right people at marketing events, that tracking people matters, and including those events as part of the sales funnel. entrepreneur interview growth sales costello ryan farm event eventfarmWhat, exactly, does Event Farm do?

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Semtech Sale Of IP To Rambus Completes

socalTECH

Camarillo-based Semtech has completed a deal to sell of a bundle of IP assets to Rambus , in a sale that was worth $32M, Rambus said Monday afternoon. Rambus said that the assets become part of its Memory and Interfaces Division. READ MORE>>. semiconductor memory asic core deserialization serial rambus acquisition merger semtech

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Improving Sales: The Excuse Departement is Closed

Both Sides of the Table

Specifically what is often not in the DNA of founders are sales skills. I boil it down to this: sales people are sales people.

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GraphEffect Ramps Sales, Marketing

socalTECH

Santa Monica-based GraphEffect , the venture-backed developer of social marketing software, said today that it has hired both a Sales and Marketing VP. The firm said it has appointed David Pollet as Vice President of Sales, and named Jennifer Cooley as Vice President of Marketing and Business Development. READ MORE>>.

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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. The best sales meetings are discussions.

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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. I recently wrote about the three rules of sales. In sales we often call these USPs (I wrote about them here: Unique Selling Propositions ).

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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.

Sales 99

Bio Roundup: Trump Backlash, Verdine Plans, Sarepta Sale & More

Xconomy

A short week makes for a shorter roundup. As we’ve come to expect, however, there was no dearth of health and life-sciences news from Washington, D.C. Top pharma executives were among 16 CEOs who lobbied Congress for tax reform. Read more » Reprints | Share: UNDERWRITERS AND PARTNERS.

Ecommerce Sales In Q4 Breaks Records

socalTECH

The firm, which measures retail e-commerce sales, said the sales were up 11 percent versus a year ago. The continued growth is a welcome change from the last two years, when e-commerce sales actually dipped into the negative numbers for several quarters, after consistent, double digit sales gains every quarter.

The Biggest Reason Most Sales Campaigns Don’t Close

Both Sides of the Table

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.

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Verengo Solar Sells Assets In Bankruptcy Sale

socalTECH

Financial details of the sale were not announced. 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. READ MORE>>. electricity cleantech acquisition merger crius bankruptcy assets solar verengo

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. Period.

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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. You learn by asking.

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Girls Scouts Go High Tech with iPhone Cookie Sale App

socalTECH

Unfortunately for Los Angeles, Ventura, Orange County, San Diego, and other area residents, all of those Girl Scout cookie sale events recent ended.

TrueCar Sells 1 Million Cars, Hits $31 Billion In Total Sales

socalTECH

Santa Monica-based TrueCar , the auto pricing and sales company headed by Scott Painter, said late yesterday that it has sold its one millionth vehicle through its service, and that $31 billion in sales have gone through its network to date. monthly retail vehicle sales. truecar automobile pricing leads sales vehicle usaa

Telcentris Boosts Sales Team

socalTECH

San Diego-based Telcentris , the operator of the VoxOx and VoxOx in Business voice-over-IP services, said last week that it has bolstered its sales team, hiring a new VP of Wholesale Sales. Peterson reports to Tad Nikolich, VP of Business Sales for Telcentris. READ MORE>>. telcentrix voxox executive voip voice business

Gumgum Names Sales VP

socalTECH

Santa Monica-based Gumgum , the celebrity image licensing and advertising startup headed by Ophir Tanz, has appointed a new VP of Sales, the firm told socalTECH today. The company said it has appointed Brennan Beyer as its new Vice President of Sales. Beyer joins the company from SocialVibe, where he also served as VP of Sales.

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. myricom latency high performance computing clustering executive sales worldwideREAD MORE>>.

THQ Releases Homefront Sales Figures

socalTECH

THQ's sales of the new title are being watched carefully by industry analysts, who so far have given the title mediocre reviews. READ MORE>>.

Tips to Help you Think About Sales at Your Startup

Both Sides of the Table

Sales. It’s the lifeblood of any organization and yet most startups don’t have any sales DNA on their teams. bonus. equity.

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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. sales executive midwest marketing mogreetMogreet recently raised $4.1M The firm offer up video-based, mobile marketing services and products. READ MORE>>.

Increase Your Sales Velocity By Saying No To Pilots

InfoChachkie

Indecisive prospects diffuse a startup''s focus and slow down its sales velocity. A version of this article previously appeared on Forbes.

Amazon Ramps Sales Tax Fight

socalTECH

In a move which might affect California's renewed efforts to tax sales on Amazon.com and other similar e-commerce sites, the e-commerce giant is preparing to shut down a distribution center in runs in Dallas, Texas, over a $269M tax bill presented to the firm by the State of Texas. amazon sales texas california state bill

Online Retailers Start Up Black Friday Sales, Early

socalTECH

retailers retailer sales holiday thanksgiving shopping ecommerce deals november friday blackREAD MORE>>.

Scaling Sales: Arming & Aiming – Objection Handling

Both Sides of the Table

This is part of a series on sales & marketing. More experienced sales leaders seldom compete on price. It is tacit knowledge.

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Why Focusing on Only One Buyer Will Lose You 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. Champion.

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THQ Details Buyers, Numbers After Fire Sale

socalTECH

Bankruptcy Court has granted a motion to approve a sale of the majority of THQ's assets to multiple buyers. THQ detailed the sale Wednesday night, saying the company's estate will receive approximately $72M in total through the sales of its owned studios and games in development. and $3.3M. READ MORE>>.

Startup Sales Lessons From TLC’s “Say Yes To The Dress”

InfoChachkie

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.

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Fandango Sees Boost From Mobile Ticket Sales

socalTECH

The firm said it saw a 60 percent, year-over-year increase in Thanksgiving holiday weekend ticket sales on mobile devices through the site.

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.

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3 Sales Tips for Startups – Creating a Burning Platform

Both Sides of the Table

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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Medsphere Names Sales Chief

socalTECH

Carlsbad-based Medsphere Systems , which develops open source, electronic health record (EHR) software, said this morning that it has named Mike Morotti as its Vice President of Sales. medsphere executive sales electronic health records lifescienceREAD MORE>>.

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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. READ MORE>>.

Mogreet Expands Sales Chops

socalTECH

Los Angeles-based Mogreet , the video-based, mobile marketing firm headed by James Citron, reported today that it has named Jesse Silver as Senior Sales Director. Mogreet said it is expanding the sales team to drive new business for the company. mogreet sales executive mobile marketing servicesREAD MORE>>.

GumGum Snags Amazon Vet For Sales Efforts

socalTECH

GumGum , the developer of in-image advertising technology headed by Ophir Tanz, is bolstering its sales efforts, and has hired an Amazon veteran to head up western sales. According to GumGum, Matt Weisbecker has been appointed Vice President, Western Sales for GumGum, a new position for the company. Weisbecker was previously.