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. The result is a lack of knowledge of the process and of sales people themselves. I had never had any sales training so everything we did for the first couple of years was instinctual. Sales

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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. But before you achieve product / market fit you’re often in “consultative sales” mode where your objective is to tease out customer needs. question in sales.

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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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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. Velocify said the tool includes two features--implemented as browser plugins--SocialCaddy and MailCaddy.

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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.

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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. 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 eventfarmIn the corporate world, events are more than just an event�they are opportunity to connect with your customers and turn potential customers into buyers.

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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. The result is a lack of knowledge of the process and of sales people themselves. I had never had any sales training so everything we did for the first couple of years was instinctual.

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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. The deal, announced in June, included's Semtech's Snowbush IP business, which primarily included SerDes (serial/deserialization) cores used in ASICs, Systems-on-a-chip (SoC), and other platforms. Rambus said that the assets become part of its Memory and Interfaces Division. READ MORE>>.

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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. grapheffect executive facebook social networking advertising marketing sales

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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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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. That’s why anybody with real sales experience will tell you the three cardinal rules of sales, “qualify, qualify and qualify” your leads.

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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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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 sales numbers are the fifth consequtive quarter of year-over-year growth, and the second quarter of double-digit growth in the past year.

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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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. In order for somebody with IA to be your champion he has to be actively helping you through the sales process.

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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 only works if you’re not a crocodile sales person.

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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. Torrance-based residential solar installer Verengo Solar announced late Friday that it has sold substantially all of its assets to Crius Solar Fulfillment LLC , which is a subsidiary of Crius Energy Corporation.

Girls Scouts Go High Tech with iPhone Cookie Sale App

socalTECH

The group said that the free app allows users to find their way to the nearest cookie sale nearby, with dates of the start and end of local cookie sales, and ability to post those sales to Facebook and Twitter.

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 said that it saw around 400,000 sales alone in 2013. truecar automobile pricing leads sales vehicle usaa

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

Xconomy

Craig Venter John Boehner Kidney Cancer Leukemia Life Sciences LifeMine Therapeutics MIT Obamacare P53 PMV PMV Pharmaceuticals President Donald Trump Prophage repeal and replace rocapuldencel-T Sale sapacitabine Sarepta Therapeutics Seventh Sense Biosystems Studies The University of Texas MD Anderson Cancer Center vaccine skepticism Venture Capital Xconomy Board of DirectorsA short week makes for a shorter roundup.

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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. The firm said it has hired Mark Peterson to the new position, to drive its wholesale growth strategy.

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. gumgum sales executive advertising

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.

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. THQ described the first day sales as "robust" saying that it was delighted with the sales figures. sales action game video content videogame homefron

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. It’s important enough that I dedicate a tab on my blog to startup sales & marketing. when is the right time to hire your first sales employee?

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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 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

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. 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 blackShoppers looking for those traditional, after-Thanksgiving deals from retailers can start early, as online retailers decided to kick off their Black Friday promotions Tuesday.

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. Prices are too high – Inexperienced sales reps will try to convince you they need to lower price to win deals.

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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. ” But many people get secure in their sales process with just meeting / talking to the people who are the nicest to you.

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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. bankruptcy sale videogame court legal games publishing employees jobs layoffs

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. There are a number of solid sales techniques on display by the Say Yes team. Startup sales require high velocity.

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