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2x startup Founder & CEO who has gone to the Dark Side of VC. His first company, BuildOnline was sold in 2005, his second, Koral was acquired by Salesforce.com and became known as Salesforce Content, while Mark served as VP Product Management. In 2007 Mark joined GRP Partners in 2007 as a General Partner.  He focuses on early-stage technology companies, usually looking at Series A investment, and blogs at the aptly titled Both Sides of the Table.

4 responses to “3 Sales Tips for Startups – Creating a Burning Platform”

  1. amandamcneill

    Mark,

    Thanks for sharing! I particularly agree with your comment “Most companies are not good at managing integrated sales & marketing departments…”

    I am a freelance online marketer and it can be difficult in the B2B world to track sales from lead to close. Salesforce.com can be great if your sales team is entering correct data for lead sources or if you use the automated tools it provides.

    On a usablity note, you may like this article from Website Magazine http://bit.ly/32mqlQ

    I am affiliated with usertesting.com but the article reviews several usability tools.

    I am often hired by start-ups and find they are using nothing for usability testing. And quickly recommend they do since there are so many free or cheap tracking and usablity tools out there.

  2. There is no way that value based pricing will catch on in the SaaS world

    [..] 3 Sales Tips for Startups – Creating a Burning Platform(cloudave.com) [..]

  3. Do you have the right mindset? « All About Small Business

    [..] 3 Sales Tips for Startups – Creating a Burning Platform(cloudave.com) [..]

  4. Aaron

    It is important in sales that you are able to perceive the needs of potential customers, answer their questions before they ask, and follow through on what you promise.