Some Thoughts about Selling at Startups
Many MBA programs still cater too much to the needs of large, corporate management jobs or prepare students to enter big consulting companies or investments banks. If you haven’t read Adam Lashinsky’s awesome new book about Apple, you should. It takes on many of the lessons MBA programs and Corporate America have been teaching about [...]
10 Marketing Lessons for Early-Stage Tech Startups
I made every textbook mistake at my first startup, which is why I believe I was much more effective at my second one. I have adopted the motto “good judgment comes from experience, but experience comes from bad judgment.“ We need to learn from doing, by trial-and-error. If I can help you avoid some [...]
Improving Sales: The Excuse Department is Closed
This article originally appeared on TechCrunch. 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. Nor do they exist in the investors of early-stage companies. The result is a lack of knowledge of the process and of sales [...]
Scaling Sales: Arming & Aiming – A’s, B’s & C’s
This article was originally posted in a much more concise version over GigaOm if you prefer the shorter version. 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 [...]
How to Acquire Customers by Marketing “Heroes”
Social Proof in Action … Yesterday I wrote aboutthe benefits of using social proof and authority in raising venture capital . If you didn’t read that yet it might be worth having a quick skim as a primer. Social proof is defined as “looking for others to guide our decisions” and is also one of the [...]
