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Browse: Home / PUCCKA

PUCCKA

How to Know When to Sell vs. When to Market to Customers

How to Know When to Sell vs. When to Market to Customers

By Mark Suster on July 10, 2013

This is final part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. We developed this at our first company and called it PUCCKA – the overall methodology is described here. Pain. Unique Selling Proposition. Champion. Compelling Event. Key Players such as enemies, sages and blockers. This post talks about the last part […]

Posted in Entrepreneurship, Featured Posts | Tagged Entrepreneurship, PUCCKA, Startup Advice, startups, vc funding, venture capital

Why Focusing on Only One Buyer Will Lose You Sales

Why Focusing on Only One Buyer Will Lose You Sales

By Mark Suster on July 7, 2013

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. We developed this at our first company and called it PUCCKA – the overall methodology is described here. Pain. Unique Selling Proposition. Champion. Compelling Event. This post talks about the “K” or Key Players involved in a […]

Posted in Entrepreneurship, Featured Posts | Tagged Entrepreneurship, PUCCKA, sales, Startup Advice, startups, vc funding, venture capital

The One Key Person That Will Help You Improve Sales

The One Key Person That Will Help You Improve Sales

By Mark Suster on July 1, 2013

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. This post is about finding your “champion.” We developed this at our first company and called it PUCCKA – the overall methodology is described here. The “P” stands for Pain or the reason your customer […]

Posted in Entrepreneurship, Featured Posts | Tagged Entrepreneurship, PUCCKA, sales, Startup Advice, startups, Unique selling proposition, vc funding, venture capital | 1 Response

The Biggest Reason Most Sales Campaigns Don’t Close

The Biggest Reason Most Sales Campaigns Don’t Close

By Mark Suster on June 24, 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. There are many out there and many books have been written on the topic. I’ve been writing a series on a simple methodology that we used at my first […]

Posted in Entrepreneurship, Featured Posts | Tagged Entrepreneurship, PUCCKA, sales, sales methodology, Startup Advice, startups, vc funding, venture capital

To Sell Anything You Need to Know What Makes You Unique

To Sell Anything You Need to Know What Makes You Unique

By Mark Suster on June 20, 2013

In my first enterprise software company we developed a methodology for sales that we called PUCCKA, which I wrote about previously. Having a good sales methodology can help you ensure your company runs more disciplined campaigns and focuses scarce resources on your best opportunities. The first post covered the topic of “P” or pain. Simply, this is […]

Posted in Entrepreneurship, Featured Posts | Tagged Entrepreneurship, PUCCKA, sales, Startup Advice, startups, vc funding, venture capital

Identifying Pain in the First Step in a Sales Process – Here’s How

Identifying Pain in the First Step in a Sales Process – Here’s How

By Mark Suster on June 18, 2013

In my first enterprise software company we developed a methodology for sales that we called PUCCKA. This post is about the “P” or pain. The point of PUCCKA was to develop a common methodology to make sure our whole team approaches sales with the same mindset and to give us a language to talk with […]

Posted in Entrepreneurship, Featured Posts | Tagged Entrepreneurship, PUCCKA, sales, Startup Advice, startups, vc funding, venture capital | 3 Responses

Why Your Startup Needs a Sales Methodology

Why Your Startup Needs a Sales Methodology

By Mark Suster on June 13, 2013

Like most startup entrepreneurs, when I began my first company in 1999 I had no formal sales experience. I did have the wherewithal to visit potential customers and try to understand the pain points that I thought could be solved with our solution. This is a very important to do when you first start a […]

Posted in Entrepreneurship, Featured Posts | Tagged Entrepreneurship, PUCCKA, sales, Sales & Marketing Advice, startups, vc funding, venture capital | 5 Responses

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