Newsletter: Lead Generation

Written by Christ Ann Tabunar. Posted in Lead Generation, skmurphy

SKMurphy March/April 2016  Newsletter

This blog post summarizes our March/April 2016 newsletter, you can subscribe to the monthly SKMurphy newsletter using the form at the right

Lead Generation

Before you can close a deal you need the phone to ring–you need leads. This issue we look at lead generation.

Special Offer if you are in Silicon Valley: you should consider our April 23 workshop on “Getting More Customers” in Sunnyvale; register at https://getting-more-customers-on-april-23-2016.eventbrite.com Early Bird ends April 9.

IVALA Demos Echocardiography Simulator

Written by Sean Murphy. Posted in 3D Model, Clients in the News

IVALA‘s canine echocardiography simulator let’s you view a CT canine heart in any plane using your keyboard or the sensors from within your mobile phone. This is part of IVALA’s 3D Veterinary Learning Lab and their mission to “harness the power of the latest in 3D visualization technology to build confidence in clinical understanding and practice.”

P. T. Barnum’s Golden Rules For Making Money

Written by Sean Murphy. Posted in Books, skmurphy

P.T. Barnum wrote “The Art of Money Getting: The Golden Rules for Making Money” in 1880 at the age of 70 when he was already an accomplished businessman, politician, philanthropist, and author–after his hugely successful 1855 autobiography “The Life of P.T. Barnum: Written By Himself.”  Barnum’s 21 golden rules for making money was a codification of his rules for business. Here are key excepts from the introduction and 20 chapters.

Q: How Can I Maximize ROI and Minimize Risk?

Written by Sean Murphy. Posted in 3 Early Customer Stage, Consulting Business, Sales, skmurphy

You can only capture a share of the value that you create if you want to create a sustainable business. While you need to assess the likely return on investment from your efforts and your probability of success, you also need to look at any deal from the other side of the table. It’s as important to minimize risk for you and your customer as it is to maximize value.

Q: How Do We Get A Business Prospect To Talk To Us?

Written by Sean Murphy. Posted in 2 Open for Business Stage, Acquisition, Lead Generation, skmurphy

Each interaction with a  business prospect or a customer has to promise an exchange of value: their time or money for at least the strong possibility of benefit. Many of the startup fantasy camp customer development training models neglect this and teach beginning entrepreneurs to rely on the kindness of strangers. This may work in certain consumer verticals but it rarely works in B2B markets.

When You Are No Longer The Smartest Person In The Room

Written by Sean Murphy. Posted in 3 Early Customer Stage, Design of Experiments, Sales, skmurphy

You may have been the smartest person in the room for a long time, but getting into a room with a customer changes that because a key knowledge domain of interest is the customer’s situation and needs. Here are some suggestions for how to keep learning instead of acting like the smartest person in the room.

Quotes for Entrepreneurs–February 2016

Written by Sean Murphy. Posted in Quotes, skmurphy

You can follow @skmurphy to get these quotes for entrepreneurs hot off the mojo wire or wait until they are collected in a blog post at the end of each month. Enter your E-mail address if you would like have new blog posts sent to you.

Leap Year: What Are You Going To Do With The Extra Day?

I signed up for an advance copy of Ash Maury’a Scaling Lean at leanstack.com/scaling-lean-book/ and read it this month.  I think this a significant book for entrepreneurs, especially bootstrappers. I have included three quotes from Ash in this month’s roundup.

Anything You Want By Derek Sivers

Written by Sean Murphy. Posted in Books, Founder Story

Derek Sivers promises that his slim book “Anything You Want” offers 40 lessons for a new kind of entrepreneur that summarizes 10 years of his entrepreneurial experience in a one hour read. It’s a practical book that’s well organized and easy to read. It took me you much longer than an hour to actually absorb the lessons he offers here–I found myself thinking about it for several days after I read it–if only because he offers profound insights not quick tips. But I knew after I read the first chapter where he summarized his key lessons learned it was a book I would be recommending to other entrepreneurs.

Getting More Customers Workshop April 23, 2016

Written by Sean Murphy. Posted in 3 Early Customer Stage, 4 Finding your Niche, 5 Scaling Up Stage, Lead Generation, skmurphy, Workshop

We are offering our “Getting More Customers” workshop 9:00am-1:30pm on Sat-Apr-23-16. Spend a morning working on your business with a mix of lecture, discussion with peer entrepreneurs, and reflection and writing. You will leave with a plan for getting the phone to ring and your inbox to fill with inquiries.

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