Month: February 2014

Make the Transition to Sales: Two Workshops For Entrepreneurs in March

I think the most difficult challenge in sales is maintaining an appropriate perspective and emotional distance from deals: balancing fear, greed, and frustration to maintain empathy and a clear understanding of business objectives. Some of the technologies employed in the sales process are changing rapidly but they impact the tactics, not the substance. Selling for …

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Q: Resources For A Lean Approach to Sales, In Particular New Product Introduction

Q: We have started selling and are looking for resources for a lean approach to sales, in particular for new product introduction. Lean Approach To Sales at Lean Startup Conference 2012 Scott Sambucci and I presented a workshop at Lean Startup 2012 on “Engineering Your Sales Process.” The deck is posted at http://www.slideshare.net/SalesQualia/engineering-your-sales-process About 70% …

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Getting More Customers Workshop on March 25, 2014

Let’s face it, finding customers can be quite a challenge. In this interactive workshop, we will cover a variety of proven marketing techniques for growing your business: attendees will select one or two that fit their style and develop a plan to implement them in their business in the next 90 days. Speaking – small …

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Real Prospects, the Simplest Functionality They Will Pay For, and Team Members Who Can Help

Q:  I have worked as a manager in corporate IT for many years, saved my money, and now have an idea for a new product. I need a plan to go from essentially nothing but the idea to building an organization that can support a service-first or  concierge MVP and the metrics in place to …

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Content Creation for Thought Leadership and Lead Generation

SKMurphy develops highly relevant and valuable content to attract, engage, and acquire customers. We help our clients organize and clearly articulate their experiences and insights in ways that generate inquires. We develop an editorial calendar that  complements SEO strategy and ecosystem partner relationships. We always consider audio, video, and animation options in addition to  leveraging …

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Daniel Pink: Entrepreneurs Need Problem Finding Not Just Problem Solving Skills

Daniel Pink highlights the need for discovery or problem finding skills in this interview with Leigh Buchanan in Inc. Q: What sales traits are crucial for entrepreneurs? This principle of clarity. Entrepreneurs are moving from a world of problem-solving to a world of problem-finding. The very best ones are able to uncover problems people didn’t …

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Is Your Health and Fitness Application or Appliance Really a Medical Device?

The last few years have seen the rise of Quantified Self movement and increasing demand for solutions for the Home Health market as the US population continues to age. Many startups are also offering new and very popular personal fitness applications. As a result we are seeing a lot of new products aimed at the …

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Leonard Smith 1927-2014

I didn’t know Leonard Smith but I was forwarded a link by John McKenna two days ago to his obituary (originally published in GreenwichTime on Jan. 26, 2014) and I thought it captured the essential personality of people who bring change to organizations in trouble and often start new ones.

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