One of the hallmarks for success in a business-to-business market is the ability to form personal relationships as well as professional business relationships. Both require building trust. I am always dismayed when I read advice that advocates bait and switch or other forms of con games that erode trust and make it difficult for any […]
Building a Business Requires Building Trust Read More »
Great Demo Workshop Attendee: “Holy Crap! My Demos Have Too Much Detail” After every Great Demo! workshop we contact the attendees with a short E-Mail that reads in part: I want to check-in to see how you have been doing using the ideas and skills we covered in our Great Demo! Workshop three months ago.
Great Demo Workshop Attendee: “Holy Crap! My Demos Have Too Much Detail” Read More »
Whether you are a software startup or a consultant you have to convince prospects that you have the expertise to solve their problems by what you say, what you write, and what others say about you. This three hour workshop will outline a mix of proven marketing techniques for generating leads for your business. Attendees will
Learn How to Market Your Expertise March 25 in Sunnyvale Read More »
Looking for advice on lead generation or closing deals? Schedule office hours to walk around your current situation or opportunity.
Office Hours: Schedule Time To Walk Around Your MVP Read More »
Without a revenue hypothesis your business model is just a list of activities users are engaging in. You need to map customer actions to revenue and costs.
Without A Revenue Hypothesis Your Business Model Is a List of User Activities Read More »
Patrick Steyaert (@PatrickSteyaert) of Okaloa developed the Discovery Kanban model to manage risks and options in a product roadmap.
Discovery Kanban Helps You Manage Risks and Options In Your Product Roadmap Read More »
One question entrepreneurs ask themselves is whether to persevere or get a job. What follows is an email exchange that has been edited into a Q&A.
Q: Should I Persevere With My Product Or Get A Job? Read More »
Some startups just “go for it” and pursue their vision without any real strategy. In the same way that the losers are never interviewed after the lottery numbers are announced, press and pundits draw startup lessons by restricting their focus to the winners. It’s bullshit.
Feeling Lucky Is Not a Strategy Read More »
Lean innovation models provide a scientific approach for creating and testing a product and developing a new business around it.
Video from Lean Innovation 101 Talk at SF Bay ACM Nov-20-2013 Read More »
IEEE-CNSV Panel Explores Engineering in Japan vs Silicon Valley Mon-Mar-3 I am helping to moderate a panel 7pm Mon-Mar-3 at IEEE-CNSV on “Innovation: Work and Life of the Engineer in Japan and Silicon Valley” The event takes place at Agilent Technologies, Inc. in the Aristotle Room, Bldg. 5 located at 5301 Stevens Creek Blvd., Santa
IEEE-CNSV Panel Explores Engineering in Japan vs Silicon Valley Mon-Mar-3 Read More »
You can follow @skmurphy to get these hot off the mojo wire or wait until these quotes for entrepreneurs are collected in a blog post at the end of each month. Enter your E-mail address if you would like to have new blog posts sent to you.
Quotes For Entrepreneurs–February 2014 Read More »
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
Make the Transition to Sales: Two Workshops For Entrepreneurs in March Read More »
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%
Q: Resources For A Lean Approach to Sales, In Particular New Product Introduction Read More »
My best business advice for managing a negotiation: start with a plain English agreement that covers the key deal points.
Legal Advice: Start With a Plain English Agreement That Covers Key Deal Points Read More »
We have been using wikis in our practice since 2004 and recently have starting using real-time shared document edit tools. Would like to compare notes on usage if you are interested.
Are You Using Realtime Shared Document Edit Tools? Let’s Compare Notes Read More »
Here is the extended booth demo we developed for BeamWise at the BIOS Conference 2014.
BeamWise Demo at BIOS Conference 2014 Read More »
Progress is discovering real prospects, understanding the simplest functionality they will pay for, and finding team members who can help.
We are diligent in getting feedback on our consulting performance. Here are four questions we use to help us to improve our practice. We also solicit feedback after every talk, seminar, and workshop that offer. We read all of it, and try and make new mistakes on the next iteration. Four Questions We Use To
Four Questions We Use To Help Improve Our Practice Read More »
In addition to problem solving skills entrepreneurs need to cultivate and codify their discovery process and problem finding skills.
Daniel Pink: Entrepreneurs Need Problem Finding Not Just Problem Solving Skills Read More »
Mike Rowe did a great voice over for “I am a Factory” a commercial for Walmart’s American Jobs program that ends with “Work is a beautiful thing.”
Work Is A Beautiful Thing Read More »
