While 2020 has been a year of withdrawal, 2021 promises to be a return to a “more normal” mode of operation. Great innovation and creativity often stream from periods of “withdrawal and return.” The break in regular routines can provide new and useful perspectives that are applicable to a range of conditions.
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Work with trusted partners open kimono: disclose relevant financials, plans, and internal processes to increase synergy. Play a long game. […]
To close enterprise deals is a complex undertaking that requires you to orchestrate a mix of conversations and other activities with three kinds of stakeholders: technologists, managers, and executives. […]
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It’s not uncommon for CEOs who are engineers is to hire someone to focus on sales. But unless they know how to sell their product, this is a mistake. CEOs need to learn the basics of how to sell their product so they can manage the sales function. […]
Please copy and download the worksheets. Social Capital Worksheet Building a strong social network is critical to every new business. This is the set of business relationships that have been established with customers, partners, suppliers, and prospects. These business relationships enable access to domain experts, introductions to potential cofounders and [...]
Growth is on everyone’s mind. These four blog posts focus on the ebb and flow of business, the fact that growth is rarely “more of the same” and often requires a change in structure and effective specialization. Sustained growth requires focused execution on the opportunities that are immediately in front [...]
The best way to get leads is through referrals from satisfied customers or others who are in position to vouch for your product or service. […]
The SKMurphy model for enterprise sales uses a project management mindset: define and deliver projects that create value for the customer. Enterprise Sales Requires a Project Management Mindset […]
Copy or download the supplemental worksheets for the Working Capital Vol 1 book. Financial Capital Worksheet Intellectual Capital Worksheet Social Capital Worksheet
There is a natural tendency for technical founders to base their pricing model on an engineering oriented value proposition. Looking at the full impact on business can enable higher prices, which in turn means more profit and faster growth. Wojciech Bulaty of Traffic Parrot describes the mental shift Sean Murphy [...]
Email and text messages may have replaced most postal mail, but a handwritten thank you note conveys a feeling of thoughtfulness, appreciation, and care. […]
There are several insights for bootstrappers in William Eleazar Barton’s “The Icebergs and the Fog.” It’s a “Safed the Sage” parable published in 1925 […]
We describe a process to evaluate and leverage current business assets for growth. We also address how to rework or re-configure existing assets to meet new customer requirements and those of potential prospects. […]
This note and tin of cookies were a sweet thank you for work I have completed on an online assessment. Wired for Disruption – Agility Quiz was the second assessment we did together. The first one, Wired for Authenticity – Authenticity Assessment has generated over 4000 leads. I always strive for [...]
Applications like aviation, space, military, marine, guidance systems, and drilling require highly accurate measurements over a wide range of temperatures for long periods of time. High-performance accelerometers provide critical positioning and guidance capabilities to military, civil, and commercial users around the world. Bill Goodman will share latest advances and best [...]