Understand, Believe, and Act
A useful basic sales model start with understanding the process that your prospects go through to make a purchase: understand believe act.
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SaaS Rapid Release Cycles Drive Virtualization Demand
Ken Novak of Replicate Technology will give a talk on “SaaS Rapid Release Cycles Drive Virtualization Demand” at LinuxWorld in San Francisco Aug 7-9, 2007.
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Can you recommend an accountant?
Francine Tyler, CPA francinetylercpa@gmail.com 831-419-9812 See also Q: Can you recommend an accountant for business taxes? Our Answer used to be You can’t go wrong with Ogden Lilly at Boitano Sargent and Lilly. Odgen has done my taxes on the business side for more than a dozen years and helped on the personal side for
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Anthony Scampavia Bio
Anthony Scampavia has been with SKMurphy since 2007, he provides consulting around a lightweight product development model that is appropriate for startups. In addition he focuses on reviewing and defining product release and test strategies as well as developing test and development sandbox environments for automated regressions and system level testing. Prior to SKMurphy, Anthony
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Crossing the Chasm – Look for a Niche in a Lot of Pain
Crossing the chasm between risk tolerant early adopters and risk averse early majority? Look niche markets of early majority prospects who are in a lot of pain.
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3 Things I Learned at WIC Tech Talk
Denise Brousseau gave a great talk on “Play Like the Big Guys: How To Use New Web Tools To Easily Build Your Company” at WIC April-16-2007.
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Questions That Sell By Paul Cherry
I had promised to check out and report back on “Questions That Sell: The Powerful Process For Discovering What Your Customers Really Want” by Paul Cherry, which was recommended by Jennifer Vessels at Next Step’s workshop “How to Sell the Real Value of Your Solution” on Thursday, November 7, 2006. This is a good book,
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Software Demo: Are You Showing The Last Thing First?
Are you showing the last thing first when you give a software demo? Put the key benefit or bottom line up front.
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CINA Panel on Blog: What It Can Do For You
A recap of a 2007 CINA Panel on Blog: What It Can Do For You. Panel was Sean Murphy, Zoli Erdos, and Henry Lu.
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Selling Around IT in Larger Firms
Large firm IT departments are “gatekeepers”. Their job is to keep the enterprise network computing infrastructure safe and operational. New software from a new vendor is almost always viewed as a threat. Most of the time, they will say NO to any new software. Most of the time our clients have to sell around them. Here’s five
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Building Communities using Search Co-op
We leveraged the Google Search Co-op starting in 2006 but Google has renamed that Programmable Search and blocked our original use case.
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What’s Your Passion?
Don’t forget the dream to change the world that got you started: your passion is an important element of craftsmanship and a commitment to excellence. What’s Your Passion? Recently, I chatted with a well-established consultant–she’s been working for more than a decade. She was having trouble developing a short elevator pitch to describe what she
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Interesting Discussions From Fast Forward 2007
Key takeaways triggered by Fast Forward 2007 talks, still a huge difference between Internet search and enterprise search.
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Bootstrappers Breakfast – Bootstrapping Startups Invited
Bootstrapping startups invited to join other bootstrappers–startup CEO’s, CTO’s, and founders–for breakfast and discussion. We meet at different restaurants in Silicon Valley from 7:30-9AM
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What is Your Website Grade?
I found an interesting little tool Website Grader which evaluates your website. It produces a score and a list of things you can do to improve it. Some of the things I don’t agree with, but most are pretty good. Last night I played with it and the best sites I looked at were 80-70/100
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Evaluating Business Advice
Everyone has advice for you about how to run your company! Even if it’s in the form of question like “When are you going to Get a Job?” Friends and relatives who have only been employees may have your best interest at heart but not have the background or temperament to help you get your
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3 Ways to Build Credibility with Prospects
Here are three ways for building credibility. Referrals A referral is an introduction to a prospect with an endorsement. A referral allows you to borrow credibility from a trusted third party. They spring from shared success with your customers or former co-workers, someone who knows your potential and can vouch for you or your team’s
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Ser Hou Kuang & Sean Murphy Granted US Patent 7162706 B2
Ser Hou Kuang & Sean Murphy Granted US Patent #7162706 B2 for “Method for Analyzing and Validating Clock Integration Properties in Circuit Systems” on January 9, 2007. Abstract: A method for analyzing and validating clock integration properties in a circuit design is disclosed. A database of timing points that are clocked cell elements of the
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Power of Website Content
Here’s a good blog post on website content. How Can 10 Simple Articles Change Your Life? In his post Chris Pearson, recounts a story about a friend who creates a website (nothing fancy) but has wonderful content (10 articles). He kills his competition with his content. If you are selling your expertise, try promoting yourself
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Making Our Business More Credible in 2006
We did an end of year de-briefing session an concluded that that the following changes had a things that had a positive effect on our business in 2006. Adding a logo to Business Cards Backgrounder (now in about SKMurphy, Inc. page) Improving Our Website Blogging LinkedIn Contacts Bootstrapper’s Breakfast “12 Books for the Busy CEO” Talk
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