Tips for Hiring and Firing a Sales Person
Peter Bakonyvari, VP Sales at JPMorgan SymPro, explains the practical realities of building a sales team: In particular firing a sales person.
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Events
Iterating Towards Bethlehem: Michael Sippey at SVPMA 8/2/2006
In “Iterating Towards Bethlehem” Michael Sippey addressed making the shift as a product manager. from packaged software to hosted services.
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SaaS Roundtable: Managing Rapid Release Cycles
Gone are the days of annual release cycle. For many companies, weekly releases are the new standard. Picking the best software release cycle impacts your customers, team, and management. At this roundtable discussion we will exchange tips and gotchas. Provide a look at the impact on business models, teams and product development. Tuesday October 30
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SKMurphy: Getting More Customers Workshop
Finding More Customers Every business owner asks “How do I Find More Customers? How can I get the phone to ring?” Is your New Year’s Resolution to develop a plan to grow your business? Now is the time to get started. SKMurphy offers a three hour Getting More Customers workshop where you develop a one-page
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12 Books For the Busy CEO – Feedback
12 Books For the Busy CEO – Feedback Last night’s talk was well received. We had a good crowd, with folks filling the seats and a few having to stand up along the back wall. Here’s the feedback from the talk: I was surprised that it was more than 12 capsule reviews back to back,
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12 Books For the Busy CEO Tonight (Mon Dec-11-2006) @ SDForum
12 Books For the Busy CEO: spend an hour and leave with a summary of key marketing insights and some rules of thumb for successful innovation in Silicon Valley. You might even identify one or two books that you haven’t read that will be worth your time over the Christmas holidays. I will cover twelve
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Custom Centric Marketing Means Shifting to “Resolution Messages”
Mary Sullivan addressed “Customer Centric Marketing” last Monday, providing a number of examples of marketing messages based on the customer’s operating reality. Mary highlighted the need for marketing campaigns to recognize that the customer is in charge of the buying process today. The example messages cut through the noise (Mary provided an estimate that every
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Stirr Mixer 1.8
Notes on three interesting people I met at Stirr Mixer 1.8 and some of the follow up I did: one introduction and an email conversation.
Mary Sullivan on Customer-Centric Marketing at SDForum Marketing SIG Tonight
Mary Sullivan has prepared a great presentation on “It’s All About Them: Customer-Focused Messaging” for the tonight’s SDForum Marketing SIG at DLA Piper Silicon Valley. Mary offers a messaging framework for moving beyond product-centric features and product-centric benefits to demonstrating your understanding of a prospect’s problems, needs, and wants. If you want to see more samples of her thinking for
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3 things I learned at Next Step’s “How to Sell the Real Value of Your Solution”
Here are 3 things I learned from Jennifer Vessels in Next Step’s workshop “How to Sell the Real Value of Your Solution” on Thursday, November 7. I need to align my sales efforts with my prospect’s success factors. This means that I need to figure how they are getting measured and how to influence and serve
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The “Art of Rainmaking” at Art of the Start
Three lessons curated by Francis Adanza from “Art of Rainmaking:” Build Credibility,Find the Influencers, and Don’t use Cheap Adjectives.
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3 things I learned at Art of the Start
Art of the Start is one of the best workshops out there for startups. Here are 3 things I learned from it. Mary Hodder, founder and CEO of Dabble, reminded the audience of the saying “If you want money, ask for advice. If you want advice, ask for money!” One of the most important Guy
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KMWorld 2006 Wrap-up
I did my profile in http://kmi06.pbwiki.com/SeanMurphy in the form of a FAQ Q:Why do you come to KMWorld? This is my third year, so it’s something of a triumph of hope over experience, but I believe that there are a number of techniques and technologies in the “knowledge management” space that are going to have
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Nancy Blachman’s Google Guide
Nancy Blachman drafted, updated, and extended a fantastic guide to using Google she called “Google Guide.”
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Diane Greene’s Fireside Chat at TiE Oct 19
Diane Greene, VMware’s CEO, gave a fireside chat at TiE Silicon Valley tonight. It was outstanding. I had never heard her speak before. I was encouraged by two folks who knew her and she did not disappoint. She was the founding CEO of VMware, which was acquired by EMC in January 2004, and still runs
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Bill Trenchard at SDForum Startup SIG Oct 16, 2006
Last night, I attended an SDForum Startup SIG featuring Bill Trenchard, CEO of LiveOps. Bill is a prime example of a serial entrepreneur. In 10 years he has been a founder and CEO of three successful start ups. One of which was Jump Networks, Inc., that was acquired by Microsoft in April 1999. Bill said
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Born with a Face Made for Podcasting
I was selected as a celebrity spokesmodel by Techdirt for their Insight Community. They put me–as part of a group–on the cover of their brochure for the Insight Community. I always knew I had a voice made for blogging but seeing the picture made me realize that I was born with a face made for
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Mark Duncan on “New Tools for Increasing Marketing Productivity”
A recap of a great talk by Mark Duncan at SDForum Marketing SIG on new tools for increasing marketing productivity.
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Office 2.0 Tools for Consultants
A rundown of Office 2.0 Tools for Consultants gleaned from the 2006 Office 2.0 conference and SKMurphy’s current tool set.
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Blogging from Office 2.0 Conference
Blogging from Office 2.0 Conference I will be blogging from the Office 2.0 Conference[1] for the next two days. It’s a set of tools that I have been interested in for a while–blogs, wikis, content management systems, chat/IM, VoIP–with a focus on enabling small teams to work more effectively against a deadline. This is the
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