Sales

Maintaining Your Professional Network

Some people are natural connectors. Sean Murphy is one of those. In this video, he shares one of his secret to network maintenance. He frames maintaining your professional network as counting your blessings. Your network is a long-term investment. It takes the time to nurture and grow your relationships.

Why is an Enterprise Sale So Complex?

An enterprise sale is a significant source of opportunity for startups, but it is a complex undertaking with many moving parts and many people involved. This article is the result of a collaboration with Brendan McAdams (@BrendanMcAdams), a sales and marketing professional focused on B2B clients in healthcare.

A Practical Introduction to Social Capital for Bootstrappers

This is a practical overview of social capital, an essential concept for bootstrappers despite being hard to measure. I offer suggestions for growing your business network, and enhancing your reputation, explaining why increasing social capital creates value for your startup.

Interview with Patricia Watkins on Managing Sales In a Downturn

This is a ten minute interview (audio and edited transcript) I did with with Patricia Watkins on July 24-2020. Patrica is an experienced salesperson and sales executive who’s been helping companies drive sales for more than two decades. We discuss some of the challenges you need to manage during a major economic disruption. We look …

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