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.
Maintaining Your Professional Network Read More »
Lean Canvas Operations is part of a five part series by Ed Ipser where he explains how to use the Lean Canvas and what it is good for.
Lean Canvas Operations Read More »
Our Engineering Your Sales Process Bootcamp will help you learn from common sales situations by using conscious planning and experimentation.
Engineering Your Sales Process Bootcamp Read More »
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.
Why is an Enterprise Sale So Complex? Read More »
Sean Murphy explains to a client why startups should just sell the results to reduce a prospect’s perception of risk in a new tool.
Just Sell the Results to Reduce Perception of Risk Read More »
Here is video and slides from Feb-11-2021 talk “Landing Your First Ten Customers” at the Lean Culture Meetup. I have included some supplemental resources for further reading.
Landing Your First Ten Customers: Videos, Slides, and Other Resources Read More »
The key challenges to getting your first ten customers relate to understanding the customer buying process and managing the startup learning process for need, impact, customer definition and message.
Why is it so hard to get your first ten customers? Read More »
You learn sales by doing sales: as a founder you must sell. Sales is a conversation, marketing is a broadcast. Marketing gets the phone to ring, sales takes the call and closes the deal.
Q: How Does a First Time Founder Learn Sales? Read More »
“Sales Craft: Proven Tips, Tactics and Ideas to Elevate Your Sales” by Brendan McAdams is a quick read, well written and clearly based on practical experience.
Brendan McAdams on Sales Craft: Proven Tips to Elevate Your Sales Read More »
Work with trusted partners open kimono: disclose relevant financials, plans, and internal processes to increase synergy. Play a long game.
Be Open Kimono With Partners Read More »
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.
Address Technology, Management, and Executive Concerns To Close Enterprise Deals Read More »
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.
CEOs Who Are Engineers Should Delegate Design Work And Focus On Sales Read More »
This is a practical overview of social capital, an essential concept for entrepreneurs 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.
A Practical Introduction to Social Capital for Entrepreneurs Read More »
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
Enterprise Sales Requires a Project Management Mindset Read More »
This is a ten minute interview (audio and edited transcript) I did 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 back
Interview with Patricia Watkins on Managing Sales In a Downturn Read More »
Email and text messages may have replaced most postal mail, but a handwritten thank you note conveys a feeling of thoughtfulness, appreciation, and care.
The Power of a Simple Thank You Note Read More »
In the same way that we must share cherries with robins if we want them to nest in our neighborhood, we can only capture a part of the value that our software creates for our customers.
The Robin and the Cherries: Sharing Value You Co-Create With Customers Read More »
Three tips for selling in an early market, with a particular focus on selling IoT devices in 2017: find early adopters, start with a pilot, and identify partners who understand how to foster change.
Selling IoT Devices and Networks Read More »
A reasoned rule approach is a good first step to managing decisions that fall into common patterns or cases. You identify six to eight variables that are distinct and obviously impact the outcome of the case and normalize them into standard scores that can then be added or averaged to create a summary score.
Daniel Kahneman’s Reasoned Rule Approach to Reducing Case Management Errors Read More »
Sign up NOW! May 4&5, 2017 https://great-demo1705.eventbrite.com Oct 18&19, 2017 https://great-demo1710.eventbrite.com
2017 Workshop Schedule Read More »
