Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help […]
Great Demo! Workshop on March 6 & 7, 2013 Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help
Great Demo! Workshop on May 22-23, 2013 Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help
Great Demo! Workshop on Oct 9 &10, 2013 Read More »
I was invited to give a workshop the day after the Dec-3-2012 Lean Startup Conference and have teamed up with Scott Sambucci to offer a revised and improved version of our “Engineering Your Sales Process.” Here is the overview for this half day workshop: All companies, even those that take a lean approach, face these
Engineering Your Sales Process Workshop at 2012 Lean Startup Conference Read More »
The Great Demo! methodology offers a lean approach to sales. It encourages you to get to the point quickly with an example of a solution you believe that the customer will find valuable
Great Demo! Methodology Offers a Lean Approach to Sales and Presentations Read More »
Live roundtable on lessons learned implementing the “Great Demo!” methodology Tue-Sep-4-2012 12:00 p.m. Pacific / 1:00 p.m. Mountain 2:00 p.m. Central / 3:00 p.m. Eastern 8:00 PM London / 9:00 PM Paris & Berlin Update Sept 6: “Recap and Audio from “Lessons Learned Implementing Great Demo! Methodology“ Great Demo!: How To Create And Execute Stunning
Book Club: Lessons Learned Implementing “Great Demo!” Methodology Read More »
Scott Sambucci of Sales Qualia recently self-published a great book on selling entitled “Startup Selling: How to Sell If You Really, Really Have to and Don’t Know How…” It’s a slim volume chock full of practical advice for entrepreneurs new to selling to businesses. Unlike many business books that have 20 pages of useful content
Scott Sambucci: Seven Tips For Selling as a Startup Founder Read More »
I picked up “Education of a Wandering Man” by Louis L’Amour book without expectations. Someone had recommended it as a good autobiography of a writer. His life was fascinating. He offered a number of useful insights. What follows are some excerpts with additional commentary.
Education of a Wandering Man by Louis L’Amour Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help
Great Demo! Workshop on October 10 & 11, 2012 Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Wednesday, May 23, 2012 8 am – 5 pm Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129 For out of town attendees: The Moorpark is located 400 feet from the Saratoga Ave exit
Great Demo Workshop on May 23, 2012 Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Wednesday, February 29, 2012 8 am – 5 pm Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129 For out of town attendees: The Moorpark is located 400 feet from the Saratoga Ave exit
Great Demo Workshop on February 29, 2012 Read More »
If you are an entrepreneur then sales is always a part of your responsibility. Here are some tips for cutting your teeth in sales.
Cutting Your Teeth in Sales Read More »
Hard to believe that 2011 is already three-quarters over. Slightly more actually. I need to take the time in the next week to recap our goals for 2011 and recalibrate what is still “in the feasible region.” If I am feeling more ambitious I will also sketch out a preliminary list of goals for 2012.
The Fourth Quarter of 2011 Read More »
Steve Blank: “Sean Murphy adds tremendous value for startups in setting them up “getting out of the building” and how to make sense of the data they’ve gathered. He’s one consultant I personally know (I’m sure there are others) who doesn’t confuse his role with the founders. I think of his consulting firm as a
SKMurphy, Inc. 8 Years In: What We Are Working On Now Read More »
We have two sessions on Peter Cohan’s Great Demo! book. Sep-4-2012 that addressed “Lessons Learned Implementing The Great Demo! Methodology” We had two change agents join us on the panel: Barry Nelson and Jolie Rollins and our intent, consistent with the Book Club’s promise, elicit actionable insights from the panel informed by the book’s content. Listen
Book Club: Cohan’s “Great Demo!” Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Wednesday, October 12, 2011 8 am – 5 pm Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129 For out of town attendees: The Moorpark is located 400 feet from the Saratoga Ave exit
Great Demo! Workshop on October 12, 2011 Read More »
Tristan Kromer covers 8 tips for getting your email read. Keep it short Who are you? What do you want? What you think is irrelevant Everyone likes numbers Easy on the attachments Include all relevant information Follow up It’s a great set of points that also apply to meeting someone at a networking event, a
Be Mindful of People’s Time Read More »
Here is the handout from this morning’s Bootstrapper Breakfast® in Walnut Creek. Mapping the Path to Your First Dollar of Revenue Sean Murphy, SKMurphy, Inc. Bootstrapper Breakfast Walnut Creek Jan 25, 2011 Entrepreneurs tend to focus on having a good idea, or on the challenges of developing a new product, or on finding co-founders to
Mapping the Path to Your First Dollar of Revenue – Handout Read More »
Here is another excerpt from my September interview with Gabriel Weinberg. This one focuses on why payment and testimonials are so important to differentiate users from actual customers.
If Money Doesn’t Change Hands, You Can’t Call a User a Customer Read More »
Some quick thoughts on selling for software engineers. Sell results, not method. Land and Expand. Get clarity on the customer’s view of the problem. Listen.
Quick Thoughts on Selling For Software Engineers Read More »
