Intelligently reacting to new competitors requires you to give them the benefit of the doubt but if your prospects or customers are not asking about them then focus on what they are asking you.
Evaluating and Reacting to New Competitors 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 »
Keeping the ball rolling with prospects requires a mix of empathy for their situation and a project management mindset.
Keeping the Ball Rolling With Prospects 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 »
Details for a Great Demo Workshop on April 12, 2011 offered in San Jose by Peter Cohan of The Second Derivative.
Great Demo! Workshop on April 12, 2011 Read More »
Peter Cohan’s Great Demo! seminar on September 15, 2010 will help sales and marketing professionals learn how to develop compelling demos.
Details for a Great Demo Workshop on Sept 15, 2010 offered in San Jose by Peter Cohan of The Second Derivative.
Great Demo! Workshop on Sept 15, 2010 Read More »
Two key tasks we help early stage teams with are preparing for and executing successful negotiations. Honesty in negotiation is key to a long term deal.
Honesty in Negotiations Read More »
A “killer instinct” that allows you to focus and prioritize is helpful, but if it blinds you to win-win outcomes you will not succeed as an entrepreneur. Killer Instinct In “Killer Instinct” Rafael Corrales writes: “There are no plus-minus stats to measure a player’s ruthlessness, his desire to beat his opponent so badly he’ll need
Killer Instinct Can Blind You to the Value of Partners Read More »
Great Demo Workshop on April 9 2010 Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Friday, April 9, 2010 8:15 am – 5:00 pm Advanced Topics PM Session: 1 – 5pm (see below) Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129
Great Demo Workshop on April 9 2010 Read More »
Great Demo Workshop on March 17 2010 offered by Peter Cohan in San Jose has been rescheduled due to illness to April 9, 2010.
Great Demo Workshop on March 17 2010 Read More »
Details for a Great Demo Workshop on March 17 2010 offered in San Jose by Peter Cohan of The Second Derivative.
Great Demo Workshop on March 17 2010 Read More »
Craig Shirley on “Negotiating with Key Accounts” Tue-Jun-16 in Sunnyvale Craig Shirley, VP of Sales at Apache Design Solutions has attended a couple of Bootstrapper Breakfasts® in 2009 and always gives very practical advice on sales and negotiation issues. No surprise, he has more than two decades of experience in sales and sales management and
Craig Shirley on “Negotiating with Key Accounts” Tue-Jun-16 in Sunnyvale Read More »
Sales 2.01 addresses some additional thoughts on the Sales 2.0 conference, the focus is on enabling customer self-service
Nurturing Referrals Is Critical to Growth Nurturing referrals is a critical activity for every entrepreneur. A referral is an introduction to a prospect with an endorsement. They come from shared success with your customers or colleagues, someone who knows your potential and can vouch for you or your team’s ability to deliver. These individuals are
Tips For Handling Referrals Read More »
This is a guest post on networking and referrals by Steve Moore of SPMSolutions. Networking and Referrals Networking and referrals remain the primary marketing strategy for many community-based small businesses (especially those with limited budgets). In contrast, many technology-oriented small businesses rely more upon online forums, social networking sites, user groups, etc., to reach potential
Networking and Referrals Read More »
Information on a seminar by Peter Cohan on how to give a Great Demo on September 13, 2008; held at the Moorpark Hotel in San Jose, CA.
Great Demo on September 13, 2008 Read More »
There is a category of information that’s not written down (yet). It arises in private conversations, email, talks in more informal settings. It’s a tremendous source of competitive advantage on new and emerging markets.
Information That’s Not Written Down Read More »
Act like a doctor not a traditional high-pressure salesperson. Diagnose before you prescribe and always act with integrity.
You are a Doctor not a Salesperson Read More »
An Advanced Topics workshop on March 8 covers presenting to an audience with a mix of needs and vision generation demos.
Cohan’s Advanced Topics Workshop on March 8, 2008 Read More »
