Highlights from a Wed-Nov-29-2017 panel of sales experts on how effective discovery conversations lead to more effective demos: Richard Smith of Refract, Peter Cohan of Second Derivative and author of “Great Demo,” Brian Geery of SalesNv and author of “How to Demonstrate Software So People Buy It,” and Warren Gouws of SumTotal Systems.
Mark Graban gave a great talk at last year’s Lean Startup Week on how to avoid wasting your time–and your team’s time–looking for meaning in normal fluctuation. Here are some highlights.
A summary of my talk at Women in Consulting lunch meeting today on “Startups: What’s Hot / What’s Not (2018).” Includes slides and links to sources.
Qualitative research that allows firms to understand unmet and emerging needs is now the bottleneck for the specification, development, and delivery of significant new products. This is the result of substantial investment in the last two decades in tools for software development, quantitative evaluative research, marketing and sales. This has fundamental implications for how product development, sales, and support operations need to be organized and to collaborate.
This is a first pass at development dependency “pinwheel” model for intrapreneurs fostering new capability development and executives adjusting a product roadmap for development risk.
This blog post is an overview of a series of blog posts on “The Shape of Firms to Come.” It’s an attempt to outline what I believe are key values that businesses will embrace to endure over the next 25 years.
Quotes for entrepreneurs collected from a variety of sources in January 2018, tweeted first on @skmurphy about once a day where you can get them hot off the mojo wire. At the end of each month I curate them in a blog post that adds commentary and may contain a longer passage from the same source for context. Please enter your E-mail address if you would like to have new blog posts sent to you.
I recently sat down with Pete Tormey, a startup attorney in Silicon Valley, to discuss how to keep harmony among founders in a startup.
“What Have You Learned In 2017 That You Will Apply in 2018?” is our topic for the
Fri-Dec-29-2017 Bootstrapper Breakfast/® in Mountain View.
Peter Drucker has suggested that businesses organize their abandonment of business and practices that they never would have started doing if they knew when they start what they know now. This is my effort at 2018 renunciations for SKMurphy, Inc and in my personal life.
Here is a list of the most popular SKMurphy blog posts Oct-2006 through Sep-2017 based on page view counts from Google analytics data. I have broken out the Lean Startup Conference roundups for clarity.
Three keys to making the transition from a one project startup to scaling up with many projects: keep a list of all projects, finished, active, unstarted and contemplated; maintain a status page that is the single source of truth for where the project it; conduct, document, and act on post-project assessment findings.
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.
The 1517 fund is led by Danielle Strachman and supports technology companies led by young founders. They recently published “New 95 Theses” that I found thought provoking. Here are my favorite 13 with some additional observations.
Three thought provoking trends in a recent interview on “The Internet of Things: A new evolution for business” with Yodit Stanton, CEO of OpenSensors, by Joyce Shen, Global Director of Emerging Technologies for Thompson Reuters.
It’s not uncommon for an entrepreneur to feel stuck in low gear, falling behind both the competition and their own plans for progress. Here are some suggestions for how to keep calm and carry on.
Whether you are interviewing potential employees or potential customers, don’t explore Thoughtland with a focus on predictions and beliefs. Instead, explore actual behavior and prior experience.
Here are six profound insights from Naval Ravikant in “Tribe of Mentors” by Tim Ferris