Sales KPIs for Startups
For salespeople, KPIs must be connected to revenue like the number of leads generated and how those leads convert through the sales funnel.
Sales KPIs for Startups Read More »
3 Early Customer Stage
Account Review Meetings Drive Startup Growth
Startup entrepreneurs should conduct account review meetings to stay close to customers, drive revenue, and build a repeatable business.
Account Review Meetings Drive Startup Growth Read More »
Key Principles for Developing Effective Case Studies
Case studies are critical to convincing B2B prospects to investigate your product and encouraging them to buy. Here are our key principles for developing effective case studies.
Key Principles for Developing Effective Case Studies Read More »
The Three Question Test at the Bootstrappers Breakfast
At the Bootstrappers Breakfast we sometimes suggest “the three-question test” to help an entrepreneur get clarity on their target customer.
The Three Question Test at the Bootstrappers Breakfast Read More »
Q: How do I tell if I am scaling prematurely?
It’s possible that you are scaling prematurely, but it’s become a catch all risk that bears more scrutiny. This conversation is condensed from a real email exchange with an entrepreneur
Q: How do I tell if I am scaling prematurely? Read More »
Wolfgang Huber Describes Bootstrapping Matrix Requirements
Wolfgang Huber offers lessons learned from bootstrapping Matrix Requirements into leader in medical device documentation software.
Wolfgang Huber Describes Bootstrapping Matrix Requirements Read More »
Q: How Many Warm Leads Are Needed for First Pilot Project?
My interview with Gabriel Weinberg was originally published Sep-8-2010. He was doing research for what became his fantastic book Traction. We talked for the better part of an hour and a half and I can remember he kept returning in different ways to what was needed to close your first dozen enterprise customers. This is
Q: How Many Warm Leads Are Needed for First Pilot Project? Read More »
Q: How Do I Value an Equity Offer From a Startup?
Some suggestions for how to value an equity offer from a startup as part of a decision on whether to join.
Q: How Do I Value an Equity Offer From a Startup? Read More »
Challenging the ‘Growth at all Costs’ Startup Model
You don’t hear it as much in 2024 but “growth at all costs” was common advice for entrepreneurs in as you did 2013-2022 (and 1996 to 2001). Here are our reasons by we don’t recommend it for bootstrappers.
Challenging the ‘Growth at all Costs’ Startup Model Read More »
Starting Small Can Lead to A Big Success
In a world where bigger often seems better, there’s a compelling argument to be made for the power of starting small.
Starting Small Can Lead to A Big Success Read More »
In Sales, Act Like a Doctor
Startup founders can greatly enhance their effectiveness if they act like a doctor: elicit symptoms, offer a diagnosis, suggest a prescription and provide a prognosis.
In Sales, Act Like a Doctor Read More »
Why Don’t They Teach Sales in College?
The following passage “Rich Dad, Poor Dad” by Robert Kiyosaki has had me reflecting on “Why Don’t They Teach Sales in College?”
Why Don’t They Teach Sales in College? Read More »
Entrepreneurship is a Marathon, Change Your Pace to Recharge
Entrepreneurship is a marathon, or at least a long roller coaster ride, not a sprint. Add recharge time to your regular activities.
Entrepreneurship is a Marathon, Change Your Pace to Recharge Read More »
Frank Tisellano: “Business First” Product Management
Frank Tisellano gave a briefing on his “Cynical PM Framework” at Lean Culture, advocating for a “business first” approach to product management.
Frank Tisellano: “Business First” Product Management Read More »
How Founders Should Should Manage Startup Runway
Using 14 Ways B2B Entrepreneurs Can Extend Their Startup Runway to Go the Distance as a point of departure, Etienne Garbugli and Sean Murphy offer practical advice to entrepreneurs on how to manage startup runway.
How Founders Should Should Manage Startup Runway Read More »
How Do I Find Clients For My Consulting Business?
Whether you are just getting started or have done consulting for many years, the best way to find new clients is through referrals. If you have been in business for many years, satisfied customers are a great source of referrals. However, if you are a new consultant, you may have yet to satisfy customers but
How Do I Find Clients For My Consulting Business? Read More »
Six Activities for Learning New Skills and Tools
Real life often presents entrepreneurs with a new problem or opportunity, so they find themselves learning new skills and tools on the fly.
Six Activities for Learning New Skills and Tools Read More »
Chalk Talk: How Buildings Learn
A chalk talk on Stewart Brand’s model for how six layers in a building change at different rates from his book “How Buildings Learn.”
Chalk Talk: How Buildings Learn Read More »
Mike Krupit on Network Density and Fluidity
In the video below, Mike Krupit, founder of Trajectify, shares some interesting insights on density and fluidity your network. Mike Krupit on Network Density and Fluidity An edited transcript for readers: Mike Krupit on the importance of your network The other thing I will say is having a network. When we’re starting a business, we’re
Mike Krupit on Network Density and Fluidity Read More »
Peer Advice and Support for Startup Founders
Entrepreneurs benefit from peer advice that provides knowledgeable perspectives, highlights blind spots, and lifts them out of ruts.
Peer Advice and Support for Startup Founders Read More »