Sales 2.01
Sales 2.01 addresses some additional thoughts on the Sales 2.0 conference, the focus is on enabling customer self-service
5 Scaling Up Stage
Sobering Workshop By Corum on Software Mergers
I attended a “Merge Briefing” workshop today offered by the Corum Group Ltd. on the status of software acquisitions. I had learned a lot from a workshop that Ward Carter, Corum’s CEO, gave at the Software Business 2007 conference and felt that this would be informative. It turned out to be much more. It was
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Bob Lewis on Progress and Economizing vs. Cost Cutting
“Contentment comes from wanting what you have, Ambition from wanting what the other person has, Progress from wanting what nobody has.” Bob Lewis “Random Thoughts“ Bob Lewis writes the “Keeping the Joint Running” E-mail newsletter, devoted to practical advice for leading IT organizations effectively. From his column “In General, a Time for Generalists” Bob offer
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Tips For Handling Referrals
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
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How To Measure Your Lead Generation Effectiveness
Many start-up founders believe that the sales process should be this straightforward: Get the phone to ring (or e-mail inbox or skype or web contact form) Tell your prospect about your offering Take the order Alas it is normally not this simple, especially if you are selling to businesses. We do encounter some startups that
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Herb Reiter Interview on Fostering Static Timing Analysis Adoption
An interview in 2008 with Herb Reiter of EDA 2 ASIC Consulting, Inc. on Static Timing Analysis and how to introduce it into a design flow.
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Financial Modeling for Startups Workshop–Early Bird Ends Tomorrow
Update Tue-Sep-23: Sold Out, No Walk-ins. We will offer it again: you can sign-up to be notified of upcoming workshops We just finished our last rehearsal for next Wednesday’s (Sep-24) “Financial Modeling for Startups” workshop we are doing jointly with Nathan Beckord of Venture Archetypes. I think it will be a good lunch and learn
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Networking and Referrals
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
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What Can I Do to Build Referrals?
Consulting is a referral-driven business. Here are four things you can do today to build referrals.
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What was Heroic Must Become Routine
I gave a talk on October 16 of last year at the KASE/KIN Entrepreneur Academy on “After Launch, Now What.” My answer was “What was once heroic must become routine” (podcast is here, it’s about 16 minutes if you would like to listen).
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Quotes on Operational Excellence
I collect quotes for entrepreneurs, here are a set quotes on operational excellence. You can follow @skmurphy to get quotes for entrepreneurs hot off the mojo wire or wait until they are collected in a blog post at the end of each month. Enter your E-mail address if you would like to have new blog
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One Google Hiring Policy Startups Should Avoid
Don’t imitate Google: there are many criteria to consider in a hiring policy for a sales person, but college GPA has to be one of the least useful indicators of future success.
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Plus Minus People
“Plus Minus People” make a strong initial impression but once you start working with them (or you hire them) you realize that they have a negative impact on the team.