Startups

Hugh MacLeod’s Thoughts on Being an Entrepreneur

Hugh MacLeod posted “Random Thoughts on Being an Entrepreneur” earlier this week. I’ve picked the best five and added some of my own comments 4. Once you become an entrepreneur, you find the company of non-entrepreneurs a lot harder to be around. You’ve seen things they haven’t; the wavelengths alter, it’s that simple. There are different perspectives

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Thinking About Your Business Goals for 2007, Part 2

As a follow-up to yesterday’s post on thinking about your business goals for 2007, it’s also worthwhile to look at your own motivations and needs. In an extending interview in Fast Company “Are You Deciding On Purpose,” Richard Leider advises that you ask yourself two key questions: What do you want? How will you know

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3 Ways to Build Credibility with Prospects

Here are three ways for building credibility. Referrals A referral is an introduction to a prospect with an endorsement. A referral allows you to borrow credibility from a trusted third party. They spring from shared success with your customers or former co-workers, someone who knows your potential and can vouch for you or your team’s

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3 things I learned at Next Step’s “How to Sell the Real Value of Your Solution”

Here are 3 things I learned from Jennifer Vessels in Next Step’s workshop “How to Sell the Real Value of Your Solution” on Thursday, November 7. I need to align my sales efforts with my prospect’s success factors. This means that I need to figure how they are getting measured and how to influence and serve

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Administrivia in Startups

I had lunch with Sylvia Nessan, a veteran of Synopsys, CoWare, and several high tech startups and she made an observation that I thought was worth writing down: the founding team, and CEO in particular, don’t pay enough attention to how much time they waste on administrivia. Hiring an admin or other outside service providers

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