A schema is a conceptual model that offers an organizing principle for how business buyers evaluate and purchase. The challenge is to match your sales effort to where they are in the process. Doug Hall’s Three Laws of Marketing Physics Jerry Weissman’s Power Presentations John Boyd’s OODA Loop Simple Schema 1. Overt Benefit Understand Observe […]
A Simple Sales Schema Read More »
Reminder: Book Club July 13, 2011 Community of Practice The Book Club for Business Impact looks at “Communities of Practice” Wed-Jul-13 from Noon to 1pm PDT. I think the key difference between social networks, communities of interest, and communities of practice is that a community of practice has a focus on shared learning. Entrepreneurs of
Reminder: Book Club July 13 Community of Practice Read More »
Silicon Valley is a nicely furnished room in a house that’s burning down, the state of California.
A Nicely Furnished Room In A House That’s Burning Down Read More »
I was rummaging around in Mr. Google’s basement–you can get lost done there in a maze of bright and shiny objects if you are not careful–and I came across this quote by Justin Rosenstein in “How is Asana’s Beta Going” (I am not using nor contemplating using Asana but it’s the next part you should
What Are Your Stable Browser Tabs? Read More »
When I started out at Cisco in 1990 it was a part of the culture that a request for help or question that was too vague or poorly specified would be answered with “How long is a piece of string?”
How Long is a Piece of String Read More »
I have condensed this from a recent series of conversation with bootstrapping entrepreneur. I thought it captured many of the key questions that you need to be consider once you are “open for business.” Bootstrapping Entrepreneur: I am just getting started on a new project. I have several advisors and one has suggested that I
When Do I Need a Model? I am Bootstrapping Read More »
Sometimes a bad example can be useful. I got the following E-Mail from a startup whose tool I had tried to use about a year ago but gave up because it embodied too idiosyncratic view of a particular productivity problem. I had probably spent an hour trying to work with it and perhaps an hour
How Not To Manage Early Adopters Read More »
Humiliation “My own view is,” I began, but no one listened. At the next pause, “I always say,” I remarked, but again the loud talk went on. Someone told a story. When the laughter had ended, “I often think—”; but looking round the table I could catch no friendly or attentive eye. It was humiliating,
Find A Peer Group Who is Interested In What You Have To Say Read More »
Stonehenge They sit there forever on the dim horizon of my mind, that Stonehenge circle of elderly disapproving Faces—Faces of the Uncles and Schoolmasters and Tutors who frowned on my youth. In the bright center and sunlight I leap, I caper, I dance my dance; but when I look up, I see they are not
When I was a boy the 4th of July was sparklers and fireworks in Kirkwood Park. While I don’t find fireworks as exciting today as when I was younger, I do have a better understanding of these words from the Declaration of Independence and I find them very energizing.
July 4, Independence Day, 2011 Read More »
Steve Blank: “Sean Murphy adds tremendous value for startups in setting them up “getting out of the building” and how to make sense of the data they’ve gathered. He’s one consultant I personally know (I’m sure there are others) who doesn’t confuse his role with the founders. I think of his consulting firm as a
SKMurphy, Inc. 8 Years In: What We Are Working On Now Read More »
Learning to explore is a key skill for entrepreneurs. Ask questions you don’t know the answer to–where the answer would have an impact on your ability to assess the risk in your venture or would help you to define a key aspect of your business.
Buying a Map vs. Learning to Explore Read More »
Would you like to participate in one of SKMurphy’s upcoming Book Club for Business Impact webinars? We are looking for panelists to talk about key insights they took away from the book or article and share some lessons learned in applying them. Let us know if you are interested in taking part. Wed-Jul-13 “Community of
Looking for Panelists for Book Club for Business Impact Read More »
You can follow @skmurphy to get them hot off the mojo wire or wait until the end of the month when these quotes for entrepreneurs are collected on the blog. Enter your E-mail if you would like new blog posts to your inbox.
Quotes For Entrepreneurs–June 2011 Read More »
This is a recap of the presentations from the 2011 Startup Lessons Learned Conference. My intent is to provide links to the presentations, videos, and relevant blog post for each session. Update Aug-5-2014: none of the Justin.TV links resolve at this point because of their exit from the video hosting business. As I find other
Startup Lessons Learned 2011 Roundup Read More »
People ask me where to get started. Lately I have been telling them: start where you are and sell what you have. Meet people, help them connect, and explore possibilities. Knit your network now before you need it.
Start Where You Are Read More »
Taking a scientific approach to startups by formulating and testing critical hypotheses is a great idea, but it won’t create a “Science of Startups.”
A Scientific Approach to Startups Won’t Create “A Science of Startups” Read More »
Successful entrepreneurs answer “Why your startup matters?” by pointing to problems solved for customers and jobs created. Profit is a means to creating future value and funding is a means to creating profit.
Why Your Startup Matters Has Little to Do With Funding Read More »
We have two sessions on Peter Cohan’s Great Demo! book. Sep-4-2012 that addressed “Lessons Learned Implementing The Great Demo! Methodology” We had two change agents join us on the panel: Barry Nelson and Jolie Rollins and our intent, consistent with the Book Club’s promise, elicit actionable insights from the panel informed by the book’s content. Listen
Book Club: Cohan’s “Great Demo!” Read More »
I met Ron Fredericks of LectureMaker when I was co-chair of the SDForum Marketing SIG in 2006. Ron was clearly a very bright engineer with a passion for both embedded systems and video (@DoMoreWithVideo). We kept in touch and last year he e-mailed me that he had opened a video studio in Sunnyvale. We have
We Recommend LectureMaker Studios In Silicon Valley Read More »
