Both Sides of the Table

OCTOBER 19, 2009

After my company was acquired by Salesforce.com I was asked to stop blogging and they took over my blog as an asset in the sale of the company. I had previously raised VC in 1999, 2000, 2001 and 2005. I had seen many cycles and decided that since I was going to do it all over again I should write about it. Biggest lessons ….

Venture Capital 274

Venture Capital Term Sheet San Diego Viral 274

Mucker Lab

MAY 20, 2013

2005 – “Sales cycle is too long for software companies selling to government and educational sector”. (Everything). 2002 – “Consumer electronics is a low margin and highly competitive industry”. 2003 – “The browser war is over, Microsoft has won”. 2008 – “RIP, Good Times”.

Widget 76

Widget Sales Cycle Social Network Government 76

Mucker Lab

MAY 21, 2013

2005 – “Sales cycle is too long for software companies selling to government and educational sector”. (Everything). 2002 – “Consumer electronics is a low margin and highly competitive industry”. 2003 – “The browser war is over, Microsoft has won”. 2008 – “RIP, Good Times”.

Widget 60

Widget Sales Cycle Social Network Government 60

Altgate

AUGUST 16, 2010

King&# Approach to Term Sheet Negotiations → Why Don’t Universities Teach Sales? Why, in business alone, you can get a masters or PhD in marketing (sales’ evil cousin), finance, human resources and entrepreneurship (which isn’t even a business function, but rather a business practice). A “Rich-vs.-King&#

Sales 49

Sales Term Sheet Michigan Sales Cycle 49

Up and Running

NOVEMBER 6, 2014

A study by sales guru Keith Ferazzi’s Ferazzi Greenlight looked at 16 leaders of high-performing strategic account management (SAM) teams, and found that accounts with dedicated SAM teams grow an average of twice as fast as traditionally organized accounts. Some even reported growth of three and four times that of conventional sales teams.

Brazil 109

Brazil Sales Cycle Sales Revenue 109

ConversionXL

FEBRUARY 19, 2012

The bigger the positive impact of your lead magnet, the better push you have given the prospect down your sales funnel. And eventually you will ask for the sale. When should you ask for the sale? How to test the length of the sales cycle. It has to add as much value as possible. There is no one right answer.

Email 131

Email Sales Cycle Minnesota Sales 131

The Next Web

MAY 12, 2013

Xeround was founded in 2005 by Sharon Barkai – founder of Sheer networks, which was eventually sold to Cisco , and Dr. Gilad Zlotkin – founder of Class Data, also sold to Cisco. Sales cycles were long and unpredictable. What happens when you over-pivot.

Database 126

Database United States Cloud 126