2007 Early Stage Sales Cycle Valuation 
www.forentrepreneurs.com
FEBRUARY 2, 2010
For example: Create demo videos that answer every likely sales question. List the common sales objections that come up in the sales cycle, and provide answers to these on the web site. Owning the customer base is an important way to control your own destiny, and will also earn your company a higher valuation.
Cracking the Code
OCTOBER 10, 2008
In my case (LucidEra -- a SaaS analytics provider focusing on sales, marketing, and financial analytics), weve found that success requires not only building some best practices for analytics into our solution, but also coming up with a repeatable and scalable way to show the customer how to use the analytics and how to interpret the results.
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