Thursday, February 10, 2011 Is Being “Lean&# Different for B2B Startups? Meanwhile, B2B startups like Rentjuice appearing to make fewer pivots than their B2C peers and in many cases require large amounts of capital. So, how can B2B startups be lean? See "B2B Challenges" under Labels on the right. Thanks! MORE >>

Before starting a B2B company I had never sold anything. Although many B2B businesses are starting to utilize similar strategies to acquire customers as consumer-based businesses, I was advised to understand how to sell. In my continual quest of learning I reached out to many sales people I knew. Finalize a Pricing Model. MORE >>

Google has had the most success with SMB’s with their ad sales and the small yet growing Apps business.  This requires enterprise level sales chops, extreme hustle, and the stomach to endure long and difficult sales cycles that often lead nowhere.  Unfortunately they mostly lead to lots of questions.  MORE >>

But she has also led B2B start-ups such Icarian, BroadVision and most recently PSS Systems through successful venture fund-raising and acquisitions. When you are selling, think about each person’s “stake” in your sale. When the numbers get big, the risk factor--for everyone--grows. The other is to sell. Guess what? MORE >>

Most B2B entrepreneurs have a general sense of the ROI they would get by selling to any particular client. If you were to sell to smaller organizations, you could likely get away with much shorter sales cycles — but there is a significantly tinier pot of money on the other end. Can They Spend It? They Have Money. MORE >>