When you’re setting out to hire sales people it’s important to know what type of sale you’re making. While there are many distinctions in the types of sales that companies make, one noteworthy paradigm is what I call the Pro vs. Bro sale. A “Pro” sale means selling to a professional audience in a professional way. MORE >>

Specifically what is often not in the DNA of founders are sales skills. The result is a lack of knowledge of the process and of sales people themselves. I had never had any sales training so everything we did for the first couple of years was instinctual. boil it down to this: sales people are sales people. MORE >>

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? Reply Tweets that mention Updated Customer Development Image | Market By Numbers | Marketing Help -- Topsy.com says: January 13, 2010 at 9:19 pm [.] This one is much clearer. MORE >>

If this is your attitude, your conception of tech support is completely backwards and you're missing out on important channels for marketing, product development, and sales. Tech support is sales. At Smart Bear we made millions of dollars in both individual and enterprise sales without "sales.". That's sales. MORE >>

It’s the combination of Business Model Design and Customer Development. Business Model Design Gets Dynamic, Customer Development Gets Strategic. One of the key tenets of  Customer Development is that your business model is nothing more than a set of untested hypotheses. Business Model Design Meets Customer Development. MORE >>