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How to Shorten Your Sales Cycle and Avoid Wasting Time

Both Sides of the Table

One of the questions I’m most often asked by CEOs is how to hire sales people. I’ve also written extensively on sales and on which sales execs to hire and how to think about the different kinds of sales leaders. ” “There’s no way we’re going to partner in this area.

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3 Ways Structure Can Take Your Tech Startup To New Heights

YoungUpstarts

Think of a tech startup the same way. Forty-six percent of those cases fall short due to issues of “incompetence,” which can allude to any type of structural snafu. Be diligent about income and expenses and how each relates to your milestones. Ideally, tech startup founders stay on till the very end.

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Common B2B Challenges and How To Solve Them

ConversionXL

From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. I recently surveyed and interviewed over 200+ B2B executives, marketing & sales leaders to find out exactly what challenges they currently face and what they are doing to overcome them. So what does it take?

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The Legal Side of Entrepreneurship

YoungUpstarts

by John Vrionis, partner at Lightspeed Venture Partners. Law firms that focus on emerging technology companies understand their legal issues from multiple perspectives and offer excellent advice. Startups bear the costs of their financing, from the first seed investment to the sale of Series A stock. However, the U.S.

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Preparing For An Acquisition

YoungUpstarts

by Jeff Stark, Audit Partner at Sensiba San Filippo. In addition to setting a solid baseline for historical financial information, an audit engagement is a good test run to experience what the due diligence process may look like for management going through an acquisition for the first time. Contracts and obligations.

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How To Negotiate with Vendors, Partners And Employees

YoungUpstarts

Most are looking to exceed their sales targets and will offer greater discounts if the quarter is about to end. When I negotiated crowdSPRING’s initial contract for internet and IP phone service, we had a few important deal terms (price, reliability, redundancy) and I made those terms very clear in the beginning. Never be intimidated.

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Traversing No-Man’s Land, The Go-To-Market Phase

YoungUpstarts

by Bruce Cleveland, Founding Partner at Wildcat Venture Partners and author of “ Traversing the Traction Gap “. The best way to explain the “gap” in the Traction Gap Framework is to review the three phases that every startup must pass through in order to succeed. Mind the Traction Gap? Go-to-Product. Go-to-Market. Go-to-Scale.

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