Both Sides of the Table
SEPTEMBER 8, 2010
This is the failure of many early-stage companies when they try to scale. How can I hit my quota selling to Deutsc he Bahn – their sales cycles are so slow! Another prominent CEO was on the verge of both company & personal bankruptcy when we had lunch. And the opposite is also true.
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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