Both Sides of the Table
DECEMBER 17, 2013
If you don’t have a good sales methodology already in place in your organization you might try reading that last link. The most likely outcome if you manage to interest the senior exec (for the sake of this post let me call her the CEO) is that she will refer you down the organization to somebody who would be involved in the decision.
Startup Professionals Musings
AUGUST 24, 2022
Leaders and investors need to know if you have and are tapping into your key sources of relevant data, including web analytics, sales management data, and customer relationship management (CRM) software. We want to make sure you can break down the silos and manage to results.
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ConversionXL
MARCH 17, 2021
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.
Steve Blank
SEPTEMBER 5, 2013
While our teams have mentors, socialize a lot and give great demos, the goal of our class final presentations is “ Lessons Learned ” – about product/market fit, pricing, acquisition/activation costs, pricing, partners, etc. Here’s how that happened. Technology in search of a market.
ConversionXL
JUNE 2, 2022
If ABM gives your ideal customer everything they want and need to become a long-term partner, is there actually a need for lead generation? There are other factors involved in making your decision, such as: The complexity of the buying cycle. Account-based sales cycles are more complex than a sales cycle targeting one person.
Lightspeed Venture Partners
FEBRUARY 12, 2013
Almost a year ago, my partner Barry Eggers and I met with Craig Elliott and Scott Hankins to talk about their vision for a new company, Pertino. At Packeteer, they built a hardware-based appliance that was expensive and complex to manage.
Austin Startup
OCTOBER 23, 2019
Opening Night Happy Hour and Keynote with Scott Kupor: Secrets of Sandhill Road | Fundraising Track Joshua Baer , Founder and CEO at Capital Factory, delved into the transforming realm of venture capital with Scott Kupor , Managing Partner at Andreessen Horowitz. The unit cost fell and this idea of pay as you go.
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