Berkonomics

SEPTEMBER 13, 2018

The object of a financial purchase is to negotiate a bargain, capable of payoff through operating profits or growth over time, or even of immediate profit from arbitrage – knowing of a purchaser that is willing to pay more for your company if repackaged, or even with no changes at all. This rare buyer needs your company.

Pricing 600

Pricing Sales IBM IBM 600

Berkonomics

JANUARY 12, 2023

Some types of businesses generate more and more recurring revenues over time, often growing to a size where recurring revenues pay all of the overhead of the company – an enviable position. There is a phenomenon I have observed time after time with mature companies receiving over 75% of their revenues from recurring sources.

Sales 296

Sales Customer Custom SaaS 296

TechCrunch LA

JANUARY 26, 2022

Glossier, the popular beauty brand led by former blogger Emily Weiss, let go of 80 of its corporate employees today, according to an internal email obtained by Modern Retail. The cuts, which amount to around one-third of Glossier’s corporate workforce, will primarily impact the company’s technology team. “[W]e

CTO Hire 197

CTO Hire Layoffs Commerce Email 197

Technology Council

JANUARY 1, 2014

I have the opportunity to work with a large number of sales teams and to see what makes for highly successful ones and ones that struggle. In my experience the #1 determining factor in sales team success is whether the company has the right sales people on board or not. to create opportunities.

Sales 113

Sales Training Software Email 113

Berkonomics

JANUARY 24, 2019

Usually that means one they once or recently spent time in as an employee or manager within a company where they had little or no ownership. Some of these entrepreneurs starting a new company are alumni from companies that would be a competitor to the enterprise being created or joined. Are you one of those? Digital or analog!

Companies 120

Companies Company News Startup 120

Berkonomics

JANUARY 24, 2019

Usually that means one they once or recently spent time in as an employee or manager within a company where they had little or no ownership. Some of these entrepreneurs starting a new company are alumni from companies that would be a competitor to the enterprise being created or joined. Are you one of those? Digital or analog!

Companies 120

Companies Company News Startup 120

Berkonomics

NOVEMBER 1, 2018

So, you are close to selling your company, and counting the profits a bit early. Some companies, especially those financed by angel or VC investors, have good, formal stock option plans with properly priced options set to reward all employees and managers in the event of a corporate sale. Well, that’s human nature.

Sales 480

Sales Venture Capital Writing Email 480

Berkonomics

SEPTEMBER 12, 2024

And because there was consideration paid to you in the sale, that clause is binding upon you and is effective almost everywhere. The estate of the bankrupt company retains and can resell those rights into the infinite future. Now we add complexity to the issue: bankruptcy of the buyer Well, what if the buyer is now bankrupt?

Patents 156

Patents Sales Product Email 156

socalTECH

MAY 2, 2017

He was just trying to collect more data for his startup on what was happening on real estate deals that the company had been referring to brokers. However, he quickly discovered the deal data the company was collecting was not just data--but a guide to the best practices on helping brokers close more deals, quickly. It worked well.

Sales 145

Sales Startup Email Tool 145

socalTECH

OCTOBER 12, 2017

Los Angeles-based Internet services and digital media giant j2 Global has acquired two more companies, but in an interesting shift, also said it has divested three companies from its portfolio. Financial details of the acquisitions and sales were not announced.

Companies 113

Companies Company Sales Email 113

socalTECH

JULY 24, 2014

Southern California has a growing number of companies in the customer relationship management area, including a fairly new company in the area, Pipeliner CRM (www.pipelinersales.com). We spoke with Nikolaus Kimla , the CEO of Pipeliner CRM, to learn more about the company, its move here, and its software. Who are your customers?

Sales 229

Sales Startup Software Customer 229

socalTECH

JANUARY 4, 2013

Thousand Oaks-based Xirrus , the developer of high performance wireless networking equipment, is tapping into Relayware , a provider of collaboration and communicaitons software as part of its sales efforts, the firms said Thursday. According to the two, Xirrus has deployed Relayware to manage and optimize its global indirect sales channels.

Sales 138

Sales Thousand Oaks Software Social Media 138

Technology Council

JANUARY 1, 2014

I have the opportunity to work with a large number of sales teams and to see what makes for highly successful ones and ones that struggle. In my experience the #1 determining factor in sales team success is whether the company has the right sales people on board or not. to create opportunities.

Sales 100

Sales Training Software Email 100

Berkonomics

SEPTEMBER 6, 2018

Minor decisions, such as replacing employees who have left the company or replacing equipment needing updating, are usually considered operational in nature, and unless the business is changing direction, not relevant to this test. Let’s analyze the effect of a potential acquisition upon the value of your company.

Companies 120

Companies Company Acquisition Resource 120

Berkonomics

FEBRUARY 8, 2024

After friends and family… Once a company founder has tapped the funds available from his or her resources and from friends and family, if the company needs more cash for growth, the most obvious next step is to look for money from angel investors and venture capitalists, typically in the $300,000 TO $3,000,000 range.

Sales 156

Sales Resource Email Pricing 156

Berkonomics

NOVEMBER 17, 2016

Everyone who manages a company or its sales force wants to write as many new deals as possible, and is usually warry about doing anything that might threaten the positive outcome of a pending sale. Deadlines are an important sales tool. The most powerful tool you have in a sales environment is a deadline.

Sales 120

Sales Tool Writing Customer 120

Berkonomics

SEPTEMBER 5, 2024

Usually that means one they once or recently spent time as an employee or manager within a company where they had little or no ownership. Some of these entrepreneurs starting a new company are alumni from companies that would be a competitor to the enterprise being created or joined. Are you one of those? Digital or analog!

Design 156

Design Writing News Email 156

Both Sides of the Table

FEBRUARY 3, 2010

I’d like to talk about Crocodile Salesmen in 3 scenarios: 1) when YOU are selling (or someone on your team), 2) when you are trying to recruit a sales person. But how to apply “listening&# in a sales meeting? Let’s assume you run a Customer Support software company. I still do this sometimes, too.

Sales 314

Sales Startup Venture Capital Customer 314

Both Sides of the Table

OCTOBER 4, 2009

Many entrepreneurs who start technology companies are product people, technologists or savvy business people who worked previously for a larger company. Most start-up entrepreneurs have little or no sales experience. But through nearly a decade of startups I learned that sales comes down to three essential elements: 1.

Sales 319

Sales Startup Platform Tips 319

Berkonomics

AUGUST 17, 2023

Preparing for the game… If you have been following our recent insights, you’ll be up to speed knowing that professional investors negotiate tough terms, from provisions of control over asset acquisition, eventual sale of the company, future investments, forced co-sale when others attempt to sell their shares and more.

Invest 296

Invest Capital Startup Entrepreneur 296

Berkonomics

SEPTEMBER 19, 2024

Removing the emotion from a negotiation [Email readers, continue here…] Over the years, I have been delegated by more than several entrepreneurs and boards to negotiate critical agreements, sometimes to sell the company or merge it with another. ” The post Negotiation!

Pricing 156

Pricing Sales Tool Entrepreneur 156

Berkonomics

NOVEMBER 14, 2024

Sales Multiple: The usual limits for use of a sales multiple for valuation are from.5 There is some latitude based upon the growth of the Company, using trailing (last 12 months), actual (fiscal year projections) and forecast (next twelve months or next fiscal year). Here they are, with short explanations of each: 1.

.Net 156

.Net Pricing Technical Review Sales 156

Berkonomics

MARCH 28, 2024

They write in their investment documents that they will occupy a seat on the board for as long as they are invested in the company, thinking of this as a protection for their investment and tool for them to influence growth. Even venture capitalists who sit on boards where they have significant investments often forget this point.

Class 282

Class Coach Invest Sales 282

Berkonomics

MAY 23, 2024

Pay early-stage board members of companies that are not lifestyle businesses one percent of the fully diluted equity in the form of an option that vests over two to four years of service. You do not pay professional investors who are serving on behalf of an investment company or VC and paid by that company.

Venture Capital 156

Venture Capital Pricing Equity Invest 156

Berkonomics

MAY 16, 2019

There must be at least several companies out there right now positioning to compete with you. And although many positioning efforts cross the lines between these, great companies play to the strength of just one. Innovation certainly defines a number of companies catering to early adopters and the mass audiences that follow.

Companies 120

Companies Company Pricing Competition 120

Berkonomics

OCTOBER 20, 2022

Far too often, I come across companies with commission structures that take into account “all” the possible permutations of profit on a sale, causing everyone to wait for an accounting person to complete a cost analysis in order to find the magic number, or for a manager to rule on percentage splits for territories or products.

Sales 177

Sales SaaS Pricing Course 177

socalTECH

SEPTEMBER 25, 2018

Irvine-based Cirrus Insight , a developer of software used to help sales people with managing their email inbox and calendar, has received what it says is a "significant" growth equity investment. Cirrus Insight's CEO and co-founder is Ryan Huff; the company's COO and co-founder is Brandon Bruce. READ MORE>>.

Funding 113

Funding Email Equity Sales 113

Berkonomics

NOVEMBER 21, 2024

How do you value pre-revenue companies? Last time we examined ten different ways to value companies already in revenue, usually beyond the early stage. For those of us who’ve invested in early-stage companies, especially technology startups, we have confronted a universal problem.

Invest 156

Invest Startup Email Competition 156

Berkonomics

MAY 8, 2014

I am chairman of a company that, as I write this, is twelve years old and has not yet taken a dollar of outside investment. The company has been funded entirely by grants from the National Institute of Health, amounting to millions of non-dilutive dollars in all. How refreshing!

Companies 166

Companies Company Writing Education 166

Berkonomics

JANUARY 5, 2023

Public companies looking to acquire your growing enterprise usually have a few financial measures that help them weed out those candidates that will be too expensive in terms of effort or of too little financial attractiveness. Email readers, continue here…] Here are some of the checklist items your acquirer will consider.

.Net 156

.Net Acquisition Sales Email 156

Berkonomics

JUNE 4, 2020

Let’s say that your company is exactly at breakeven. There is amazing leverage in high gross profit margins once a company is past breakeven. A ten percent increase in revenues for a company with 50% gross margin and 5% net profit before the increase would double net profit for the period with that ten percent increase in revenue.

.Net 156

.Net Sales Tool Email 156

Berkonomics

FEBRUARY 2, 2023

Celebrating that strategic partnership Many of us make it a priority to find and partner with companies that can add to our offering or extend our reach. It takes real effort and planning on both sides of a partnership between companies to make it work. Why would this partnership – one that benefits both companies – fail to succeed?

Press 156

Press Sales Training Resource 156

Both Sides of the Table

FEBRUARY 17, 2019

Having read his latest op-ed on email I know why I erred towards the side of of not loving his book as much as some did. Apparently he’s an “organizational psychologist professor and thinks that it’s rude not to answer email. I also surmise that perhaps organizational psychologists don’t get as much unsolicited emails as some of us do.

Email 250

Email Writing Conference Mobile 250

Both Sides of the Table

MARCH 10, 2015

I write about sales often both because it’s the lifeblood of any organization and because in my experience it is the area in which more startups are least experienced or inclined. I also write and talk about it frequently because raising capital is a part of sales and this is important for entrepreneurs to understand.

Sales 150

Sales Startup Venture Capital Funding 150

Berkonomics

APRIL 21, 2022

Owned media comes from the databases you own, such as your company’s web site, email newsletters, profiles in social media, or apps you have created requiring registration or download. One of “my” companies learned and grew to spectacular size. What resources do you already own? And here’s the most powerful new media model.

Advertising 156

Advertising Media Social Media Newsletter 156

InfoChachkie

JANUARY 14, 2013

If you have your eyes and ears open, you can discover sales lessons in unexpected places, including the cable TV show, Say Yes To The Dress. There are a number of solid sales techniques on display by the Say Yes team. Throughout the sales process, they continually probe and modify their sales approach, based on the bride's feedback.

Sales 251

Sales Startup Activity RSS 251

socalTECH

FEBRUARY 12, 2020

Santa Monica-based Nimble , the developer of a contact activity tracking tool for Office 365 and G Suite which is led by Jon Ferrara, says it has enhanced its browser extension for helping teams with their sales prospecting efforts. The company did not say which browsers the extension works for, but said that Nimble Prospector 2.0

Template 113

Template Santa Monica Activity Email 113