Both Sides of the Table
APRIL 3, 2014
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. I boil it down to this: sales people are sales people.
Both Sides of the Table
NOVEMBER 2, 2010
This is part of a series on sales & marketing. I previously covered how early phase sales teams should be “evangelical&# and consultative in nature. The first post on scaling sales dealt with “aiming&# your sales teams – making sure they were focused on the right opportunities.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Both Sides of the Table
FEBRUARY 5, 2011
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. I boil it down to this: sales people are sales people.
Both Sides of the Table
OCTOBER 31, 2010
This is part of my ongoing Sales & Marketing Series. In the first part of this post I talked about how sales in a startup is often evangelical , requires as consultative sale and needs constant adjustments based on customer feedback. We had 4 or 5 sales reps that had been around since the early days.
Berkonomics
AUGUST 2, 2018
There can be nothing more important in your business planning that selecting the proper pricing niche, making your story clear using that niche, and the defending your position against the competition. There are exceptions, based upon cost of sales. What competition would you face? So, here comes the lesson and your challenge….
Both Sides of the Table
MARCH 31, 2012
Jeff (also an HBS alum) co-teaches the LTV course with Professor Eisenmann about a student of theirs who had written a blog post about sales taking on some of my previous assertions. That student is Erin McCann who formerly worked in sales at Google, so she has some ground to stand on in her assertions.
socalTECH
JUNE 28, 2017
Irvine-based Western Digital has just been sued by Toshiba Corporation , which is seeking $1 billion in damages for what it says is violation of the Unfair Competition Prevention Act. Toshiba cited Western Digital's actions related to Toshiba's attempted sale of a joint venture.
Expert insights. Personalized for you.
382 
Let's personalize your content