Both Sides of the Table
DECEMBER 17, 2013
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. We will have to build (or buy) technology in this area.” It’s too strategic.
Both Sides of the Table
APRIL 3, 2014
Most technology startups seem to be funded by product people or business people. 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 boil it down to this: sales people are sales people. Here are mine.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Both Sides of the Table
OCTOBER 12, 2010
A while back I wrote a bunch of posts on Sales & Marketing and have been meaning to get back to that theme for a while. Even if you don’t have “direct&# sales I would tell you that “everything is a sale&# including fund raising, hiring, getting press and doing business development. You learn by asking.
Startup Professionals Musings
JANUARY 17, 2015
This is the mysterious and dreaded due diligence process, which can kill the whole deal. Some entrepreneurs do very little to prepare for due diligence, assuming all the talking has already been done, and the business plan and results to-date tell the right story. My best advice is to stick to the middle ground.
Both Sides of the Table
FEBRUARY 5, 2011
Most technology startups seem to be funded by product people or business people. 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. We focused together on improving our sales methodology, our training and our comp plans.
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.
socalTECH
MAY 21, 2013
One of the largest concentrations of technical talent in Los Angeles is in Glendale, at YP -- staffed with a surprising number of Los Angeles startup vets. Our whole product and technology team is about 500 people. Talk about the technology behind your operations here? What''s your background and how did you end up at YP?
Expert insights. Personalized for you.
375 
Let's personalize your content