How to get on a busy person’s calendar
Let’s say you have the attention of someone who agrees to meet or do a phone call with you,…
4 awesome B2B startup sales tips from Steve Blank
Lessons Learned In complex B-to-B sales, multiple “Yes” votes are required to get an order. A single “No”…
Pros and cons of Push and Pull product positioning and differentiation
In my view, there are two types of product positioning and differentiation: Push and Pull. Both have benefits…
5 ways to recognize a good Startup Salesperson
Over the last couple of years as I’ve been deeply involved in startups as an early stage investor…
Shrink Before You Grow and Sales 2.0
This past Thursday I left the friendly confines of VMTurbo HQ and attended Highland Capital Partners‘ “Sales 2.0”…
Get crushed
Image via CrunchBase NY entrepreneur Mark LaRosa has been writing some amazing stuff on his blog QuotaCrush. Although…
Do the work
Today I was called by someone who I had met for 5 minutes at a conference a couple…