As an early-stage start-up, your lead tracking process might be as simple as an Excel spreadsheet or the free version of HighRise. Totally acceptable at first. But… you’ll reach a point where the limitations of whatever early stage system you’ve chosen is noticeably painful. A few signals include: 1. Missed calls. You missed a follow up […]
VIEW POSTWhy? Because: 1. Crap work is crap work because there are poor systems in place that managers must fix within the organization to scale the company. 2. Crap work means navigating internal bureaucracy, which should be left to managers. 3. Crap work is opportunity costs. Your reps should be spending time on the racetrack, not […]
VIEW POSTCutting deals to win customers? Don’t do it. Read this article from today’s LA Times on American Airlines and their “travel for life” tickets. From the article: But all the miles they and 64 other unlimited AAirpass holders racked up went far beyond what American had expected. As its finances began deteriorating a few years […]
VIEW POSTThe writing, revising, and proofreading is over. I’ve just submitted “Startup Selling: How to sell if you really, really have to and don’t know how” for publication. Amazon tells me it will be about a week before the title is available. Thanks to everyone for waiting patiently. I’m excited to deliver the book to you […]
VIEW POSTMark Suster authors “Both Sides of the Table” and is one smart dude. He’s posted a number of articles are selling for start-ups that are worth a read, but in each of his posts, I think he’s left out a few critical parts of the puzzle – how to execute on his advice. Many start-ups […]
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