Last night, I sent out an cold “InMail” yesterday to a “D” contact and got a reply. My first reply from a D. We’re setting up a time next week to talk. (Reminder: “Ds” are cold contacts – people I’ve never met before – in my classification system for customer development contacts.) Sidenote: That’s the second reply […]
VIEW POSTFind your spider. In 1994, Nancy Krieger wrote a landmark paper in the field of epidemiology – “Epidemiology and the Web of Causation: Has anyone seen the spider?” Prior to her publication, epidemiologists cited a “a web of causations” as the reason a particular disease blighted a population. (Also see: Overdetermination) Krieger posited that instead, […]
VIEW POSTYep – it’s official. We’re now the official organizers of the Startup Sales Circle Meetup Group. What to expect in the coming months: An actual meetup with real people and speakers. Regular iterations of #1. Live webcasts & recordings of #1. Virtual meetups via webinars and webcasts for those that can’t always make it to […]
VIEW POSTAs 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 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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