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You're in the Business of Selling Promotions by @ttunguz
If you are a corporate and about to make it rain for a startup, juicing their revenues, why not get in on the action and own some equity?
Andrew Romans • Masters of Corporate Venture Capital: Collective Wisdom from 50 VCs Best Practices for Corporate Venturing How to Access Startup Innovation & How to Get Funded
You should make it clear who you really serve, who will buy your service and what are their sensitivities? What are their desires, beliefs, fears and how does your service slot in?
Liam Veitch • Stop Thinking Like a Freelancer
She immediately diagnosed what had been impeding the sales team: a lack of clear, repeatable messages that communicated the product's value, not just features. Along with that, the sales team needed a better understanding of which prospective customers were most likely to buy, rather than just relying on their Rolodexes. She also recognized the pro
... See moreMartina Lauchengco • Loved: How to Rethink Marketing for Tech Products (Silicon Valley Product Group)
Your prospects are primarily concerned with how you can help them build a better business. Selling isn’t interruption or trickery. It is, at its heart, about service.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
1/ A common dilemma for SaaS founders is whether to focus on individual users or teams as the primary customer. This has important implications for pricing & packaging as well as product design.
TLDR: Team plans are where the money is & where founders should focus. Here's why:
Like acting, sales works best when hidden. This explains why almost everyone whose job involves distribution—whether they’re in sales, marketing, or advertising—has a job title that has nothing to do with those things. People who sell advertising are called “account executives.” People who sell customers work in “business development.” People who s
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