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- Who Needs Streaming Video?
- Streaming video is what we - a generation of TV viewers – grew up with. You watch what is broadcast when it’s broadcast as it’s broadcast. You blink; you miss something. Something disrupts the signal; a fragment of what you’re watching is gone forever. Doesn’t matter whether the...
- Blog posts 2007-02-23
- 5 Quick Pointers On Startup Hiring
- I’ve been in the startup business for a pretty long time now. One of the things that I’ve found hardest to do is find and recruit exceptionally talented individuals. This is not particularly surprising, I think all businesses (big and small, young and old) have this challenge. ...
- Blog posts 2007-03-27
- Why "Me Too" Startups Are Not Always A Mistake
- The "me too" label has been applied to a past when a company enters a crowded market of highly visible competitors. Examples abound, such as the remote storage category, RSS readers, online calendars, personal website creators, etc. Each of these categories at one time or another was pursued...
- Blog posts 2007-02-07
- 4 Quick Tips on Raising Startup Funding Without A Plan Or A PowerPoint
- Before we get too deep into this, let me clarify two things. When I say without a "plan," I mean without a formally written business plan – not that you should be clueless about what you want to do. And, when I say startup funding, I’m talking more...
- Blog posts 2007-03-26
- Microsoft Memories
- Back when I was tomev at Microsoft (1992-1994), billg managed to a large degree by bullying. Even in conversation, btw, people at Microsoft were known by their email names. I didn’t report directly to billg; but, during much of the time I was there, I...
- Blog posts 2007-05-01
- The Art of Dodging Objections
- Most sales pros hate objections. When you think you’re doing a good job presenting, the last thing you want to hear is “I want to think it over” or “I heard your service department sucks” or the myriad of other reasons prospects give when they’re leery of buying....
- Blog posts 2007-03-09
- Two New Must Read VC Blogs
- If you’re an entrepreneur or wannabe entrepreneur, you gotta read blogs by VCs; it’s not an option. Obviously, if you’re in the lucky position of evaluating VC offers, knowing what they say and how they think is a big help. If you’re negotiating, knowledge is strength....
- Blog posts 2007-01-30
- What's The Optimal Number Of Co-Founders For A Startup? 2.09!
- The topic of co-founders (how to find them, what skill-set they should have, how many you need, etc.) is a popular one amongst startups. It’s popular for good reason, it’s important.I’ve given the topic of how many founders are needed for startups some thought. My personal opinion is...
- Blog posts 2007-03-01
- Optical Cable Corporation F2Q08 (Qtr End 04/30/08) Earnings Call Transcript
- Earnings Call ExcerptOptical Cable Corporation OCCF F2Q08 Earnings Call June 12, 2008 11:30 am ET Executives Neil D. Wilkin, Jr. – President and Chief Executive Officer Tracy G. Smith – Chief Financial Officer Andrew Siegel – Director, Investor Relations Analysts Craig Bach – The Market’s Edge Jeff...
- Earnings calls 2008-06-12
- Stupid Marketing Stories
- A while back, I explained how to prevent marketing geeks from issuing embarrassing press releases. That post elicited some complaints, evidently from marketing geeks, who resent my attitude towards marketing. Here is a representative quote, verbatim: “This is the stupidest story I ever stumpled onto.” Well, that...
- Blog posts 2007-04-20
- Skype Prime is the Wave of the Future
- Just announced Skype Prime allows you to charge a caller for speaking with you. All calls start out as free and then go to a paid basis when and if the caller agrees to the rate you want to charge. Rates can be either on a time basis...
- Blog posts 2007-03-14
- Building Rapport in Retail
- It’s a truism that people prefer to buy from people they like. That’s why sales pros who are good rapport builders tend outsell those who are more reserved. In Business-to-Business (B2B) sales, you generally have at least the entire sales call and maybe multiple calls...
- Blog posts 2007-03-12
- Five Reasons CRM Stinks
- Don’t get me wrong. I like technology as much as the next guy, but I’ve been writing about – and hearing complaints about – Customer Relationship Management CRM for the past five years and have come to the conclusion that this is one technology thats got a lot...
- Blog posts 2007-03-16
- An Objection Doesn't Mean No
- In a previous post, I explained how to get a prospect on the telephone to ask for an appointment. But what if the prospect doesn’t immediately agree to the meeting? Simple. Ask again. In fact, you should ask for the appointment at least three times before...
- Blog posts 2007-02-12
- Startups vs. The Big Guys: The Power Of Caring For Customers
- I’ve been working in and around startups for most of my professional career. A topic that often comes up in startups Im advising or considering an investment in is: "How will the big guys respond?". This is an interesting question and for all the obvious reasons, should...
- Blog posts 2007-01-30
- Answering Objections 102
- In a previous post, I explained the classic “artful dodge” method for answering objections. That always runs the risk of irritating the customers, so here’s a less dodgy approach. This one is particularly useful for vague objections like “I’d like to think it over.” TECHNIQUE #2:...
- Blog posts 2007-03-14
- The Art of the Cold Call Pitch
- Now that you’ve got your prospect on the line, it’s time to pitch your product, right? Wrong. Contrary to popular belief, the purpose of a cold call isn’t to sell. The purpose, according to cold-calling trainer Andrea Sittig-Rolf, is to get the prospect to commit to meet with...
- Blog posts 2007-02-02
- Startup Founders: Are You Too Assertive, Or Not Enough?
- I came across an article recently titled “Researchers Uncover Best Bosses’ Success Secret”. I was hoping to find some revealing insight about what makes great bosses. Unfortunately, I really didn’t glean that from the article. Basically, the...
- Blog posts 2007-02-05
- How to Earn Referrals
- I’m going to make your job a lot easier today. Every sales pro knows that referrals make for easier sales. How easy? Research shows that well over half of the opportunities that come from referrals end up as a sale, according to Joanne Black, author of No More...
- Blog posts 2007-03-01
- Get Out of a Client Vendor Bender
- Dear Conscience, I work for a small company. When we take on work for one of our larger clients, they will often give us a list of vendors they want us to use. Is this a request or a demand? Is it OK to say no?Don’t let your...
- Blog posts 2007-02-15
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