Back Home, the Persistent Virus

I went for a walk this morning along the estuary that separates Alameda from Oakland.  Clear sunny skies, the nearside of the estuary like glass, reflecting the modest skyline of downtown Oakland. The freeway, not far from the other side of the water, normally going full tilt this time of day, is ... [Continue Reading]

Checklists

I like to use a Google sheet to track items at recurring meeting - e.g. a weekly sales meeting. As you cover each item, you note what you've done. You can rank items and sort them each week, and add a new column for each new week so that you never erase notes you've made and have a running history ... [Continue Reading]

Calling Metrics

As you scale your sales team, consider tracking only two calling metrics for your inside sales team: outbound call volume and average call duration. This can be done through most VOIP phone systems. ... [Continue Reading]

Our Friend the Fruit Fly

(When I am not working with sales and marketing teams, I like to bake sourdough bread.) Well, it turns out that the common fruit fly - Drosophila Mengaster - with one of the most studied set of genes in biology, does something quite helpful for us. Scientists have figured out that the fruit ... [Continue Reading]

24-14 Selling is Like Stand Up Comedy

Selling a new product, a missionary sale, is a lot like stand up comedy. Your pitch sounds fresh because you have practiced it ad nauseum, you need to be able to pivot, shift, reading your audience's mood. (This is particularly difficult to do via webinar). And, you have to practice, practice, ... [Continue Reading]

17-43 Your Tagline

Your tagline needs to be clear, sharp and communicate what your product does but I don't think it should be too cute. Taglines for B2B products should avoid the cheeky tone used by B2C start ups whose preciousness is endearing to the consumer but can be offputting to the business buyer. ... [Continue Reading]

17-42 Your Sales Tools

Develop a clean, current set of sales tools for your team - slides, scripts, demos and collateral. Keep the material up to date and work to continuously improve it. Avoid spreading your effort across too much material. ... [Continue Reading]

16-05 Marketing Automation: Tough For Startups

Marketing Automation is much less compelling than its promoters have claimed, particularly for start ups, whose resources are limited. Start simple, keep your efforts modest, using a simple outbound email tool to offer content to prospects.  Don't get lost in social tools. ... [Continue Reading]

03-13 Lead Research

Investing in lead research, so that your sales team is working with data that is clear, accurate and focused on the verticals you are targeting, will save you a huge amount of time and money, and make you lot more efficient. I wouldn't buy lists, or have your team do all their own research - way ... [Continue Reading]

Liam’s Latest Skating Vid

Liam's latest skating video. ... [Continue Reading]