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Sales 2.0: why can’t sales be as efficient as online dating?

I’m teaching a class for Founder Institute July 8 on accelerating sales with technology.  This has been a passion of mine for well over a decade, ever since I realized how inefficient sales was and how technology could be used to speed up the process.  This is a core theme of my book, The Virtual [...continue reading]

Feedback is a gift; should you ask for it?

It’s rare to find someone who is insightful about you and your business ... and rarer to find someone confident enough in their relationship with you to give you honest feedback.  I treasure these people, and have paid a coach to do this for me personally.When you’re meeting with your board, I [...continue reading]

You are leaving money on the table: the secrets of pricing

Oscar Wilde said that a cynic is a “a man who knows the price of everything and the value of nothing.” A startup CEO should know both.One of the most powerful levers a CEO has to impact profitability is pricing. Typically, a 1% price increase has more than twice the impact on profit of a 1% [...continue reading]

How Tech Startups Can Get Money and Support from the Fortune 500

How can a tech startup engage with a Fortune 500 company for mutual benefit?Fortune 500 corporations are stressed about where they can get growth and how to plug into the innovative and nimble entrepreneurial ecosystem. The chasm between the typical Fortune 500 company and a startup is typically [...continue reading]

Why We Chose Salesforce CRM Over Zoho

I finally did it: I've moved my contact database over to the web.  After extensive research of different CRM solutions (thanks BestVendor), we're working with Salesforce.com.  We also used Salesforce heavily at one of my prior companies, Circle of Experts.I've been a loyal Act user for my [...continue reading]

How to ask your board for introductions

Venture capitalists and your other board members want to help you, and in fact are paid to help you.  As T.A. McCann suggests, you want your VCs ideally to not just make an introduction, but as appropriate, help you close the deal.  However, without some guidance from you, your board/VCs cannot [...continue reading]

Free Government Money for Your Company

A few weeks ago, Fred Wilson discussed the role of government grants in helping launch tech companies. Fred is not a fan and argues that evaluating and aiding early-stage companies is not a core competency of government organizations. He concludes by asking his readers to look into grant programs [...continue reading]

How Law Firms Can Increase Their Billings with Web 2.0 Technologies

I finally had a chance to upload slides prepared by my partner Scott Lichtman on how law firms can use Web 2.0 technologies to increase their billings. Download. Scott delivered this presentation as a talk some months ago. [...continue reading]

Update on Jigsaw, marketplace for business contact information

I enjoyed meeting with Jim Fowler yesterday, CEO of Jigsaw (our wiki profile). Jigsaw is a marketplace for business contact information. It's very useful for salespeople, recruiters, researchers, jobseekers, and so on.Some noteable data points: + We know from our (Nitron Advisors') own [...continue reading]

Nine Tools for Researching Leads

"On the 9th Day of Xmas, Guerrilla Marketing for Job Hunters revealed to me: Nine Tools for Researching Leads." Whether you are looking for sales or job-hunting purposes, there are a vast number of services you can subscribe to for free that will bring information on worthwhile new companies [...continue reading]

111 Ridiculously Obvious Thoughts on Selling

From Tom Peters: This list of not-always-obvious tips is worth reviewing.http://www.changethis.com/21.01.111ThoughtsOnSelling [...continue reading]

For Job-Hunters: How to Find a Contact Name Inside a Target Company

For Job-Hunters: How to Find a Contact Name Inside a Target CompanyJob-hunters have a number of hurdles to surmount, but one of the greatest is this: how do you get a name inside a target company? When you want to send a letter of inquiry to a company (about a job), you really want to find the [...continue reading]

Phone Interview Etiquette Can Propel You to the Next Step in the Hiring Process

Maureen Crawford Hentz writes on Phone Interview Etiquette Can Propel You to the Next Step in the Hiring Process. [...continue reading]

The best tool for sales: Blogs vs. social networks sites vs. LinkedIn

One of the questions Scott Allen and I are frequently asked, and that comes up as a recurring topic of debate, is, "Which online tool is best for me to meet and sell to the right people?" In our latest Fast Company column, Of Hammers, Wrenches, and Screwdrivers, we take a side-by-side look at online [...continue reading]

Remember Every Name Every Time

(From "Remember Every Name Every Time" by Benjamin Levy.) In the book, Levy describes two methods for remembering names. First, the verbally-oriented, "basic" technique:   FACE. FOCUS on the name. ASK again. COMMENT to them and yourself about the name. EMPLOY the name in [...continue reading]

The Great Sales and Marketing Debate: The Cagey Sales Veterans Debate the Young Up-and-Comers

I recently was fortunate to participate in a panel discussion on "The Great Sales and Marketing Debate: The Cagey Sales Veterans Debate the Young Up-and-Comers", sponsored by the New York Software Industry Association, March 13, 2006, held at JP Morgan Chase. Allen Reynolds and Jesse [...continue reading]

Converting Gatekeepers into Greeters

(reprinted by permission) Converting Gatekeepers into Greeters By Debra Feldman, the JobWhiz Correct technique and good manners turn interactions with corporate gatekeepers from frustrating to fruitful. Gatekeepers are not meanies; they are their boss's designated agents charged with limiting [...continue reading]

Using Online Communities Effectively

Steve Pavlina, who blogs on "personal development for smart people" (sounds like a tag line I could use) writes on Using Online Communities Effectively. This article reads like a micro-summary of "The Virtual Handshake". For anyone who is an active user of online communities, it's worth reviewing [...continue reading]