Both Sides of the Table

JULY 9, 2013

This is final part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. Well think of it this way – you have your sales process. And with scarce resources it’s your job to decide which door this lead must go through – sales or marketing.

Customer 324

Customer PR Marketing Technical Review 324

Steve Blank

MARCH 15, 2017

His company had marched through customer discovery, learning about the customer problem, validated solutions and was now scaling sales and marketing. After a few months of talking to customers and working with sales, we defined the marketing Mission (our job) as: Help Sales deliver $25 million in sales with a 45% gross margin.

Startup 329

Startup PR Public Relations Channel 329

Steve Blank

APRIL 5, 2017

My engineers say our website is old school, and we need to be on Facebook, Twitter and Instagram, my VP of Sales says we’re wasting our marketing dollars not targeting the right people and my board keeps giving me their opinions of how we should describe our product and company. How do I sort out what to do?”. with a strategy.

Marketing 318

Marketing Audience Technical Review PR 318

Both Sides of the Table

FEBRUARY 6, 2013

My rationale is simple: everything goes wrong and only great teams can respond to competitors, markets, funding environments, staff departures, PR disasters and the like. Your first sales people should be consultative sellers who can fuel evangelical sales. Final startup grind from msuster. figure out roles. identify gaps.

Cofounder 388

Cofounder Early Stage Startup Silicon Valley 388

TechEmpower

MARCH 4, 2024

Key Functions with High Impact Generative AI is revolutionizing sales by enabling dynamic pricing and personalized customer interactions, boosting conversion rates and customer satisfaction. Post-sale, AI analyzes customer data to improve service and loyalty, making it a cornerstone of modern sales methodologies.

Generative AI 297

Generative AI CTO Hire Fractional CTO Software Review 297

Both Sides of the Table

APRIL 20, 2010

I recently did a post for startups on understanding sales people. new features need to be rolled into PR strategies and competitor analyses. - new features need to go into the sale people’s slides so that they know the latest and greatest about how to differentiate from the competition.

Fractional CTO 400

Fractional CTO CTO Hire Fractional VPE Part-Time VPE 400

YoungUpstarts

DECEMBER 18, 2013

Make sure the offer fits into a “gift-giving” price range to maximize sales. It’s never too early to start building the following that can buoy your end-of-year sales. As a local business, advertising and PR firms might be out of reach. But you need to be mindful about your approach.

PR 229

PR Social Network Web Development Incubator 229

Both Sides of the Table

OCTOBER 22, 2011

They are great at their respective fields whether they be marketing, sales, programming, PR, whatever. And leaders aren’t always right of when they are they don’t always win. But in every team you need the majority of people who excel at their job functions.

Leadership 418

Leadership Technical Review Software Review PR 418

Both Sides of the Table

APRIL 19, 2011

o Huge on PR, “Be Everywhere” is his motto – fly to NY, proactively everywhere he could get press. To make PR big you need to find a way to “make news”. To make PR big you need to find a way to “make news”. o Everything is for sale but it’s the price that moves the timing. He told them it was now or never.

Acquisition 304

Acquisition Warrant Customer Term Sheet 304

Startup Professionals Musings

NOVEMBER 4, 2022

It takes a long immersion in the marketplace for someone to be a true insider, understand the subtleties of the competitive landscape, recognize the people who are true assets (independent of titles), and look through the propaganda of technical collateral and PR campaigns. The sales professional. The financial suit.

Technical Cofounder 309

Technical Cofounder Cofounder Advisory Board Startup 309

Startup Professionals Musings

FEBRUARY 9, 2020

It takes a long immersion in the marketplace for someone to be a true insider, understand the subtleties of the competitive landscape, recognize the people who are true assets (independent of titles), and look through the propaganda of technical collateral and PR campaigns. The sales professional. The financial suit.

Technical Cofounder 308

Technical Cofounder Cofounder Advisory Board Stock Options 308

Both Sides of the Table

OCTOBER 25, 2014

I’ve been having this PR discussion with three separate portfolio companies at once so I thought I’d just publish my thoughts more broadly. I have written many times about PR so if you want a deep dive on the “how” of PR you may enjoy reading some of these posts. PR pays dividends in Biz Dev.

PR 415

PR Early Stage Dividend Acquisition 415

Both Sides of the Table

MARCH 24, 2014

This investment started with Dana Settle (Greycroft) and I each putting in $750,000 into a young company doing less than $1 million in sales and has blossomed into one of the fastest growing companies in Los Angeles if not the entire country. Disney Acquires Maker Studios f0r $500 million and with earn-out potentially up to $950 million.

Los Angeles 387

Los Angeles Intellectual Property LP Venture Capital 387

Rembrandt Communications

MARCH 1, 2022

While your marketing and PR teams need to lead your promotional efforts and develop the specific messaging you use for each campaign, all of your employees should know what’s going on. Start with brief training sessions on copywriting, search engine optimization, social media, financial operations, sales, and more.

Campaign 245

Campaign Social Media PR Public Relations 245

Both Sides of the Table

JANUARY 22, 2014

Of course it is super helpful if a VC can drop you in to important people for business development, recruiting, PR, sales and eventually M&A. To be clear – I’m not saying huge successes make a VC less likely to be helpful to you – I’m just saying it’s not a guaranteed predictor. Connections?

Portfolio 364

Portfolio Chicago Sales Incubator 364

YoungUpstarts

FEBRUARY 2, 2014

I’m guessing that means you … and if it doesn’t, you need to rethink your marketing and sales strategy. Small Business, and PR Daily. It’s everything – or it should be – for the company that wants to get an edge on the competition. Your Google+ account will give you much more clout than you might imagine. Find Alicia on Google+.

Entrepreneur 276

Entrepreneur Social Media HTML Engineer 276

Both Sides of the Table

APRIL 26, 2016

profitable and companies like Amazon who chose to focus on growth > profitability were not losing money on each book sale (ie they were gross margin positive). But often this doesn’t tell the whole story because often companies are also spending money on PR and other marketing activities in order to support the sales process.

Metrics 150

Metrics Cost Acquisition Startup 150

Startup Professionals Musings

JUNE 11, 2014

It takes a long immersion in the marketplace for someone to be a true insider, understand the subtleties of the competitive landscape, recognize the people who are true assets (independent of titles), and look through the propaganda of technical collateral and PR campaigns. The sales professional. The financial suit.

Technical Cofounder 245

Technical Cofounder Cofounder Advisory Board Startup 245

Both Sides of the Table

APRIL 4, 2011

Usually you have a catch-all bucket for “direct” or similar that often came through PR or word-of-mouth. 10% of our revenue is coming from direct sales of our banner inventory. 15% is coming from in-app product sales (25% of these with cash, 75% with “incentivized offers.”). Measuring viral adoption is obviously important.

Metrics 346

Metrics Startup Acquisition SEM 346

YoungUpstarts

AUGUST 3, 2020

Many companies throughout the world have run numerous PR campaigns and CSR activities before the outbreak of the pandemic, showing how much they care about people. How do business leaders can show empathy? But often good deeds in good times get unnoticed.

Leadership 189

Leadership Technical Review Java Software Review 189

YoungUpstarts

MAY 10, 2020

You just need to focus on the quality work along with a good sense of networking skills to build a PR and you will have good enough capacity to be the owner of a successful construction company. This might look difficult right now, but if you have a good enough experience with construction, this will come naturally to you.

Engineer 235

Engineer Software Engineering New York PR 235

Rembrandt Communications

FEBRUARY 1, 2025

Are you using the power of PR, or public relations, to boost sales, awareness and credibility right now? This is just one example of the Power of PR at work, but it can catapult your success! I bet youre ready to learn more Well, many people believe that PR stands for press release. How are you using the Power of PR?

PR 130

PR Public Relations Database Audience 130

YoungUpstarts

MAY 4, 2020

An online PR distribution service is beneficial for startups because the process of sending press releases is automated, saving the organization time, effort, and money. Another benefit of working with a PR distribution service is that the information is disseminated to various platforms and other networks. Acquire More Funding.

Social Media 147

Social Media Startup Distribution Public Relations 147

Both Sides of the Table

JUNE 27, 2011

Because market is such a broad topic, I’m restricting these lessons to PR marketing (as opposed SEO, SEM, product marketing, etc.). Marketing futures can be really good for enterprise software companies where the information is passed between sales rep and potential customer in terms of near-term roadmap.

Early Stage 380

Early Stage Stealth Marketing Startup 380

Both Sides of the Table

MARCH 1, 2011

You need to be great at something: technology back-end, front-end design, usability, sales, marketing, quantitative analysis, leadership –> whatever. Only after you’ve done all this can you consider whether or not it makes sense to pay for any marketing such as SEM, PR, trade show expenditure, etc.

Entrepreneur 398

Entrepreneur Atlanta Audience SEM 398

Steve Blank

APRIL 23, 2018

When Sloan arrived at GM in 1920 he realized that the traditional centralized management structures organized by function (sales, manufacturing, distribution, and marketing) were a poor fit for managing GM’s diverse product lines. billion in sales in today’s dollars). Yet, you never hear who built GM to that size.

Michigan 301

Michigan Cofounder Stock Forecast 301

Both Sides of the Table

OCTOBER 26, 2014

Yesterday I wrote a post about The Silent Benefits of PR in which I pointed out that most young companies I encounter don’t fully grasp the benefits of PR because they are less measurable than product milestones or customer acquisition analyses (like CAC/LTV). When to start PR? It’s a continual process.

PR 319

PR Venture Capital Hiring Seed Capital 319

Both Sides of the Table

FEBRUARY 16, 2015

At times I wanted the engineering team to produce features to support our sales efforts to I occasionally leaned on them a bit. So he would allocate say – 20% to sales, 15% to marketing, 20% to eng priorities, 10% to customer support, 10% to ops, 20% to ‘platinum customers’ and maybe 5% directly to me as the CEO.

Startup 150

Startup CTO Hire Sales PR 150

YoungUpstarts

DECEMBER 7, 2017

My company, EcoFlow Tech, raised more than one million in sales and achieved our goals of getting customer feedback and generating buzz. However, having a high top-line sales numbers doesn’t necessarily mean you will hit your goals, or even that your campaign was a success. The biggest driver of success is also the hardest to measure.

Campaign 145

Campaign San Francisco Technical Review Flash 145

Both Sides of the Table

JUNE 22, 2011

Huge structural under-employment in much of the country and full employment in some niche tech markets where it’s impossible to hire developers, designers or sales professionals. For others it feels like a two-speed economy, where rules apply to hot tech startups that don’t apply elsewhere. You know what I’m talking about.

Saudi Arabia 309

Saudi Arabia Valuation IPO Technical Review 309

ConversionXL

NOVEMBER 5, 2020

And so, the concept for a digital PR service was born. Using my existing skills and resources (including an old domain name), I tested a productized digital PR offer. I put together a one-page website, a list of 100 people to reach out to, and a cold email script that would make seasoned sales professionals cringe.

PR 120

PR B2B Lean Audience 120

ConversionXL

NOVEMBER 10, 2021

Dig into your sales data too. Leverage Performance PR to build trust with cold traffic. Performance PR taps into an undisputed fact of SEO content marketing: backlinks are best. In this example, Promotion PR overlaps with influencer marketing. Promotion PR is built on relationships. Which actions do visitors take?

Advertising 131

Advertising Cost Customer PR 131

Rembrandt Communications

SEPTEMBER 1, 2021

Do you have all of your public relations, or PR, and marketing ready for this year’s holiday season? Start your holiday PR and marketing planning now so you can: • Gain a competitive edge. Start your holiday PR and marketing planning now so you can: • Gain a competitive edge. Get Ready Now to Enjoy Holiday Sales!

PR 246

PR Marketing Public Relations Security 246

Both Sides of the Table

JUNE 22, 2015

I need to give credit for the topic to PR Malloy who Tweeted me this question. PR Malloy (@diddly_do_indy) June 13, 2015. Sales is all about knowing the key values of your buyer: What are they trying to achieve in working with you, why do they care about your solution and how will it help them economically?

PR 150

PR Early Stage Software Naming 150

Rembrandt Communications

DECEMBER 1, 2021

PR is your secret weapon to bring top talent to you! PR is your hiring secret! Repeat this process and PR becomes your secret weapon in the hiring process! For more insights and PR help, check out this information! Everyone is hiring, and the competition for top talent is fierce. The post Need Great Talent?

Public Relations 130

Public Relations Hiring PR Technical Review 130

Duct Tape Marketing

NOVEMBER 27, 2024

Jeannie Walters is an award-winning customer experience expert, international keynote speaker, and Founder of Experience Investigators, a firm that helps companies increase sales and customer retention through elevated customer experiences. They're things that are pr, they're great PR and marketing, but they're not necessarily scalable.

Customer 73

Customer Cloud Technology PR 73

The Startup Magazine

AUGUST 7, 2024

In fact, according to PR Newswire, 53% of homeowners in the United States have had their siding replaced at some point. Starting your own roofing and siding company can be a lucrative and rewarding venture, but it requires careful planning, strategic marketing, and quality craftsmanship.

Software Review 158

Software Review United States Social Media Advertising 158