
The 3 Types of Day 1 Pricing: Low End of Normal. Identical. And Anchor High.
Q: As an entrepreneur starting out, is it better to overprice your product or underprice it? I remember years ago I was at an event with the CEO of a…
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Q: As an entrepreneur starting out, is it better to overprice your product or underprice it? I remember years ago I was at an event with the CEO of a…
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Q: How do you structure a sales team when you’ve got zero experience doing sales? Well, first go get some experience with sales. 🙂 At least, close the first 10…
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Q: How is low/mid-ticket sales different from enterprise sales? They are very, very different. If I had to boil down how to filter potential sales professionals based on just 1…
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Q: How do you structure a sales team when you’ve got zero experience doing sales? Well, first go get some experience with sales. 🙂 At least, close the first 10…
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Can an entrepreneur back out of a signed term sheet without damaging his/her reputation? I’m going to say Yes, probably. There is a lot of drama around broken term sheets. Mostly…
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Ben Braverman explains how Flexport entered a competitive market with a unique model and continues to grow. Hiring senior leaders can set companies up to fail and see how sticking…
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Creating champions requires detailed focus on the journey. Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move…
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Ep. 282: Michael Pryor, Co-Founder & CEO @ Trello, now Head of Trello Product with Atlassian following their recent acquisition. Kolton Andrus is the…
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We were recently asked: Q: Are there any examples of a unicorn startup that was bootstrapped? Of course the answer is yes. But I didn’t have a sense of how…
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What is the hardest rejection you’ve ever had in sales? The hardest rejection I’ve had in sales was around renewals. Especially ones I thought we really had earned. But still…
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Ep. 266: Janine Pelosi is the CMO @ Zoom, the next-generation enterprise phone system. Prior to their very successful IPO, Zoom raised funding from some of…
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What skills do you look for in an entry level sales person? If you are a founder hiring salespeople to manage yourself (i.e., you don’t have a VP of Sales…
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It can be harder than you might think. The further you are along in your career, the easier it is to have the time, networks and personal capital to be…
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So far, my ‘13–’15 investments are at about 10x. My ‘16-’18 investments are much earlier, and are sitting just under 2x. A few lessons for me: “Power laws” is an…
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