At about $500,000 a sale, this represented a very large revenue opportunity. Unlike a conventional business where profitability, growth and size matter, in a strategic sale the sale value of the business is entirely based on how quickly the buyer can exploit the strategic asset or capability. MORE >>

A while back I wrote a bunch of posts on Sales & Marketing and have been meaning to get back to that theme for a while. Even if you don’t have “direct&# sales I would tell you that “everything is a sale&# including fund raising, hiring, getting press and doing business development. You learn by asking. MORE >>

can’t imagine not going to the company’s website and learning about what kind of products they have, how they make money, and how my solution will fix their problems, but many people just show up and hope their charisma will get the deal done. However if you are with an expressive (that’s me) it’s more of an emotional sale. MORE >>

Many entrepreneurs who start technology companies are product people, technologists or savvy business people who worked previously for a larger company.  Most start-up entrepreneurs have little or no sales experience.  But through nearly a decade of startups I learned that sales comes down to three essential elements: 1. MORE >>

Many MBA programs still cater too much to the needs of large, corporate management jobs or prepare students to enter big consulting companies or investments banks. That student is Erin McCann who formerly worked in sales at Google, so she has some ground to stand on in her assertions. wrote about the four types of sales people here. MORE >>