Lone Wolf Sales
A New Model for Enterprise Software Startups
Fundamental change in societies occurs at the edges and works its way to the center. The edge is often a border where different cultures interact
Lone Wolf Sales
Enterprise Sales—More Art Than Science? And Why It Really Matters
There is a clear trend today toward a metrics-driven enterprise sales model and the impersonal, interruption marketing needed to make it work. Some managers
Lone Wolf Sales
So You Want To Work for a Disruptive Startup? Part 1
Several former colleagues called because they want a sales job with a disruptive startup. They are tired of their life at VMware, HP, Oracle and want
Lone Wolf Sales
Your Prospects Are In Your Data!
Several years ago, I was brought on to launch a territory in the Texas area for a struggling logistics software company. They had never sold
Lone Wolf Sales
Pray Your Competitor Is “Process Driven”
Disruptive startups with technologies that shake an established market often take in early venture equity—to their detriment. Of the many activities they then embark
Lone Wolf Sales
The Transactional Sales Monkey Model – Part 1
There is a very prominent west coast tech company, selling a social media management system, making the classic case for sales monkeys vs. creative, innovative
Confrontational Marketing
Confrontational Marketing—Taking The Market Away From The Bland
Confrontational marketing is a streetfighting mindset, used for tech startups, to harness hidden market dynamics and get a tech product to market fast with minimal
Lone Wolf Sales
Why A Sales Quota Should be $5 Million Per Year—And Zero Base Salary
Last week, the CEO of one of the hottest security startups in Texas visited and wanted to know how to set up his early market
Lone Wolf Sales
The Lurker–Every Sales Force Has One!
Enterprise sales personalities are typically broken down into “hunters” or “farmers.” These wildly inaccurate depictions can be broken into far more descriptive terms—those that give real
Bus Dev No Rev
Business Development—Critical or Window Dressing?
A technology startup needs about everything. Sales, marketing, patent protection, a benefits program to attract talent and not drive it into insolvency and a
Explore
Tags
Popular