There is something called the philosophical fallacy of composition. It goes something like this: the hotel is large, therefore it must have large rooms. This
A raw tech startup should not be selling to any market. Any “market” is too big and the sales cycles are long, painful and often fruitless. The
Raw startups, especially if the founders are technically inclined, have this notion they need to pay for expensive marketing. Probably this comes from them knowing
No matter who you are, no matter what your technology, you are looking for the innovator and early adopter. You are looking for the customer
One of the most fun marketing challenges today, perhaps the greatest for a raw startup is that customers are overwhelmed with marketing messages from vendor
A raw startup, one that may have zero customers or just a few, is not a small HP or IBM. It is a fundamentally different
The single most important question in startup sales is this: is getting in front of the right person 5% of the sales process or 90%.
Bet you never heard those terms before. But in a tech startup, they can make all the difference in the world. Like the difference between
To sell stuff, you have to be able to explain it–fast. Thus the need for marketing collateral and an OK web site and some basic
Years ago, I was brought on to launch a territory in the Texas area for a struggling logistics software company. They had never sold a
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