Confrontational Marketing
Marketing Without An Edge—Disaster for the Raw Startup
A raw startup has a very different goal than a mature or semi-mature tech company. The raw startup must find that early adopter/innovator who can
Lone Wolf Sales
Territory Management Beats Useless Metrics Every Time
Every day we see more over-funded startups, those with millions of VC dollars, hiring brain dead sales managers who do nothing but measure the number
Lone Wolf Sales
The Value of Imagination In Enterprise Sales
There are too many technologies chasing too few real opportunities and the result is a dramatically lower intelligence in enterprise sales campaigns. This results in
Lone Wolf Sales
A Raw Startup Needs a Franchise Player, Not a Sales Force
Many raw startups get some VC funding and immediately apply steroids to their sales efforts. They hire those 3-5 former ERP reps who have no
Lone Wolf Sales
Enterprise Sales Reps Are Worse Than Useless for the Raw Startup—NEVER Hire One!
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
Lone Wolf Sales
The Innovator Is Your First Customer and They Are Looking For You
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
Lone Wolf Sales
Most Technology Marketing is Wasted: Save Your Money
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
Lone Wolf Sales
Find The Customer Looking For You
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
Lone Wolf Sales
Why Different Is Better Than Better
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
Lone Wolf Sales
Why Big Company Enterprise Reps Fail At Startups
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
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