Had a mentoring discussion with some fellow mentors today and when asked how many sales calls a new startup selling into the enterprise should be making a day I suggested 20 minimum.
The mentors all laughed at me, suggesting that this was way too high.
I was actually being conservative, I actually though it should be more like 40-50 but I know they definitely would have fallen over laughing.
I spent about 8 years in Corporate IT sales, 8 years cold calling for my own business and also when I took a sabbatical from tech I spent a few years selling ~$15 million of real estate (not actually a big deal in Sydney).
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Had a discussion with an freshly hatched enterprise startup the other day, a self acknowledged newbie we got to discussing the process of selling into the enterprise.
Another thing I am grateful to Hewlett-Packard for is their insistence all sales reps undertake training with Strategic Sales Training with Miller Heiman who are arguably the long established experts in the methods of selling into the Enterprise.
Might be a bit old school for the many new age growth hacked, A/B split tested, recurring billing payment gateway SAAS companies but I promise you if you are selling a product used by enterprises, no amount of growth hacking is [...]
Thought it might be useful for you to know what tools we use to run Startup88.com and also a lot of projects we work both in the day job and my side projects.Startup88.com
Startup88 is hosted by Flywheel who I highly recommendFor small projects we use Trello.com to allow us to capture ideas and then prioritize them. Everyone runs on Slack and Github and Trello are both configured to push any changes made into the Slack Channel. Startup88.com runs on a self hosted WordPress installation powered byFlywheel. The key plugins we use on WordPress are Sumome.com (this has increased my email sign ups from 2-3 to 50-60 a month) Yoast SEO & Analytics [...]
Ed: I like this one, not sure about the pricing but I guess if you are earning income from a large portion of subscribers you can probably justify it.Startup Name Drip – Email Marketing Automation Software What problem are you solving? Easily automate email marketing. What is your solution? Drip is the 80/20 lightweight alternative of the clunky old marketing automation platforms, at around 10% of the cost. Drip’s sole purpose is to make it ridiculously easy to get started with email marketing and marketing automation. Target Market Marketing, Email, Software, Automation How will you make money? Subscriptions/Advertisement Tell us about the market & [...]
When you first launch you maybe concerned about what people will think about your actions, your startup, your marketing, your ideas.
You may be concerned that you seem too brash, too young, too new, too different.
Not experienced enough, not smart enough, not good looking enough.
Didn’t go to the right school, University, don’t hang with the right crowd.
Truth is that no one actually notices. The majority don’t care.
If you are lucky someone might give you a second thought.
Mostly they won’t.
Most parents, schools, societies don’t want or reward someone different, radical or amazing.
They are [...]
So there is a lot of bad news about global stock markets and lots of doomsayers about what it will do to startups and their funding plans.
But there are some positive effects. I just received an email from a Startup telling me they had decided to increased pricing on all their plans.
They indicated they decided to focus on improving their product for their customers and aiming to be revenue funded instead of chasing growth and burning capital.
I think we are going to see a lot more Startups aiming at self funding over the coming months.
The smart startups are going to look at their plans and work out [...]
Startup Name Growth Tools What problem are you solving? Finding a tool that automates something that you used to do for 5-15 hours each week or figuring out how to make users happier is simply awesome. Growth tools enables more people to experience more of that goodness. What is your solution? A database of hundreds of different tools that successful growth hackers use for different tasks ranging from analytics, managing social media posts to a PR outreach campaign. Target Market Businesses How will you make money? $0 (Forever Free) Tell us about the market & founders, why is this a great opportunity? Solor founder = Henrik Harju, who is hustling from [...]
Had a question a few weeks ago, how would I go about promoting and growing a new e-commerce site.
I launched three e-commerce sites over 15 years, the first one was one of the early IT product sites and was successful for attracting customers, but sadly also attracted credit card fraudsters and almost killed the business so we had to shut it down.
The second was a Networking Product store, very niche but just had a lot of technical issues about getting the site live, plus also I wasn’t focused enough on it, it was one of a few experiments I was running so basically flamed out.
The 3rd was a moderate success for a few [...]
Here are four valuable tips for saving money when obtaining patent protection overseas.Identify your markets
There is no such thing as a “worldwide patent”, but you can patent an invention all over the world by applying for a patent in each national jurisdiction, for example, the USA.
However, the cost of patenting an invention increases with each additional jurisdiction covered by a patent. You can save a lot of money by only obtaining patents in jurisdictions that matter to you.
How should you decide which jurisdictions to protect?
I generally advise my clients to first pinpoint the geographical markets for their technology. Where will the technology be [...]