How should a startup (not) sell to other startups? One of the harshest but most practical advicefor a startup could be: “Don’t waste your time on startups. They aren’t worth it.” We need not follow this advice in toto.But it does help to define some boundaries & have some clear rules of engagement – for…
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How meeting the top decision-makers has become easier & more difficult at the same time and what should we do about it? Legend has it that if we wanted to meet the Chinese emperor we had to hunt many a dragon & wine & dine his inner circles for a lifetime before you got invited…
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Facing headwinds in business? Maybe time to consider pivoting? Do we know that most household name cos? started out as something radically different? #Airbnb started out for conference participants only before going retail? #WIPRO was a vegetable oil co. before getting into IT Services. #IBM was a calculator company that got into mainframes & then…
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3 tips for doing a startup sales commission right Companies careen from ‘we are all bros & sistas’ 0% sales commission to ‘we are all buccaneers’ 50% model come back to a middle-of-the-road mix & match as they grow 100% CAGR. Probably the biggest elephant in the room for a sales leader in a startup…
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One question I love talking as much to founder/CEOs/ mid-career professionals/those who are starting out is how do you stand out in a world of shrinking opportunities? Guy Kawasaki is quite an inspiration. In his autobiography ‘Wise Guy – Lessons from a Life’ he talks about his early days. He learned old-fashioned sales in a…
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