Here’s a handy little list of sales tools, seasoned with some personal opinions, that I’ve assembled over my sales career. With a bow to all those who have contributed, knowingly or not, to my little body of knowledge.
Elevator Pitch: Much has been written on this topic, by me and others, but I’ll say again: everyone in the company should be able to give a 30 second description of the company’s essential value proposition.
Nicholas de Wolff
by Nicholas de Wolff, founder of deW Process
1. Recognize first that a logo is a reflective representation of a brand identity. (Say what?) – designing and creating a visually appealing or arresting graphic element will not, in and of itself, do anything for your company, except spend some of your valuable upfront assets, and waste time. Before you even think about developing a logo, be sure that you are firmly clear and codified on what the enterprise plans to become down the road (you do not want to have to change your logo unnecessarily), equally clear on how you wish to present this venture for now, and uniformly in agreement across the whole team as to the language you have set in stone to express the aforementioned vision and position.
Igor Royzis
by Igor Royzis of PE-Nexus
It’s a great feeling to be able to say that my startup has been in business for 1 year. We launched PE-Nexus on July 7, 2010. It took a lot of hard work, dedication, planning and agility to get to what we are today – a well known M&A platform and professional network.
Naomi Kokubo
by Naomi Kokubo
This is one of the hardest problems startups face. How do you close deals when you’re a young company without a proven track record.
QUESTION:
I´m working with an educational institute in India. We currently offer courses in IT, software QA and other subjects. We have a stratetic relationship with the IEEE for a few of our programs. We are planning to expand by offering joint programs with reputed universities in the United States in the areas of IT, management programs, and software engineering certifications. What´s the best way to go about forming these relationships and offering joint courses between our univesity and US universities?
ANSWER:
QUESTION:
I run a local business directory in The South Jersey area, started in 2005. We’re profitable, and now we’d like to expand by offering a franchise to entrepreneurs across the country. We envision offering the local rights county by county, so each franchise would encompass one county. Each franchise would be a one person or family operation. The only problem is that if you hire salespeople, they want benefits and a salary, so it’s been slow recruiting. The business can be very profitable if someone wants to work at it. What’s the best way to reach entrepreneurs around the country without a sales force? – Bob
ANSWER:
QUESTION:
I wish to start up an organization with the mission of eco-social benefit.
I want to make sure that most of the proceeds go towards the mission. As founder, I want to dedicate the proceeds from my speaking and consulting work into this organization, which, in return, will fund my future engagements to help those who cannot pay for my services. I do not want personal income for the next few years. I just want to donate my services and be funded (travel, office expenses, etc) for my pro-bono work.
Alan Toman
by Alan Toman, author of The WOOF Factor
It should be no surprise that Social—Social Networks, Social Marketing and Social Media—is on everyone’s mind. But is Social a fad or a revolution?
Alan Toman
by Alan Toman, author of The WOOF Factor
Clearly the greatest interest and the most activity are in all things mobile; it crosses all sectors. Here are just a few facts about mobile today:
Nicholas de Wolff
by Nicholas de Wolff, founder of deW Process
As professional reviewers and taste-makers find themselves increasingly marginalized by the aggregate insights and observations of “the crowd”, one wonders whether the demise of printed news may actually be beaten to the punch by the obsolescence of the once-all-powerful critic.
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