The current recession presents you with an opportunity to upgrade your sales team. Many high quality salespeople are out of work, and base salaries have come down. If you are fortunate enough to be hiring, now is the time to be aggressive. If you don’t have open hires, think hard about eliminating poor performers and [...]
Every company has to face it sooner or later—selling against that entrenched player in your space. You know the one. They are the guys with the industry standard solution; they have every bell and whistle known to humanity. No one every got fired for picking their solution, even if it is weak in some areas. [...]
An industry colleague resigned his position today, after a significant stint at his company. With his departure, his company will actually be losing more than a single employee – they’ll be losing a significant marketing asset, in terms of both institutional knowledge and external influence. The shame of this loss is that it would have [...]
I’m not a fan of using Trade Shows and / or lures at trade shows for marketing purposes. So I was hugely impressed by CPC, an industrial coffee kitchen catering company, when they appeared at LegalTech. Why? On the face of it, their presence made no sense. The trade show was about technology for law [...]
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Avoiding the “Hammer Looking for a Nail” in Tech Transfer
From time to time we have posts from local members of the startup community that provide some great advice from a different perspective. Today’s post is from Dr. Andrea Belz, a long-time member of the Pasadena Angels, a local consultant and one of the brightest people I know (a CalTech PhD–what more can you say). [...]