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The 3 Steps of Provocation-Based Selling

Dream It

In this episode, the two discussed how you can effectively sell in an environment where budgets are being cut, executive decision-makers are distracted with other priorities, and companies are less inclined to invest in innovation. His strategy for selling in 2009 is relevant to any economic downturn. What keeps them up at night?

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Here Are the Details About Upfront Ventures’ Newest EIR – @Chamillionaire

Both Sides of the Table

This was 2009 and his understanding of audience engagement was far beyond anything I was hearing from most people at that time. And after one meeting they started asking for his advice about marketing, customer engagement, product design, monetization – whatever. I reached out after the event to learn more.

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Angel Funding Advice

Both Sides of the Table

This is part of my ongoing series Pitching a VC. They have advice to share. They know that the money they invest may be lost. Make sure these people understand the nature of early-stage angel investing. Ask them for advice. In SoCal we have Crosscut Ventures, Matt Coffin, Mike Jones, Klaus Schauser, etc.

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Do Less. More.

Both Sides of the Table

There are too many pulls & tugs at our elbows for time, for coffee meetings, for advice or speaking engagements or cocktail parties or dinners. My general advice is to do less. I offer the same advice for many of my friends who are newer VCs. The best of the best in our industry are feeling it, too. Easier said than done.

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Three Exercises Every First Time Venture Fund Needs to Work Through

This is going to be BIG.

If you’re lacking for track record as a firm, here’s three exercises you should walk through to help turn your pitch and due diligence meetings from guesswork into something more substantive. How will you provide it across 30 investments? You take your investment model and run it against the past to see if it would have worked.

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Upfront Ventures Raised New $280 Million Fund

Both Sides of the Table

The speaks to the continued confidence in the venture capital markets and as I had predicted some time ago the VC markets right now are a great place to invest – especially relative to other places to put one’s money. Our last fund we raised was in 2012 and we began investing it in April of 2012. But that’s it.

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2010 VC Funding Outlook for Startups – Prepare for Winter (Part 3/3)

Both Sides of the Table

In the first post in this three part series I described why I believe the VC market froze between September 2008 – April 2009. Unemployment continues to rise – Unemployment as of September 2009 is 9.7% This has a tangible impact on the valuation of start-ups and the pace of investment.

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