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Some Thoughts about Selling at Startups

Both Sides of the Table

Jeff (also an HBS alum) co-teaches the LTV course with Professor Eisenmann about a student of theirs who had written a blog post about sales taking on some of my previous assertions. That student is Erin McCann who formerly worked in sales at Google, so she has some ground to stand on in her assertions. Specifically, 1.

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Raising $$ on AngelList? Working w/ McClure? Ask Jody Sherman

Both Sides of the Table

Through this process he raised $2 million. When I described to people why I initially invested my calls went something like this, “He’s taken kicks to the face for nearly 2 years and is still standing. Because my wife is a superstar she published them all on a blog here along with much other wonderful type-A mom advice.

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Why Email May Be Draining Your Company’s Productivity

Both Sides of the Table

If I have an event in the evening or am traveling for work then I can easily get through 2 days without sending any non-essential email. You’re writing a freaking blog post! I try to bucket my tasks into major categories and spend some time doing each of them. Plus, he’s a loyal reader of this blog.

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7 Hints for Entrepreneurial Success from Hint Water Founder Kara Goldin

Entrepreneurs' Organization

As we finish the week of International Women’s Day, what better story to share than one of a woman who created a whole new beverage category while pregnant with her fourth child, with three kids under the age of 6 and a US$50,000 budget!? More than 50 percent of the company’s business is direct-to-consumer sales. “I Just do it.

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Whom Should You Hire at a Startup? (Attitude Over Aptitude)

Both Sides of the Table

I wrote an entire blog post about this in the past highlighting my belief that you should hire people who “punch above their weight class.” It means a welter weight who wants to fight in the heavy-weight category. It means somebody who held the director of sales in their last company but in this company wants to be VP.

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Some Advice Before You Hit the Fund Raising Trail

Both Sides of the Table

A huge mistake I see is that VC tells an entrepreneur no based on a set of reason that this VC felt weren’t right with the business (market size, traction to date, too many competitors, no big exits in the category or whatever easy excuses VCs have developed to politely say no) and the entrepreneur lets this get inside his or her head.

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Why You Haven't Sold Your Product to a CISO

Dream It

A few months ago, we did a blog post on how to get a CISO to buy your product. Your product must: Have key security solutions or applications used by the firm Have APIs that can be used to integrate with homegrown tools Support industry standards that are applicable to your product category. This will not work for the CISO.