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Sales
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96 essays
2015
Jul 14, 2015
Leadership
Firing Clients
Jul 10, 2015
Operations
The Overhead of Doing Business with the Federal Government
Jul 8, 2015
Leadership
The Extra Mile
Jul 7, 2015
Operations
Computational Speed Needs of the Federal Government
Jul 6, 2015
Marketing
It’s a Numbers Game
2014
Nov 9, 2014
Marketing
The Importance of a Good Business Model
Nov 8, 2014
Engineering
The Importance of Customers Loving a Product
Oct 29, 2014
Ownership
Hunter vs Farmer
Oct 9, 2014
Fundraising
Atlanta Startups are Pragmatic
Sep 11, 2014
Operations
Avoiding Problems with A Sales Machine
Sep 4, 2014
Ideas
The Customer Can Be Wrong
Aug 14, 2014
Culture
Worst Case Scenario Analysis
Aug 8, 2014
Sales
Visit Customers on the Road
Jul 31, 2014
Engineering
The Decision To Open Source ArrayFire
Jul 23, 2014
Marketing
Sell To The Person People Wish They Were
Jun 27, 2014
Marketing
How To Contact Your Prospect List
Jun 12, 2014
Sales
It’s Becoming Easier To Sell As A Startup
Jun 10, 2014
Marketing
List Building
May 16, 2014
Product Management
The Downside of Selling Tombstones
Mar 28, 2014
Marketing
Examples of Companies Successful at Monetizing Open Source
Mar 26, 2014
Marketing
A Winning Strategy for BigCo/Startup Partnerships
Mar 23, 2014
Engineering
Sales Guys Can Build Websites
Mar 18, 2014
Leadership
Reader Feedback on Two Recent Posts
Mar 17, 2014
Leadership
Hand-written Letters
Mar 7, 2014
Pricing
What Do You Say To A Prospect You Lost Due To Price?
Mar 6, 2014
Marketing
You’ve Got To Lose Some Sales
Mar 2, 2014
Engineering
Thoughts on Pivoting and MVPs
Mar 1, 2014
Marketing
Engaging the Globe
Feb 28, 2014
Marketing
Startup Hustle
Feb 26, 2014
Marketing
Slow Persistence
Feb 24, 2014
Leadership
Compensating Salespeople
Feb 17, 2014
Fundraising
Trust Me, My Numbers Are Conservative
Feb 7, 2014
Marketing
Email Formats for Marketers
Feb 6, 2014
Engineering
Is Your Product 10X Better?
Jan 30, 2014
Sales
Founder-Level Customer Care
Jan 26, 2014
Sales
Door-to-Door Sales Experience Impresses Me
Jan 21, 2014
Ownership
Success Begets Success
Jan 20, 2014
Marketing
Selling Snake Oil and Genome Sequencing
Jan 17, 2014
Engineering
Super Successful Companies in Technical Computing Tools
Jan 15, 2014
Sales
Working with VARs
2013
Dec 23, 2013
Sales
The Promises of Pre-Revenue Startups
Dec 18, 2013
Pricing
Cloud Business Models
Dec 15, 2013
Sales
Sales Management Metrics
Dec 12, 2013
Sales
Fake It Till You Make It
Dec 3, 2013
Engineering
More Thoughts on Vetting Potential New Hires
Nov 23, 2013
Education
An Exemplary Evening of Takeaways from Atlanta Bloggers
Nov 22, 2013
Marketing
Causing More Harm than Good in Email Marketing
Nov 21, 2013
Events
Our Tradeshow Experience
Nov 20, 2013
Events
User Engagement in the NVIDIA Exhibit
Nov 10, 2013
Engineering
Dealing with Platform Risk
Oct 18, 2013
Education
Digging to the Root Issue
Oct 14, 2013
Engineering
“I’m Not Technical” is Uncool
Oct 13, 2013
Engineering
Two Gems from Scoutmob’s @Tavani
Oct 12, 2013
Education
Question Asking
Oct 5, 2013
Education
Startup Founders Should Answer the Phone
Sep 29, 2013
Fundraising
The Perfect 5-Year Startup Revenue Plan (or Perfectly Amusing)
Sep 27, 2013
Marketing
Ideal Customer Profile
Sep 23, 2013
Marketing
Inviting Spam with Open Arms
Sep 21, 2013
Culture
Spirit of a Pirate, Execution of a Navy SEAL
Aug 31, 2013
Marketing
Marketing Companies in Atlanta
Aug 25, 2013
Pricing
Software Licensing Problems in Technical and HPC Markets
Jul 20, 2013
Events
Notes from B2BCamp
Jul 16, 2013
Leadership
Resolving Concerns as a Step of the Commitment Pattern
Jul 15, 2013
Leadership
Following-Up
Jul 14, 2013
Leadership
Invite to Commit
Jul 13, 2013
Leadership
Finding Out as a Step of the Commitment Pattern
Jul 12, 2013
Leadership
Educate as a Step of the Commitment Pattern
Jul 11, 2013
Leadership
Helping Prospects Recognize Value Proposition
Jul 10, 2013
Leadership
Building Relationships of Trust
Jul 9, 2013
Leadership
The Commitment Pattern
Jun 29, 2013
Education
Sales Lessons from Buying a Car
Jun 19, 2013
Marketing
An Email Boo Boo and Undo Send
Jun 15, 2013
Events
Laggards at Lunch
Jun 12, 2013
Education
Book Review: Never Eat Alone
Jun 11, 2013
Marketing
Webinar Hosting
Jun 9, 2013
Sales
The Word “Customer”
Jun 4, 2013
Marketing
Lead Gen and Sales Tools
May 24, 2013
Marketing
Give and Take of Website Data Collection
May 19, 2013
Culture
Company Dashboards
May 11, 2013
Marketing
Bait-and-Switch Video Production Sales Story
Apr 28, 2013
Product Management
Customer Site Visits to Rev the Engine
Apr 21, 2013
Events
Conference Crashing
Apr 7, 2013
Sales
A Revenue Spike and Its Fallout
Mar 21, 2013
Product Management
ScheduleOnce to Eliminate Appointment Booking Hassle
Mar 20, 2013
Events
3 Ways to Capture Leads at a Tradeshow Exhibit
Mar 19, 2013
Events
Nightly Syncs at Tradeshows
Mar 18, 2013
Events
Connect with Pain, Not with Overviews
Mar 12, 2013
Marketing
Video Marketing Lessons from Kevin Daum
Mar 6, 2013
Sales
Startups that Make Big Revenue without Salespeople
Feb 28, 2013
Marketing
The Enormity of Early Adopters
Feb 21, 2013
Leadership
Fish with Multiple Lines
Feb 5, 2013
Sales
Lean, Effective Sales Building for Startups
Feb 4, 2013
Sales
Counter-intuitive Outcome of our First Sales Hire
Jan 26, 2013
Leadership
Story-Telling as a Vital Skill
Jan 24, 2013
Culture
Startup Culture – Be Selling
Jan 22, 2013
Culture
Startup Culture – Be Self-Starting