Comments on: Technology to Sales: The Evolution of a Software Startup http://www.instigatorblog.com/technology-to-sales-the-evolution-of-a-software-startup/2008/05/06/ Startups, entrepreneurship, business and social media Thu, 09 Feb 2012 07:58:00 +0000 hourly 1 http://wordpress.org/?v=3.2.1 By: Anonymous http://www.instigatorblog.com/technology-to-sales-the-evolution-of-a-software-startup/2008/05/06/comment-page-1/#comment-118442 Anonymous Tue, 14 Oct 2008 16:44:00 +0000 http://www.instigatorblog.com/?p=564#comment-118442 Nice write up and blog , Thanks for sharing all those good info best regards John http://thenewsempire.com/Technologies/ Nice write up and blog , Thanks for sharing all those good info

best regards
John
http://thenewsempire.com/Technologies/

]]> By: Jun Jie http://www.instigatorblog.com/technology-to-sales-the-evolution-of-a-software-startup/2008/05/06/comment-page-1/#comment-100124 Jun Jie Sun, 15 Jun 2008 13:34:33 +0000 http://www.instigatorblog.com/?p=564#comment-100124 Being in the sales and marketing department just means, You can talk to other people. You actually understand what they are saying to You and You know how to make other people what You want them to do. I really wonder why so few technical guys know about this. They don't even try to educate themselves in that direction. Courses are available everywhere and You can buy a book about this in almost any bookstore. At least here in Hongkong, but that should be the same in any place. Being in the sales and marketing department just means, You can talk to other people. You actually understand what they are saying to You and You know how to make other people what You want them to do.

I really wonder why so few technical guys know about this. They don’t even try to educate themselves in that direction. Courses are available everywhere and You can buy a book about this in almost any bookstore. At least here in Hongkong, but that should be the same in any place.

]]> By: Jun Jie http://www.instigatorblog.com/technology-to-sales-the-evolution-of-a-software-startup/2008/05/06/comment-page-1/#comment-118060 Jun Jie Sun, 15 Jun 2008 13:34:00 +0000 http://www.instigatorblog.com/?p=564#comment-118060 Being in the sales and marketing department just means, You can talk to other people. You actually understand what they are saying to You and You know how to make other people what You want them to do. I really wonder why so few technical guys know about this. They don't even try to educate themselves in that direction. Courses are available everywhere and You can buy a book about this in almost any bookstore. At least here in Hongkong, but that should be the same in any place. Being in the sales and marketing department just means, You can talk to other people. You actually understand what they are saying to You and You know how to make other people what You want them to do.

I really wonder why so few technical guys know about this. They don’t even try to educate themselves in that direction. Courses are available everywhere and You can buy a book about this in almost any bookstore. At least here in Hongkong, but that should be the same in any place.

]]> By: Hey Language Snobs: Don’t Pinch Pennies » What’s In Peter’s Head http://www.instigatorblog.com/technology-to-sales-the-evolution-of-a-software-startup/2008/05/06/comment-page-1/#comment-100076 Hey Language Snobs: Don’t Pinch Pennies » What’s In Peter’s Head Thu, 05 Jun 2008 17:15:13 +0000 http://www.instigatorblog.com/?p=564#comment-100076 [...] your first version ready to release as soon as possible. All successful companies are balanced companies. If you’re too focused on one area, you’re guilty of premature optimization and unless [...] [...] your first version ready to release as soon as possible. All successful companies are balanced companies. If you’re too focused on one area, you’re guilty of premature optimization and unless [...]

]]> By: CFI Guy http://www.instigatorblog.com/technology-to-sales-the-evolution-of-a-software-startup/2008/05/06/comment-page-1/#comment-100070 CFI Guy Wed, 04 Jun 2008 21:09:42 +0000 http://www.instigatorblog.com/?p=564#comment-100070 From my brief period spent in sales, I'd even go as far to say that if you can figure out a way to get some sales guys on board from the beginning (by offering high commission and no base salary or something) you can really benefit if you find the right sales people. It's amazing what a strong sales force can do for you. From my brief period spent in sales, I’d even go as far to say that if you can figure out a way to get some sales guys on board from the beginning (by offering high commission and no base salary or something) you can really benefit if you find the right sales people. It’s amazing what a strong sales force can do for you.

]]> By: CFI Guy http://www.instigatorblog.com/technology-to-sales-the-evolution-of-a-software-startup/2008/05/06/comment-page-1/#comment-118062 CFI Guy Wed, 04 Jun 2008 21:09:00 +0000 http://www.instigatorblog.com/?p=564#comment-118062 From my brief period spent in sales, I'd even go as far to say that if you can figure out a way to get some sales guys on board from the beginning (by offering high commission and no base salary or something) you can really benefit if you find the right sales people. It's amazing what a strong sales force can do for you. From my brief period spent in sales, I’d even go as far to say that if you can figure out a way to get some sales guys on board from the beginning (by offering high commission and no base salary or something) you can really benefit if you find the right sales people. It’s amazing what a strong sales force can do for you.

]]> By: Cliff Thornton http://www.instigatorblog.com/technology-to-sales-the-evolution-of-a-software-startup/2008/05/06/comment-page-1/#comment-99844 Cliff Thornton Tue, 03 Jun 2008 20:12:19 +0000 http://www.instigatorblog.com/?p=564#comment-99844 The key is to be able to support your existing customers as you grow and keep an open line of communication with them as your develop new versions of your product. You have to be able to sell to your existing base and to greenfield, but you're not going to be able to sell to your existing base if they are not happy--- this happened to Microsoft with their base of server customers-- of course there's a lot of reasons for this! You've also got to be able to to keep a hold of your human intellectual capital because as a start-up to lose this is a huge cost! Just imagine if a captain had to switch-up his senior officers in the middle of an active deployment-- that would cause a great deal of confusion, inefficiencies and could lead to major hazards and failures. You don't want to put your start-up in that situation-- so you've got to keep your start-up a place people want to stay. Finally, you need a strong infrastructure-- financially, CRM, contract records, HR, etc......a building is only as good as its foundation. Again this is why you need to keep your leadership in place. Focus, focus, and focus--- you've got to keep focused on your core competencies and target markets. Also, know your key competitors in these spaces like the back of your hand. The way you keep a step of your competitors is to be the BEST at providing what your customer needs and providing with services they don't know they need, but desperately need it. Being in business today is like being a jet fighter pilot.....a bogey can come out of the sky at any time and knock you out unsuspectingly.....this is why you and your team have to remain vigilant! The key is to be able to support your existing customers as you grow and keep an open line of communication with them as your develop new versions of your product. You have to be able to sell to your existing base and to greenfield, but you’re not going to be able to sell to your existing base if they are not happy— this happened to Microsoft with their base of server customers– of course there’s a lot of reasons for this! You’ve also got to be able to to keep a hold of your human intellectual capital because as a start-up to lose this is a huge cost! Just imagine if a captain had to switch-up his senior officers in the middle of an active deployment– that would cause a great deal of confusion, inefficiencies and could lead to major hazards and failures. You don’t want to put your start-up in that situation– so you’ve got to keep your start-up a place people want to stay. Finally, you need a strong infrastructure– financially, CRM, contract records, HR, etc……a building is only as good as its foundation. Again this is why you need to keep your leadership in place. Focus, focus, and focus— you’ve got to keep focused on your core competencies and target markets. Also, know your key competitors in these spaces like the back of your hand. The way you keep a step of your competitors is to be the BEST at providing what your customer needs and providing with services they don’t know they need, but desperately need it. Being in business today is like being a jet fighter pilot…..a bogey can come out of the sky at any time and knock you out unsuspectingly…..this is why you and your team have to remain vigilant!

]]> By: Cliff Thornton http://www.instigatorblog.com/technology-to-sales-the-evolution-of-a-software-startup/2008/05/06/comment-page-1/#comment-118067 Cliff Thornton Tue, 03 Jun 2008 20:12:00 +0000 http://www.instigatorblog.com/?p=564#comment-118067 The key is to be able to support your existing customers as you grow and keep an open line of communication with them as your develop new versions of your product. You have to be able to sell to your existing base and to greenfield, but you're not going to be able to sell to your existing base if they are not happy--- this happened to Microsoft with their base of server customers-- of course there's a lot of reasons for this! You've also got to be able to to keep a hold of your human intellectual capital because as a start-up to lose this is a huge cost! Just imagine if a captain had to switch-up his senior officers in the middle of an active deployment-- that would cause a great deal of confusion, inefficiencies and could lead to major hazards and failures. You don't want to put your start-up in that situation-- so you've got to keep your start-up a place people want to stay. Finally, you need a strong infrastructure-- financially, CRM, contract records, HR, etc......a building is only as good as its foundation. Again this is why you need to keep your leadership in place. Focus, focus, and focus--- you've got to keep focused on your core competencies and target markets. Also, know your key competitors in these spaces like the back of your hand. The way you keep a step of your competitors is to be the BEST at providing what your customer needs and providing with services they don't know they need, but desperately need it. Being in business today is like being a jet fighter pilot.....a bogey can come out of the sky at any time and knock you out unsuspectingly.....this is why you and your team have to remain vigilant! The key is to be able to support your existing customers as you grow and keep an open line of communication with them as your develop new versions of your product. You have to be able to sell to your existing base and to greenfield, but you’re not going to be able to sell to your existing base if they are not happy— this happened to Microsoft with their base of server customers– of course there’s a lot of reasons for this! You’ve also got to be able to to keep a hold of your human intellectual capital because as a start-up to lose this is a huge cost! Just imagine if a captain had to switch-up his senior officers in the middle of an active deployment– that would cause a great deal of confusion, inefficiencies and could lead to major hazards and failures. You don’t want to put your start-up in that situation– so you’ve got to keep your start-up a place people want to stay. Finally, you need a strong infrastructure– financially, CRM, contract records, HR, etc……a building is only as good as its foundation. Again this is why you need to keep your leadership in place. Focus, focus, and focus— you’ve got to keep focused on your core competencies and target markets. Also, know your key competitors in these spaces like the back of your hand. The way you keep a step of your competitors is to be the BEST at providing what your customer needs and providing with services they don’t know they need, but desperately need it. Being in business today is like being a jet fighter pilot…..a bogey can come out of the sky at any time and knock you out unsuspectingly…..this is why you and your team have to remain vigilant!

]]> By: Jeff SKI Kinsey http://www.instigatorblog.com/technology-to-sales-the-evolution-of-a-software-startup/2008/05/06/comment-page-1/#comment-99811 Jeff SKI Kinsey Sat, 31 May 2008 14:39:31 +0000 http://www.instigatorblog.com/?p=564#comment-99811 Loved it. Reminds me of, well, me! Zig Ziglar has been preaching as long as I have known him (30+ years) that EVERYONE is in sales. --ski Loved it. Reminds me of, well, me! Zig Ziglar has been preaching as long as I have known him (30+ years) that EVERYONE is in sales. –ski

]]> By: Jeff SKI Kinsey http://www.instigatorblog.com/technology-to-sales-the-evolution-of-a-software-startup/2008/05/06/comment-page-1/#comment-118064 Jeff SKI Kinsey Sat, 31 May 2008 14:39:00 +0000 http://www.instigatorblog.com/?p=564#comment-118064 Loved it. Reminds me of, well, me! Zig Ziglar has been preaching as long as I have known him (30+ years) that EVERYONE is in sales. --ski Loved it. Reminds me of, well, me! Zig Ziglar has been preaching as long as I have known him (30+ years) that EVERYONE is in sales. –ski

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