Tag

Sales

How Does A Small Company Make A Big Company Successful?

Every single day I have multiple conversations and emails from CEOs and people at companies I work with about how to work with Big Tech Companies. You know – Google, Apple, Microsoft, Oracle, IBM, Amazon, Facebook, Twitter, Salesforce, SAP, LinkedIn, Cisco, Yahoo, HP, AT&T, Verizon, Icouldkeepgoingforalongtime. But this conversation is not limited to just the…

The Right Way To Do A Software ROI Analysis

On Monday we had a Foundry Group portfolio company sales summit. We are fortunate in that we’ve got a bunch of amazing sales execs in our portfolio, including several CEOs like Howard Diamond of MobileDay and Matthew Bellows of Yesware who have long histories selling and building sales organizations. The “enterprise sales software ROI analysis”…

Getting Your Demos Right

I get demos every day. Multiple times a day. I don’t want to see a powerpoint deck – I want to play with something. I don’t want to hear a description of what you do – I want to see a demo. I don’t want you to tell me your background, where you went to…

Play Offense When Predicting Revenue

I got an email today from an exec at a company who I was with at a recent board meeting. I thought it was a powerful summary of part of our discussion, specifically around the sales pipeline for Q4 and overall sales execution. I’ve been in something like 91,293 pipeline reviews in my life and…

Ring That Gong Loud

One of the companies I’m an investor in has a gong in the office. They bang it every time they sign up a new customer. They also have a virtual gong – an email that goes out to the entire company and board that starts with GONG: (Client Name). The salesperson who closed the deal…