Developing an effective sales process

For a sales team to thrive, it needs a robust framework that represents the way their client buys…not the way they sell.  I’ve seen processes that are “about us”, which ultimately fail because they don’t take into consideration the ebb and flow the client’s needs or behaviors.  It’s often very tempting to create a process…

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Teaching the growth mindset

My professor wife grabbed this from a talk she sat in on.  It could be a primer on start ups as well.  Or on developing a creativity mindset.

A little joy….

Running a company of any size is really tough and there are complex and multifaceted reasons we do it.  It’s important to remember the simple joy, even when everything else isn’t simple or easy to remember.

rVibe is not a start-up poster child.

I attended an economic development breakfast today and was confronted with what rVibe is not.  We’re not a start-up poster child.  Here is what a start-up poster child seems to be: Founder started company in college, he/she graduates Company receives investment Original idea is deployed, commercialized and generating revenue Company expands and hires more staff…

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What the heck? Twitter group chats are…

I participated in something on twitter the other night. I am not sure exactly what to call it – “twitter group conversation” ? It was based around the hash #leadershipchat. In my tweetdeck, I set up a search for that hash and watched the tweets fly. I’ve been sorting through my experience for the last…

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Negotiating a deal with purchasing

So, you go through a pitch to a large company, then you get a RFP.  Then you bid and pitch again. Then comes the call from purchasing:  “In the spirit of partnership, would you be willing to discount X%?  We’re also asking all the other candidates as well.” First thing you ask:  “Will it secure…

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Democrats will lose and here’s why

I have always been a Democrat and I vote.  So, I don’t write this with joy or happiness, but I think it’s indicative of where the party is why it will sadly lose ground tomorrow.  In a nutshell, they are not working hard enough to reach the Internet audience.  Maybe they think their “core” will come to…

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Our first international tests

Well, sometimes a potential customer can also be quite the advocate. We’re working with a fantastic company that has global operations support for CROs. Currently, there is no video solution that supports international, non-dedicated end-point video connectivity. Until working with this company, we’ve focused entirely domestically, which, while fine, is not all we want to…

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How we understand our sales pipe

There are lots of ways to create, manipulate, and track a sales pipeline. And it all comes down to sales process. For a company likes ours with products like ours, we are not exactly a long buy cycle sale, but we’re also not an impulse buy sale. So, there is a middle ground we need…

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How we count the ways…

Well, it’s been a while since I commented on this, but rVibe has moved from b2c to b2b. And that is a good thing. But now we’re faced with crossing the chasm.  Going from early adopters to mainstream sales.  And that is tough.   So we’ve actually not exhausted our early adopters, we’re just starting,…

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