Engineering Your Sales Process will help you learn from common sales problems by using conscious planning and experimentation. Traditional sales training stresses “every no moves you closer to a yes.” Designing and debugging a repeatable sales process is key to a sustainable business, and we’ll address how to diagnose common problems to determine likely root […]
Engineering Your Sales Process Bootcamp Read More »
This post explores three insights from Dr. Edward Baker’s “Scoring a Whole in One.” First, individuals must understand the enterprise context they operate in; second, leaders must serve and connect; and third, practice is necessary for improvement but does not lead to perfection.
Three Insights from Dr. Edward Baker’s “Scoring a Whole in One” Read More »
Pricing for early customers must compensate them for the risks of adopting early. Startups need revenue, references, and case studies
3D Negotiation: Pricing for Early Customers Read More »
Robert de Neve offered an interesting prediction in his Aug-11-2021 briefing on the 4th Industrial Revolution: your ability to win in your market space will depend on your ability to add mechatronics design to your repertoire.
Robert de Neve: Mechatronics is key differentiator products in the 2020s Read More »
In an Aug-18-2021 speech to House of Commons, Tom Tugendhat emphasizes the need for patience and persistence to achieve peace.
Tom Tugendhat on the Value of Patience Read More »
Digital health and materials science engineering are driving significant new opportunities. We have a new peer advisory group for consultants operating in these areas.
Peer Advisory Group: Digital Health Consultants and Materials Science Engineers Read More »
I am not sure which of these tweets brought Brian Norgard (@BrianNorgard) to my attention; he offers pithy insights from the trenches of entrepreneurship.
Brian Norgard Offers Pithy Insights From the Trenches of Entrepreneurship Read More »
Quotes for entrepreneurs curated in July of 2021, theme this month is developing and refining ideas
Quotes For Entrepreneurs Curated in July 2021 Read More »
In “Too Smart” Morgan Housel outlines three risks of intellectual arrogance: a lack of empathy, poor communication, and poor grasp of detail.
Morgan Housel: Beware the Intellectual Arrogance of “Too Smart” Read More »
An enterprise sale is a significant source of opportunity for startups, but it is a complex undertaking with many moving parts and many people involved. This article is the result of a collaboration with Brendan McAdams (@BrendanMcAdams), a sales and marketing professional focused on B2B clients in healthcare.
Why is an Enterprise Sale So Complex? Read More »
Some quotes and observations on the Declaration of Independence and the Constitution as a promissory note to all Americans.
Independence Day 2021: A Promissory Note to Every American Read More »
Quotes for entrepreneurs curated in June of 2021, theme this month is giving a talk, briefing, demo, or presentations.
Quotes for Entrepreneurs Curated in June 2021 Read More »
“Skunk Works” by Ben R. Rich is a worthy sequel to Kelly Johnson’s “Kelly: More Than My Share of It All.” It brings the story of the Lockheed Skunkworks, founded by Johnson, up to 1995. There are a number of lessons for technology entrepreneurs.
“The Ship that Never Was” from “Skunk Works” by Ben R. Rich Read More »
Quotes for entrepreneurs curated in May of 2021, theme this month is confronting fears and anxieties.
Quotes for Entrepreneurs Curated in May 2021 Read More »
Hugh Jackman (@RealHughJackman) talks about the benefits of meditation and aligning your efforts with your purpose in two excerpts from his June 2020 interview with Tim Ferris. These excerpts were condensed from the interview transcript Ferris published June-30-2020.
Hugh Jackman on the Benefits of Meditation Read More »
Quotes for entrepreneurs curated in April of 2021, theme this month is faster learning.
Quotes for Entrepreneurs Curated in April 2021 Read More »
Sean Murphy explains to a client why startups should just sell the results to reduce a prospect’s perception of risk in a new tool.
Just Sell the Results to Reduce Perception of Risk Read More »
Sean Murphy was interviewed by Etienne Garbugli on “Working Capital: It Takes More Than Money” for the March 9, 2021 LeanB2B Podcast.
Sean Murphy Interview with Etienne Garbugli for the LeanB2B Podcast Read More »
Sean Murphy and SKMurphy, Inc. have enjoyed a decade-long association with Dr. Giacomo Vacca, founder of Kinetic River, who announced today that Sean has joined the KRC Advisory Board.
Sean Murphy Joins Kinetic River Advisory Board Read More »
Quotes for entrepreneurs curated in March of 2021, theme this month is ying-yang, paired opposites, and taking two steps forward after taking a step back.
Quotes for Entrepreneurs Curated in March 2021 Read More »
