Events

Forming and Leading Teams of Experts at PMI-SV Sep-17

Events / By /

We do a lot of work with experts in a variety of fields including law, medicine, proteomics, genomics, electronic design, 3D printing and additive manufacturing, text analytics, process mining, subsurface modeling of oil and gas deposits, parallel and  heterogeneous computing, thermal engineering, design automation, and knowledge worker collaboration. This has led us to develop approaches […]

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Engineering Your Sales Process Workshop at 2012 Lean Startup Conference

Events, Sales / By /

I was invited to give a workshop the day after the Dec-3-2012 Lean Startup Conference and have teamed up with Scott Sambucci to offer a revised and improved version of our “Engineering Your Sales Process.” Here is the overview for this half day workshop: All companies, even those that take a lean approach, face these

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Two Change Agents Added to Sep 4 Great Demo! Webinar Panel

Demos, Events / By /

We have two people joining Peter Cohan and myself on tomorrow’s “Lessons Learned Implementing the Great Demo! Methodology” who have not only implemented the Great Demo! at several companies but championed several disruptive products as change agents: Jolie Rollins, a consultant in healthcare information technology (HIT) change management with more than 15 years of experience

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Speaking on “Accelerating Your Sales” at Aug-9 Startup Sales Circle

Events, skmurphy / By /

I will be speaking on “Accelerating Your Sales” on on Thursday, August 9th at 6:30pm at GroundFloorSV Bring sales questions and situations you would like to discuss. Bring any (or all!) of the following with you: A gnarly sales opportunity with an active prospect where you’d like some help; A prospect that you’d like to

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Speaking at Startup Sales Circle Thu-Aug-9 at GroundFloorSV

Events, skmurphy / By /

I have been invited to help re-launch the Startup Sales Circle Meetup, we will be meeting August 9th at GroundFloorSV.  I will be making some brief remarks on debugging your sales process to cut time to revenue and then there will be open conversation on startup sales challenges. Bring any (or all!) of the following

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5 Promotional Ideas I got from Startup Digest

Events, Promotion / By /

Promotion often makes the difference between business success and failure. A recent email from Startup Digest gave me some great ideas. Develop checklists and top 10 lists. Tie your news story to recent events. Get in the email inbox. Celebrate the holidays with discount or special offer. Always include a list of upcoming events. Upcoming

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“Working For Equity” Panel Session Returns to Silicon Valley Code Camp For Third Year

Events, Founder Story, skmurphy / By /

I am moderating a panel at Silicon Valley Code Camp 2012 on “Working For Equity.” Here is the session description: Panel discussion with three software startup CEOs offering their perspective on the practical realities of starting and growing a company. This session is for both aspiring and active entrepreneurs, it will outline important tips and

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How To Run Experiments That Improve Your Business – On-Line Book Club June 20

Books, Events / By /

Tomorrow, we complete our coverage of “The Innovator’s DNA”. We have a great panel who will share their tips and lessons learned running experiments that improved their products and business models. Michael Fern, CEO of Intigi, Inc. Edith Harbaugh, Product Manager at Tripit, Inc. Steve Hogan, Managing Partner at Tech-Rx, Inc. Sean Murphy, CEO at

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Great Demo! Demonstration Effectiveness Workshop

Demos, Events / By /

OVERALL OBJECTIVES Establish a framework, including skills and processes, to create and deliver improved software demonstrations to increase success in the sales and deployment of your organization’s offerings. Sub-objectives: Improve demonstration quality and effectiveness, by implementing a standard process and tools for demonstrations. Establish and communicate clear objectives for each demo. Increase probability of success

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Great Demo! Workshop on October 10 & 11, 2012

Demos, Events, Sales / By /

Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help

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Book Club: Chapter 6 The Innovator’s DNA: Experimenting

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Recorded discussion on Jeff Dyer, Hal Gregersen, Clayton M. Christensen’s The Innovator’s DNA chapter 6, recorded on June 20, 2012. Michael Fern and Edith Harbaugh join Steve Hogan and Sean Murphy to discuss lessons learned experimenting to foster innovation. Chapter 6: Discovery Skill #5 Experimenting The Innovator’s DNA by Jeff Dyer, Hal Gregersen, Clayton M.

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Tristan Kromer Joins Book Club’s Panel on Networking Skill Development

Books, Events / By /

We continue our review of “The Innovator’s DNA” by Jeff Dyer, Hal Gregersen, Clayton M. Christensen with a focus on networking, which the author’s define as seeking serious conversation with individuals from diverse backgrounds, experiences, and expertise.  Here is a  quote by Ronald Burt on creativity from idea brokerage  (condensed from page 117): “People connected

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Book Club: Chapter 5 – The Innovator’s DNA

Books, Events / By /

Call-in Book Review recorded on May 16, 2012 Tristan Kromer, Steve Hogan and Sean Murphy discuss the book and specifically Chapter 5 on networking. Chapter 5: Discovery Skill #4 Networking The Innovator’s DNA by Jeff Dyer, Hal Gregersen, Clayton M. Christensen Practical and provocative, The Innovator’s DNA is an essential resource for individuals and teams

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Structuring Business Relationships: Employees, Contractors, Alliances, Partners and Co-Owners

Events, skmurphy / By /

Relationships can be very instrumental in the success of a consulting practice. When building a practice, consultants need to build business relationships with a variety of potential partners. Understanding the power of these relationships — and establishing trust and confidence — is one of the keys to growing your business effectively. Sean Murphy is the

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Self-Publishing Often Marks The First Generation of New Knowledge

1 Idea Stage, Events, skmurphy / By /

The first observation of a new insight is often published in a lab notebook or personal journal or as notes from a meeting that captured an anecdote. Self-publishing often marks the first generation of new knowledge because “new” is often hard to comprehend and not accepted by the status quo or established publication channels. If

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Book Club: The Innovator’s DNA: Observing

Books, Events / By /

Recorded discussion on Jeff Dyer, Hal Gregersen, Clayton M. Christensen’s The Innovator’s DNA chapter 4, recorded on April 25, 2012. Jeff Allison, former VP of Engineering at Cisco Systems joins us to discuss observing. Chapter 4: Discovery Skill #3 Observing The Innovator’s DNA by Jeff Dyer, Hal Gregersen, Clayton M. Christensen Practical and provocative, The

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