9 Steps to a Successful First CRM

July 7, 2015

Sooner or later, any group selling a product is going to need to adopt tools to consolidate the data and track/manage the sales process. This usually means a CRM system. When to implement a CRM system really depends on a number of factors, like the number of prospects and customers, the number of sales people, […]

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Hurry, Don’t Rush

June 4, 2015

Did you ever go hiking into remote wilderness areas? Remember the urgency in packing your gear, leaving early, and getting out on the trail? Experienced hikers know that hurrying is ok, but rushing can be dangerous. Less well known is that similar dangers apply when a company is identifying target market segments and planning how […]

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Are Contracted Execs Right for This Time in Your Organization?

May 6, 2015

Recall the cliché “a rising tide floats all boats”? As our economy begins to pick up steam, it becomes increasingly important to make sure your revenue operations are running at full throttle so you can take full advantage of the rising tide. To do this, should you hire full-time employees, outside contractors, or some mix? […]

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Product Marketing is More than Ready Fire Aim

April 24, 2015

Ready, Fire, Aim is a frequent joke among startups. There is some truth to it, of course. A young company cannot know all the ways in which the market and its customer will respond. In this post, I’ll share some thoughts on how to shift that phenomenon to preparation, focus, and execution. While there are […]

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Sales and the Art of Leadership

April 10, 2015

Leadership is a critical element of any expedition, any venture, any startup, but too often the real value of leadership is lost in a hierarchy. This post will offer foundational pillars to lead in a more complete, holistic style that develops a balanced and effective leader. I recall a story about a NASA space shuttle […]

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Others Online Gets Liquid

July 15, 2014

Roughly 10% of the time, Altus is fortunate enough to take a client from first revenues, all the way through an exit event. Not bad when you consider the industry average suggests that less than 5% will earn a big surprise check for their efforts. The most recent member to the club was Jordan Mitchell […]

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How Great Entrepreneurs Think

March 8, 2011

Inc. Magazine recently wrote a piece entitled How Great Entrepreneurs Think and it starts out asking “What distinguishes great entrepreneurs?” A question we believe we know something about, too. From the Inc. article: The piece highlights the work of Saras Sarasvathy, a professor at the University of Virginia’s Darden School of Business, set out to […]

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10 Effective Tips Entrepreneurs can Use to Meet Investors

February 25, 2011

Here are 10 tips overall, five DO and five DON’T… 5 tips to help entrepreneurs succeed in a meeting with a potential investor. 1.  Leverage your network and convince trusted individuals to introduce you to investors. An effective trusted individual is someone investors will listen to. Our investor pool pays attention to: Entrepreneurs whom the […]

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When is the time right for Renaissance vs. Coin-operated Sales?

December 9, 2008

The Wall Street Journal recently reported the news of sales executive Joanne Bradford joining Yahoo after a brief stint at Spot Runner reminded me of Mark Leslie’s commentary in his seminal paper on the Sales Learning Curve published in the Harvard Business Review. In that paper, he described three sales phases — Initiation, Transition & […]

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Top 10 Reasons why Sales People Fail

December 4, 2008

CEO’s often ask me about “poor performers”. Downturns in the economy are often a catalyst to weed them out as companies watch every penny going out the door. I’ve found there are patterns that can identify these people so they can be weeded out of the organization. I share these below. Sales People fail for […]

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