Sales are like air, you can't live without them
At the risk of stating the obvious, sales is everything. At the end of the day if you can’t sell it (in enough volume to be profitable), you may have the coolest product, but your landlord will be kicking you out of your apartment. As a result, sales has attracted a lot of attention from consultants, bloggers, writers and who knows who. Dharmesh Shah and Mike Feinstein each have recent posts on the subject of sales. I know a thing or two about selling services (at least one kind of service), and I can testify that no matter how much better than your...
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Getting Real
First, don’t put too much store in sales advice from a lawyer. Second, here is something I have observed more than a few times, so it seems to me that it merits mention. Every now and then I run across what seems to me to be a very compelling story. The entrepreneur has identified a pain point in the market. They have a service or a product that seems to address it elegantly. The business thesis hangs together in a very coherent and compelling way. The company has talented, energetic and committed officers and employees. Investors buy into the thesis and invest. But, somehow, for some reason...
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