Hiring salespeople usually feels like a pretty straightforward exercise. And really, the job itself seems pretty straightforward as well. But don’t confuse straightforward with easy. It’s not, and if bad practices creep into the sales rep’s bag, it becomes even harder. It never ceases to amaze me how many bad practices are utilized by many […]
The Remote Office in Tech Sales & Marketing
The discussion on whether tech companies need remote offices has diverse opinions. While it may seem like a simple topic on the surface, the decision to spend precious resources on additional physical locations is actually quite complex. Where your opinion falls on this topic depends upon many factors. Including but not limited to: Your personal […]
VERY Early Stage Tech Sales & Marketing
There is a lot of different stuff written about sales and marketing, and even more specifically, tech sales & marketing. Much of it is very good. Some is awful. What I think is an under-covered and under-appreciated aspect of sales and marketing activities is the earliest stages of a technology company’s existence. In fact, these […]
How Much Product Marketing Does a Tech Company Need?
This seems like an odd question to those in the software and hardware technology business. Those who actually value product marketing! I happen to fit into that category myself, of course. If you’re of this viewpoint, it’s tempting to answer this question with the obvious “as much as possible”! But in some cases, that’s not […]
6 Biggest Obstacles That Startup Software Management Teams Must Overcome
You’ve found a hole in a software market segment. Perhaps it arose from a personal need that you couldn’t find a product to fulfill, or you worked in a VAR or consulting company and realized that customers were repeatedly asking for the same custom solution. So you created a standard software product or SaaS application, […]
