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Matt on Marketing

A blog about marketing and selling

Tuesday, September 8, 2009

Mom's right about your start-up too

A former colleague who worked with me at a couple different start-ups had this quote at the top of his white board at all times:

“Start-ups don’t starve, they drown.”

The point is simple – very few of our organizations have a lack of opportunity, or things to do.  One of our most important jobs is to choose the right things to do on a daily basis, and ensure our priorities are well thought-out and are kept in perspective, despite the daily fire drills and interruptions that fight for our time.

Author Om Malik recently wrote about the downsizing of Joost, and offered a similar, thoughtful perspective:

“Joost hired too many people, too quickly.  It never behaved like a start-up but instead felt like a grown-up company with too many bureaucratic layers.

“Remember what your mom used to say when you took too big of a bite?  If you’re not careful, you’re going to choke.  Start-ups are just like that.  Unless you focus, you’re going to choke.”



 

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Wednesday, September 2, 2009

Four best practices for running successful sales meetings

Jonathan Farrington recently published an excellent set of best practices for running sales meetings. Below are four of his best suggestions:


Make sure that at least fifty per cent of the meeting is taken up with some kind of sales training. You can deliver this yourself or you might consider using specialists from outside of the company.

Insist on punctuality, for there is nothing which detracts from a meeting so much as people coming in late with lame excuses or returning late from a coffee break. Not only is this disruptive for the meeting but it is bad for group discipline as well and each time a manager allows this, they relinquish a little leadership capacity. Start the meeting on time to the minute. Do not wait for late arrivals and whatever you do, do not be late yourself.

Begin the meeting in the way you plan to carry on throughout - with a friendly smile and a dynamic greeting, do not commence in a flat uninspired monotone. Be informal, relax and encourage team members to do likewise. Do remember that a sales meeting is one of those few occasions where you can provide "collective motivation" so you need to be at your inspiring best.

Do not do all the talking yourself. Salespeople (and most other people) hate to be lectured at. Ask questions and listen to the answers. Ask for opinions, and always question the reason for a particular opinion. Do remember generally people comprehend:

11% of what they hear.
32% of what they see.
73% of what they see & hear.
90% of what they see, hear & discuss.

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