JUAN GREAT LEAP

Building a B2B Startup? Here are 5 of the Most Crucial Lessons I’ve Learned

I hope my previous post got you more interested in taking a longer look at building a Business-to-Business (B2B) startup. If you're interested in plunging into one, here are 5 of the most crucial lessons I've garnered in building B2B's for almost one decade now (Can't believe it!): 1) Doing Lean Startup? You cannot use a traditional…

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Why Sales Isn’t Always King (when to say no to sales)

Our Brief Fling With Payroll More than a few years ago, when STORM was finding out first hand that we still needed to educate the market about flexible benefits, we were scrambling on ways on how to generate more sales. I had an idea. "Let's offer payroll!" My several justifications were many: to be known as both…

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Danny Moynihan’s Brilliant Open Coffee Moment

It was around 11:30 am. I just closed the main pitching activity at the recently-held JGL Open Coffee activity and told everyone to gather at the hallway of 47 East to take a quick group pic. And so we did. After that, I told everyone it was free time. You can probably imagine what happens next. Wondrous…

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Employing The Mach 3 Strategy
smooth sheen like could only be accomplished by a Mach 3!

Employing The Mach 3 Strategy

I was shaving my head this morning in the shower with my trusty Mach 3. I thought the blades needed changing. I made a mental note to myself to buy a fresh pack of blades - the woefully overpriced ones at the grocery counter. I had been buying these blades for FIFTEEN years already - I had…

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How To Shut Your Way Up To Sales Success

Back around 2007, I remember being thoroughly underwhelmed by the CEO of a multinational company our startup competed with. Our companies were summoned by a client in a joint meeting to compete for a bid. I distinctly remember telling Pao: "The guy didn't say anything and just wrote down notes. He was so unimpressive." Little did I…

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STARTUP SALES TIP: Generic is geriatric, make it human instead

Everyday, we experience getting bombarded with "above the line" sales pitches: from TV, print and radio. This is mass market/media advertising: a singular ad which hopes to reach millions and convince thousands to buy. Large corporations spend billions on advertising to convince a small percentage of the reached audience to make a purchase. Of course, startups typically…

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