Update on Jigsaw, marketplace for business contact information
I enjoyed meeting with Jim Fowler yesterday, CEO of Jigsaw (our wiki profile). Jigsaw is a marketplace for business contact information. It’s very useful for salespeople, recruiters, researchers,...
View ArticleHow Law Firms Can Increase Their Billings with Web 2.0 Technologies
I finally had a chance to upload slides prepared by my partner Scott Lichtman on how law firms can use Web 2.0 technologies to increase their billings. Download. Scott delivered this presentation as a...
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How to ask your board for introductions
Venture capitalists and your other board members want to help you, and in fact are paid to help you. As T.A. McCann suggests, you want your VCs ideally to not just make an introduction, but as...
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Why We Chose Salesforce CRM Over Zoho
I finally did it: I’ve moved my contact database over to the web. After extensive research of different CRM solutions (thanks BestVendor), we’re working with Salesforce.com. We also used Salesforce...
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Bridging the gap between tech startups and the Fortune 500
How can a tech startup engage with a Fortune 500 company for mutual benefit? Fortune 500 corporations are stressed about where they can get growth and how to plug into the innovative and nimble...
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You Are Leaving Money On The Table: The Secrets Of Pricing
Oscar Wilde said that a cynic is a “a man who knows the price of everything and the value of nothing.” A startup CEO should know both. One of the most powerful levers a CEO has to impact profitability...
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Feedback Is A Gift; Should You Ask For It?
It’s rare to find someone who is insightful about you and your business … and rarer to find someone confident enough in their relationship with you to give you honest feedback. I treasure these...
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Sales 2.0: Why Can’t Sales Be As Efficient As Online Dating?
I’m teaching a class for Founder Institute July 8 on accelerating sales with technology. This has been a passion of mine for well over a decade, ever since I realized how inefficient sales was and...
View ArticleThe Great Sales and Marketing Debate: The Cagey Sales Veterans Debate the...
I recently was fortunate to participate in a panel discussion on "The Great Sales and Marketing Debate: The Cagey Sales Veterans Debate the Young Up-and-Comers", sponsored by the New York Software...
View ArticleHow to find the right online communities
The user experience in the big, ungated social networks is getting steadily worse: spam, bots, fake news. There are three main solutions: technology (i.e., anti-bot tools, but that’s an endless...
View Article14 Tips on How to Sell to Private Equity and Venture Capital Funds
It’s hard enough to raise capital from VC, private equity fund, and family offices. How do you sell to them? I’m an investor in many companies which sell to these types of clients. I put together a...
View ArticleThe Next Generation of Contact Management Software
For my new Fast Company column, my coauthor Scott Allen and I had a chance to have a conversation with Greg Head, ACT!’s former General Manager, about the need for increased privacy, interoperability,...
View ArticleWhat Can We Learn from Network Marketing?
From my latest FastCompany.com column with Scott Allen,What Can We Learn from Network Marketing?: Network marketing, or multi-level marketing, is one of the fastest-growing business models of the past...
View ArticleReview of new software tools for managing your contact database
I recently had the chance to play with the latest versions of several software packages which I use heavily: Act! by Best Software; eGrabber by eGrabber Inc.; and Cardscan from Cardscan, Inc....
View ArticleSouth Asian, Chinese, Hispanic, French, and Russian Networks
In connection with research I did for my new book, The Virtual Handshake: Opening Doors and Closing Deals Online, I worked with a variety of coauthors to write survey pieces on the ways that different...
View ArticleFastCompany book excerpt: 10 Steps to Leverage Online Networks
FastCompany has just published an excerpt of our book on the ten basic steps necessary to take full advantage of online networks. The excerpt is called Leveraging Your Links.Years ago, when I interned...
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