7-Step Sales Process

Those of you who attended my Sales Strategy roundtable last week, and asked for the 7-step sales process, here it is:

I like to break down the sales cycle into discrete steps. More broadly, there are two big phases in the sales cycle – a pilot or proof-of-concept phase, and a full-on sales phase, if the pilot is successful.

So, you have to first sell the pilot. For that, you need to first establish that the prospect has the pain to which you have a solution. This is step one. >>>

Deal Radar 2009: checkMD

We kick-start this week’s Deal Radar with a social networking site focused on healthcare and healthcare reform, checkMD. Based in Lehi, Utah, the company was founded by Jon Black, who had previously founded GetProof, a physician credentialing software and services company. Since GetProof did extensive research on physicians for hospitals and group practices, Black felt it was natural to start a venture, which would provide that knowledge to consumers. He realized the potential for this space when he was able to find the best healthcare providers for several family members who had debilitating illnesses. He realized that people around the US were struggling to find quality healthcare and decided to start checkMD. >>>

Innovating In Sustainable Building Materials: Hycrete CEO David Rosenberg (Part 5)

SM: When you look at the 150 projects you have been a part of, have you noticed any patterns in regards to who your early adopters are?

DR: Our value proposition has led to great word-of-mouth advertising, which is how people are finding us. I speak at a lot of cleantech conferences as well. >>>

Catching Up On Readings: Sustainable Building

Here is a summary of the posts from this past week, in case you missed them.

Technology Stocks:
Rubinstein’s Revenge 
Autodesk Recovering
TiVo Looks Up At DVR IP Revenues
Athenahealth Growing Nicely
What’s Next In SaaS?

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The Truth About Licensing A Product (Part 4)

By Guest Author Jim DeBetta of the Academy for Entrepreneurs

[Jim concludes his series with common myths and misconceptions entrepreneurs may have about licensing agreements that may prevent them from bringing their product to market in the most advantageous way.]
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Innovating In Sustainable Building Materials: Hycrete CEO David Rosenberg (Part 4)

SM: Was the funding you raised from venture capitalist based on your value proposition of durability or was it based on your value proposition of waterproof construction? Can you tell me about your funding strategy?

DR: Our A round, which was in the single digits, was based on the durability business model. We raised that funding from a small fund in New Jersey. We used that round to validate our technology and its effectiveness in applications. >>>

Secret Recipe for an iPhone App

By Guest Author Saad Fazil

The current economic climate has several people pondering whether to become rich by selling iPhone apps. Like anything else, making money by creating and selling iPhone apps is no easy task. If it were, most people would do it, thus increasing the competition and bringing down the revenue to zero. Sure, it did make some people rich instantly — Steve Demeter made $250,000 in two months — but that is an exception and not a rule. >>>

The Truth About Licensing A Product (Part 3)

By Guest Author Jim DeBetta of the Academy for Entrepreneurs

[Jim wraps up with the basics of a licensing agreement before turning to common misconceptions about licensing in tomorrow’s post.]

3. Performance—Make Sure they Practice what they Preach

Performance requirements need to be in every license agreement. These include, but aren’t limited to, an introduction date, minimum royalty payments and an anti-shelving clause. >>>