Sales Data Augmentation

Sales data augmentation, where information from third-party sources is used to better qualify prospects by sales reps, is invaluable. As you might have guessed, the latest generation of web applications provide even higher quality data with which to make sales teams more effective compared to legacy services. Some of the more popular ways to get…

Startups as Deer Hunters

Mark Suster published the blog post Most Startups Should be Deer Hunters last month. It is, without a doubt, one of the five most important startup blog posts of the year. Every entrepreneur needs to read it. Here’s the general idea: startups need to focus their energies on deals that are big enough to be…

End of the Year Planning

It’s that time of the year to start planning for 2010. Our process is pretty loose right now and is continually evolving. Here are some of the steps we take: Update our One Page Strategic Plan Change our financial models using Google Spreadsheets Revisit our KPIs and decide what to keep, what to remove, and…

Quick Thoughts on Angel Investing

A gentleman reached out to me to get my advice on angel investing in companies that are pre-revenue and/or pre-product, of which I have very little. He’d heard about Shotput Ventures through the Atlanta community. I told him that I didn’t have much experience other than the eight companies Shotput funded this past summer. Of…

Celebrate the Small Victories

In a startup, there are so many moving pieces that change on a daily basis it is easy to spend all your time putting out fires and being reactive to what’s going on in the company. One of the more important things I underestimated is the value of celebrating the small victories. I’m talking about…

Amazing Interview with John Imlay

Wow, I just finished reading an interview with John Imlay about his life and storied career. It is packed with great stories and insights that every entrepreneur should read. Here are a few key points from it: Employees are the most important thing in a business Relationships matter across all fronts Software isn’t as differentiated…