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  • Intellectual Property

    Patent lawyer Peter McDermott discusses how intellectual property is a crucial asset of every company, and why it is never too early in the life of a company to consider how to make the most of it.

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  • Finding an Angel Investor

    Too often entrepreneurs that get turned down by an angel simply give up and feel like that person is no longer a value to them, but that person could still be a mentor to the entrepreneur and even provide referrals to other investors.

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  • Negotiating the Deal

    Some people view any type of negotiation as a ‘zero-sum game’— anything you get is something you have to give. I much prefer and think it’s better to find win-win solutions, ones where everyone is on the same page about the considerations.

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  • What You Need to Know About Angel Groups

    You have a group of people that get together with nominal leadership that’s often elected from the membership itself. There are bylaws, rules and customs that help organize how the angel group operates, as a whole, and how investments are made.

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  • Entrepreneurial Sales Model

    Traditional discussions of sales focus on the “sales cycle.” Entrepreneurial selling, however, must use a sales model to generate a “sales model cycle” that stretches the sales cycle at both ends. The sales model cycle encompasses the process of defining target customers, plans to reach those customers, how the interaction with customers will take place, and assessment of the process and relationships.

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  • Sales in Context

    Entrepreneurial Selling is a contact sport. It can’t be done sitting behind a computer screen. Whether you have a B2C or a B2B company, you have to sell. Topline revenue earns you the right to worry about product development, operations and finance. Without it, you have nothing.

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  • The Story Matrix

    Having the right story &#8212 the one that creates context, has an impact in that meeting, and creates a magnet by which you can draw people toward you &#8212 can make the difference between winning and losing a deal. You have to have them.

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  • What’s Your Story?

    As entrepreneurs we often think that we have to marshal all of the facts and the evidence to support whatever we are selling. What we really need to do is tell a compelling story that gives customers a reason to join us. The facts and evidence follow.

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  • Financing Your Venture: Angel Investment

    Angel investor Ian Sobieski explains the difference between angels and venture capitalists and illustrates how to find, approach and work with angels in order to form a successful and productive relationship.

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