Author: Mark Hary

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Transforming an Idea into an Asset

A high level walkthrough of pitching a company that has value, starting with an idea (which is essentially free) and how it is transformed into an asset (which is something that has intrinsic value).

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The PWIN Paradox of Enterprise Sales

One of the tools put forth in my article on how to execute enterprise sales is the Probability of Win (PWIN) calculation. There is a fundamental paradox though that occurs when your competitors all use this method. That’s okay, it’s expected.

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Enterprise Software Sales Metrics for Startups

As an engineer, I love to analyze things. To my great delight, when I made the transition to business development and sales, I found that there has been a great deal of work done by like-minded people to turn what seems like a creative art into a process as rigorous as any science-based discipline. While I believe working with customers requires high EQ with a highly-tuned personal touch, you can still measure execution and set priorities using math. I’ll walk you through how to do that in this post.

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The Enterprise Software Sales Playbook for Startups

In this article, I walk through the enterprise software sales playbook I have developed during my career, which in turn has come from the playbooks of those I have learned from. I have refined my approach over the years, and here I give you my handbook for enterprise sales (for startups).