Recent Articles

A Step by Step Guide to Pre-selling With Carl Mattiola

by Scott

Most people who try to start a business begin building something before getting a dime from a single customer…

“Que triste” as my Brazilian friends would say!

Today I’m pumped to chat with Carl Mattiola, founder of ClinicMetrics, about pre-selling and the exact steps he used to get paying customers before he built any software.

In this interview you’ll learn:

The process he used to go from no idea to settling on building clinic metrics [3:42]
Which prospects to start with when you’re ready to pre-sell [10:03]
The logistics of his first pitch and what happened immediately after [20:39]
The power of “price anchoring” and how to utilize it in pre-sales [26:29]
Common objections he received in his pre-sales process and how to overcome them [31:58]
Tactics to de-risk …
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Building SaaS Businesses, Enterprise Sales, and Bootstrapping with Spencer Fry

by Scott

Today I’m pumped to bring you an interview with my buddy Spencer Fry, Co-Founder of Uncover and all around awesome guy.

Over the past ten years, Spencer has built 2 profitable companies without raising a dime and is now well on his way to his 3rd. #studmuffins anyone?

In this interview we talk about:

The founding and developing of his first successful company Typefrag which is still going strong today with 30+ employees
His transition to Carbonmade and how to bootstrap a SaaS business while doing consulting work
The number one thing that all aspiring programmers should have if they truly want to learn how to code. Maybe why I failed…
Why to never give something away for free, even your a startup with no customers or …
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The Story of LaunchBit and Hustling With Elizabeth Yin

by Scott

Today I’m pumped to bring you an interview with Elizabeth Yin, Co-Founder of LaunchBit, the leading ad-network for email newsletters.

You know those people that peak your interest that you just kind of sort of end up just following from a distance? Elizabeth was totally one of those people for me until we did this interview. First I saw LaunchBit and was like, gee that’s a good idea. Then I started subscribing to LaunchBit’s newsletter of highly curated customer acquisition articles (woah another good idea). The she launched a conference called Hustle Con…at that point I was like okay, I seriously need to meet this person! Anyways, Elizabeth is a total rockstar and has an awesome story so definitely …
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Break Into Biz Dev: Realities of Landing Startup Jobs

by Scott

I get about 5 emails or facebook messages a week from people looking to get advice on landing startup jobs…

I guess playing excel like a concert pianist gets old pretty quick.

Photo credit: RateMyPlacement

To combat this inbound assault, I created a free 8 email series that includes some of my best tips on how non-technical people can break into startups (sign up here!).

Besides being a free resource overstretched startup folk can point their friends too, this email series is an introduction to apply for a 5 week program I created on how to break into startup business development.

2 Dynamics People Trying to Break Into Startups Must Understand

Today I wanted to share 4:38 of video from the 5 week program that …
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Getting Traction In Local and Selling into Enterprise with Ryan Jeffery, VP of Business Development at Belly

by Scott

A little over a year ago I met Ryan Jeffery, Vice President of Business Development at Belly, a startup focused on enriching the loyalty experience for both local businesses and consumers.

When we met I could tell Ryan was a sharp guy…and I’ve been really impressed by the growth that Belly has achieved in the beast that is local. Naturally I thought he’d be fun to do an interview with : )

In this interview we talk about:

How they initially pitched and sold local businesses in MVP mode (WARNING: includes ipad glue stories)
The first thing they did after they got their very first customer
How they scaled once they had initial product/market fit
Insight into their hybrid inside/outside sales distribution strategy (and why this …
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