Entries from May 2008 ↓

In the early stages of your company you will simply be spending, running at a loss, before emerging into profitability and positive cash flows. Because of this the two most common questions for early stage companies are: what is your burn rate? and subsequently: what is your cash zero date?
The metrics burn rate and [...]

OK, this really doesn’t have anything to do with running small companies but I am repeatedly asked what hourly rate my friends should charge when they are doing consulting work on the side.
A good rule of thumb is to take your annual salary that you are currently making and divide by a 1000.
So, if you [...]

I was in a management meeting at a client the other day and found that even among seasoned professionals there is still a grey area between order entry and order processing and who is responsible for what.
In general, order entry is when Sales enters an order into a system designed to capture information about the [...]

I was recently asked for a “here’s what sales ops really does primer” that I thought I would share:
The mandate of Sales Operations is to ensure the efficient and effective running of the day-to-day operations of sales.
In particular, preparing people and partners to sell effectively, ensure the smooth flow of a deal through the internal [...]