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Mark Birch

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Thursday, September 13, 2018 - 6:39pm
I love podcasts.  I have my list of favorites that I subscribe to and I listen to in my car.  One of these podcasts is NPR’s Planet Money, which manages to be both entertaining and informative and feeds my geeky love of economics. A recent episode; however, did not dive into economics so much. Instead it […]
Thursday, September 13, 2018 - 6:39pm
Over the past year or so, I have noticed a trend. Many of the unsolicited emails I have received seem to have all the same look and feel to them. These messages are shorter than the previous generation of cold emails (thank goodness), but still seem just as pointless. The “innovation” is that many of […]
Thursday, September 13, 2018 - 6:39pm
Like many of you, I get my fair share of spam.  While most of the spam we think about is of the email variety, our social networks are becoming increasingly more crowded with useless requests and messages and pleas to connect.  My fear is that we are doing to social what we have done to […]
Thursday, September 13, 2018 - 6:39pm
What is sales? It is a question I often pose to sales reps when they are in a rut. It is not uncommon to get into a funk, sales is a tough profession and we all have times when the pipeline is thin and deals are few. In these moments, we often focus on things that are not […]
Thursday, September 13, 2018 - 6:39pm
Tell me if you have seen this scenario. You are in a small, scrappy startup that is grinding each and every day to eke out growth. Then comes across the big enterprise company that likes what your startup is doing and suggests you should work together. You have hit the jackpot! Here is a real company with a […]
Thursday, September 13, 2018 - 6:39pm
My first impression of world of enterprise sales was that it was a job for lone wolves. They generally did not hangout together other than at company outings like sales kickoffs and presidents club trips. They were not very willing to share what they did to be successful. Sales managers often had little control or sway with the […]
Thursday, September 13, 2018 - 6:39pm
There are a few ongoing debates around sales tactics and methods that seem to never die.  Despite the growing evidence to the counter, there are sales leaders that hold onto these old tactics like a security blanket.  Below are eight of these sales myths that I want to shed light on so that hopefully sales […]
Thursday, September 13, 2018 - 6:39pm
Sales is fun. At least I hope it is for you if you are in sales. No doubt that it can often be deflating and aggravating and stressful. For those of us that have chosen sales as our calling though, there is no better career to pursue. The one wrinkle in our love of sales […]
Thursday, September 13, 2018 - 6:39pm
Deals often go sour without us even knowing why. Maybe the deal mysteriously goes quiet right after the demo.  Perhaps there are wild demands that emerge suddenly at the negotiating table. Or your champions go M.I.A. at the big presentation. All of these are symptomatic of mistakes that were made much earlier in the sales cycle. And […]
Thursday, September 13, 2018 - 6:39pm
When I started in sales, it was pretty much an accident. Over the course of a few short months, every sales manager and sales person in our remote office left. When the VP of Sales flew out, he told me to pick up a bag and start selling. We had a number of high profile, Fortune 500 […]
Thursday, September 13, 2018 - 6:39pm
    When I got involved in the NYC startup scene some years back, I had zero network.  In order to be seen as a valuable member of the community, I drew up a plan to actively network and target events and places where entrepreneurs would hang out.  A year after I put the plan […]
Thursday, September 13, 2018 - 6:39pm
Are the CEO and head of sales playing tug-o-war at your company? If so, it will spell trouble. The most critical relationship in a company is between its CEO and the head of sales. Very early on, it may be the CEO and the head of engineering/product. At other times, it may be the CFO […]
Thursday, September 13, 2018 - 6:39pm
“So I sent out the quote, and then my prospect goes radio silent. What gives?” It’s a common question that I have gotten and one that came up recently at my last talk in Boston. A younger rep wanted know why this happens. I am sure it has happened to this particular rep a few times already as […]
Thursday, September 13, 2018 - 6:39pm
Recently I wrote about the cultural difference between entrepreneurs in the Nordics and in Silicon Valley. Now, I want to talk about the cultural differences between investors. In each country the investors and the investment climate shapes how startups get funded and in turn, how they end up looking from an investment perspective. For example, if […]
Thursday, September 13, 2018 - 6:39pm
No amount of process, people, or product will help if the messaging is not working Good messaging is like good art; it is hard to define but you know it when you see it. And like art, it can be hit or miss, and more often on the miss side when it comes to early […]
Thursday, September 13, 2018 - 6:39pm
I love sales.  I have led sales for startups in my portfolio and have been selling or leading sales teams for over fifteen years. I found that I am at my best when I am in front of customers, working with them to understand their needs and helping them to build their vision or to […]
Thursday, September 13, 2018 - 6:39pm
I was recently read a blog post that was particularly negative on the upside of events. The premise is that most events are a waste of time and I cannot necessarily disagree having gone to plenty of questionable ones in the past. So what actually constitutes a quality event that would be worth one’s time? […]
Thursday, September 13, 2018 - 6:39pm
I was reading Danny Meyer’s book, “Setting the Table” and found that many of my own views on employees and culture mirror the thoughts he shared in his book. He calls it the “51 percenter principle”, where he views 49 percent of people by their technical ability and 51 percent by their emotional skills. While […]
Thursday, September 13, 2018 - 6:39pm
Mistakes are an inevitable part of life. In some cases, our mistakes can even lead to better outcomes. In the book Setting the Table, Danny Meyer quotes his mentor, “The road to success is paved with mistakes well handled.” It’s all in how we handle our mistakes and the lessons we take from them that […]
Thursday, September 13, 2018 - 6:39pm
When I started the Enterprise Sales Meetup, I mostly focused on just getting people to come. Sales people are certainly networkers by the nature of the job, but they also do not like to waste time frivolously. As they say, time is money. Now a year into the meetup, it has grown into a full-fledged […]
Mark is an early stage technology investor and entrepreneur based in NYC. Through Birch Ventures, he works with a portfolio of early stage B2B SaaS technology startups providing both capital and guidance in the areas of marketing, sales, strategic planning and funding.