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Showing posts from December, 2017

Software & IP

If you don't understand the differences between copyright, trademark, and patent, learn them. There are thousands of resources available to grow your understanding. The challenge is harnessing your understanding to protect your invention, especially if it's software.

Companies pay a lot to secure their trademarks. Patenting can be in the tens of thousands. Copyrighting is by far the least expensive. They each bring protection that's helpful yet limited in scope. For effective use, make legal protection an aspect of your businesses' strategy, not the crux of the strategy.

Copyrights help but are limited to fixed mediums, and software often changes in both code and appearance. They're good if you don't want someone stealing your exact code, line for line. If copyrighting is your preferred method you're best to constantly apply and re-apply for the ©.

Trademarks are most valuable for branding protection. If your software's brand is intrinsic to its commerc…

Advice on Cold Calls

If you're comfortable with a 10% success rate you have the chance to be a good cold caller. We're going to share tips from our experience making thousands of cold calls.

The 10% conversion rate is due to two factors out of your control: cheap labor in call centers selling crap and solicitations from universities or other needy institutions. Both instances infuriate potential customers and give cold-calling its bad reputation. They make your life harder by creating the perception in potential customers that you're a nuisance. Thanks to them, you're at an inherent disadvantage. You must think of yourself as different from them, as the protagonist to their antagonist. It will make you more confident and people will be able to hear it in your voice. The third factor in low conversion is you.

You must go into each call with an objective. When somebody asks what you want, tell them. Don't ignore it to keep selling. If they say no, persuade them but be gracious and thankf…

Sales and Screenplay

We're not writing to teach how to sell a screenplay. Check @goodinaroom if you want to learn about that. We're writing to discuss the similarities between sales and screenplay.

It doesn't matter if you read Zig Ziglar, Dixon & Adamson, or Blake Snyder, and Syd Field. You're going to find one idea uniting good sales and good screenplays: story. In sales, we use the story to sell a product. A screenplay is a story, and likely, it's sold by telling a story.

Wants & Needs are the two most basic units of story. A customer's Wants & Needs are the two most basic units of sales. The two art forms - sales and story - rely on the exact same elements. What's intriguing is the way they can help either the seller or writer improve their skill.

In a sale, we use a story to engage with a customer's Wants & Needs. We tell stories about our challenges on sets, or our time selling Sake, or our mother's cosmetics. In a sale, a story functions to descri…