Perseverance Furthers
Andrew PlatoAnalysis and research on cloud computing, information security, and leadership
| Platform |  | Pricing | Only free issues | Publishes | Weekly |
|---|---|---|---|---|---|
| Issues | 32 | Founded | 4 years ago | Last Issue | 13 days ago |
| Active | |||||
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andrewplato.substack.comLatest Issues
Startup Sales Hinge on a Key Credibility Event
Today’s buyers seldom take anything at face value, especially when it is a new, innovative, or expensive product – like what startups typically sell. Customers expect a vendor, whether they are selling chicken wings or cybersecurity technol...
Principles of Credibility Selling
Startups cannot use the same sales strategy as larger companies. It does not work. This is one of the most destructive errors that startups make. They try to emulate the sales and marketing processes of a large company only to fail, repeate...
How to Write a Sales Compensation Plan
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Sales compensation plans (comp plan) are more than a formula for commissions. They are an integral element of your sales team’s success. An effective comp plan will drive success and revenue. A bad plan will drive ever...
Five Ways to Spot a Fragile Startup
Startups are fragile things. Lacking resources, people, and name recognition, a startup must build something great without any of the benefits of their larger, better funded competitors. Having spent a lot of time analyzing technologies and...
Overcome Buyer Skepticism with a Smart Go-to-Market Strategy
The Power of Curiosity
Way back in 2011, I was wandering through a trade show, numb from the identical sales pitches. Then I saw a booth advertising the “Next Generation Firewall.” What the heck was that? As a cybersecurity geek, I had...
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CEO, founder, entrepreneur, cat herder
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