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Mark Birch

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.

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prospecting
Advice - 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...
salestraining
Resources - 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...
puzzlepiece
Advice - 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...
cookiecutter
Op-ED - 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...
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Resources - 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...
51percenter
Lifestyle - 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...
mistake
Advice - 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...
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Advice - 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...
salesman
Advice - The two loudest trends in sales at the moment are social selling and the challenger sale. I say loudest because nearly every conversation about sales strategy seems to weave one or both of these concepts into the thread. This is the...
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Advice - 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...
spam
Advice -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...
socialnetwork
Advice -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...
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Advice -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...
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Advice -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...
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Advice -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...
8ball
Advice -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...