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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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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...
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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...
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Mobile -Mobile has not changed the way we sell. You may think I have gone nuts since I talk about mobile tools on a fairly regular basis and folks ask me for sales technology recommendations. Despite my out-of-the-box obsession with it, the...
sins
Advice -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...
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Advice -  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...
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Advice - “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...
Letter
Advice -No amount of process, people, or product will help if the messaging is not workingGood 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...
businessdeal
Advice -I thought I had a golden opportunity lined up. I had the sponsor who was evangelizing my solution internally. I had executive buy-in with the president of the division giving his thumbs up. We had one of their major clients lined up...