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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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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...
networking-photo_hl
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...
Phone Photo_HL
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...
Nederland, Amsterdam, 24 september 2009
picnic, picnic09, networking, event, westergasfabriek
Foto: Thomas Schlijper
Advice -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...
Jessa Younker rock climbing at Monitor Rock and Whirlpool Rock, Independence Pass, Aspen, Colorado.
Advice -It comes down to the challenge, the career path, the corporate culture, and the compensation.Normally I use this space for sales topics but the topic of jobs has been hot, particularly in the tech industry. I am not just...
scalingsales
Advice -When you hit the scaling stage of your startup, all signs are go. You have product-market fit, your initial sales efforts are becoming repeatable, and you have strong revenue growth. Now is the time to ramp up the sales team, so...
fieldsales
Tech - CRM is dead! Long live CRM! I just had to get that out of my system because what I am going to talk about has little to do with CRM. However, because you have been programmed by vendor marketing machines, industry trade rags, and...
MARATHON PHOTO_HL
Lifestyle - Some of you may already know that I am training for a marathon. I signed up for it in December. I have never run more than 10 miles before. Plus, I hate running.I bring this up only because in a book on how to run a marathon, I...
salesculture
Advice -“We gotta make a change, it's time for us as a people to start making some changes...You see the old way wasn't working so it's on us to do what we gotta do to survive” - 2PacWe all know the enduring images of sales.  For...
Work and Play Photo_HL
Advice -Everyone has that picture in his or her head of the prototypical sales rep. I am not talking about the used car salesman image, but the one of the über-successful salesperson. Tall and good looking, outgoing, and probably athletic....
Football Photo_HL
Advice - It went down as one of the greatest drives in Super Bowl history. Down 16-13 with 3:10 left on the clock and the ball on the 8-yard line, Joe Montana and the 49ers methodically marched down the field to score the game-winning...
Business Growth_HL
Advice -Since starting the Enterprise Sales Meetup, I have spent quite a bit of time reviewing advice about sales. My particular interest is in the advice that is directed to startups. The challenge with this advice, however, is that it...
list
Advice -Let’s say you’re starting out in a new company with a greenfield territory, where does one start prospecting? What if you have an unproven product with only a few reference customers? How do you get things going when you’re...
heartsales
Advice -We all have an impression of what a salesperson is in our minds.  Sometimes it is negative, sometimes positive, but mostly our descriptions straddle the good and bad.  As you are reading this, some words are probably bubbling up...