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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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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...
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Advice - If you have been in sales for any period of time, you would have heard about “hunters” and “farmers”. But does this distinction really matter anymore? This question came to me recently from my friend who wrote a great post on...
linkedinprofile
Advice -If you have been on LinkedIn for awhile, you probably have noticed that the platform has undergone extensive changes.  Even the nature of LinkedIn profiles has changed.  Once just a place to put up your resume and forget about it...
prospecting
Advice -I was recently asked a question about prospecting after someone reached out in response to my email spam and social selling articles.  I had highlighted some of the very worst prospecting tactics I and many others have...
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Advice -I get a lot of requests to meet. Everyday my inbox is filled with pitches and intros and requests to grab a quick coffee (which is never all that quick, mind you). These messages also come fast and furious from LinkedIn and Twitter...
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Advice -For a guitarist like myself, nothing screams awesome like a stack of Marshall amps from floor to ceiling, all turned to 11. But that is not the type of stack I am talking about today. I am talking about true sales hustlers.A lot...
salesmen
Advice -Have you ever sent an email with the following opening phrases? How about in a conversation with a prospective customer?"I hope all is well with you." "How are you doing?" "Are you having a stellar week so far?"You...
failure
Advice -Last week was a memorable one. I gave a talk on scaling sales development at Sales Hacker and got an incredible lead from a person in the audience. Then the group I started back in August, the NYC Enterprise Sales Meetup, not only...
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Advice - I have been diving into the concept of Lean Enterprise.  I think this is going to take off in many corporations.  The larger, more established enterprises are trying in vain to remain relevant and innovative as the pace of markets...
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Apps - Mobile has not changed the way we sell. You may be thinking that I have gone nuts right about now, since I have a startup that is squarely in the mobile sales tools market. But when it comes to our current iteration of mobile...
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Big Data - “Computer-generated information, which was the means, has become the end. Instead of helping us organize data, computers are drowning us in it…Everything has become excessively complicated and confused, which is exactly the...
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Op-ED - Once again Twitter seems to be in a state of existential crisis.  At least that is according to all of the various conversations about it, starting with Sacca and ending with this weekend’s battle royale of viewpoints...
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Advice - About several weeks ago I had the strangest discussion with a VC who I greatly admire and knows a thing or two about enterprise software. We were talking about business models and what is driving investment choices these days, when we...
Bad Meetings
Advice - There are going to be times when you have a bad meeting. It is pretty much unavoidable and much a fact of business life—as much as water cooler gossip, PowerPoint Hell and the clueless manager. You will never know beforehand a bad...
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Advice - In recent weeks, we have seen a number of high profile startup collapses:July 17 - Homejoy shuts down August 5 - Good Eggs shuts down all non-San Francisco locations August 10 - Zirtual shuts down overnightAll were...