Sales demos are the wrong approach
“We had a great demo, but they haven’t returned my email since” We’ve all been there. One of my early sales mentors offered to join one...
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What do they mean by traction?
Traction. I had a number of founders in recent weeks ask me what people are looking for when they ask for traction. Simply put, traction...
When you disagree, listen
A conversation with an AutoTech CEO from last week has been playing on repeat in my head. The CEO had surveyed potential customers and...
Simplify and test to quickly grow
I was recently asked by a founder for feedback on their financial projection. Their plan was to spend the better part of a year building...
Financial Projections Help Start-Ups Make Informed Decisions
Aaron from CampHire, a recruiting start-up for summer camps, started our last coaching session with a really interesting hypothesis. His...
The Entrepreneurial Journey: Learning Along the Way
Luke is a bright and passionate entrepreneur who founded VCEpro, a startup that helps dealerships perform remote service like oil changes...
Interviewing? Ask People What They Do In Their Spare Time
When someone comes to work for you, you’re agreeing to exchange a certain amount of money for their time. So during the interview...
Are You The Bottleneck In Your Business?
Jason is focused and driven, but during our routine call, I could see that he was flustered. Too much to do and too little time. His...
Ways To Prioritize What Matters: Exaggerate Scenarios
When I asked Bill, my old coworker and a new startup founder, where he wanted to be in five years, he said he wanted one million active...
Hiring? Look for Ambition
Last week, I was speaking with a startup founder named Ryne, who leads the product department at Selly Automotive, a CRM and...
Want Job Security? Make Yourself Complementary
Mike started at DealerScience as an implementation specialist. He excelled in his role because of his ability to comprehend and solve...
The Principles of Leadership and Self-Deception
Originally published on dealermarketing.com. There are many great resources that teach dealership owners and employees on how to run a...
Leverage In Conversations
The word “leverage” implies some sort of power dynamic, like one person is dangling a carrot in front of someone else. However, when...
Are You a Founder? Your Time Is Worth $500 An Hour
Whether someone is starting or growing their business, their most precious resource is often time. David Friedman, a fellow Tufts alumni...
Sign Up: Start-Up Office Hours
When I talk with start-ups, I can see the early DealerScience team in their story and questions. People everywhere asked how they could...
Answer This: My Business Will Double If...
When starting or growing a business, there’s so much that needs to get done that it’s hard to step back and plan. I remember wondering...
Used Car Dealer Podcast - Ep #9 Interview Andrew Gordon, Founder of DealerScience
Listen to Andrew Gordon featured on the Used Car Dealer Podcast with Zach Klempf. In this episode, Zach interviews Andrew Gordon, who's...
Test Everything
A colleague reached out to me last week asking for advice about a plan for a startup. He had an idea for a new venture based on problems...
Modernize Your Website: Treat New Cars Like The Commodity Product They Are
Originally published on dealermarketing.com. New cars have all the signature marks of a commodity product: a 2020 black Corolla LE is the...
Baking Sourdough With Your Starter
Last week, I introduced the sourdough starter process to you. If you began your starter then, you're about a week or so away from...