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Mark Birch

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Tuesday, September 5, 2017 - 11:35am
“In looking for people to hire, you look for three qualities: integrity, intelligence, and energy. And if they don’t have the first, the other two will kill you.” Warren Buffett The phrase “Eight is Great” was a mantra for Wells Fargo from the CEO on down. The targets were daunting. Every customer was to have eight bank […]
Thursday, August 31, 2017 - 11:35am
“Thinking is the hardest work there is, which is probably the reason why so few engage in it.” – Henry Ford Do you play chess? I do and I am terrible at it. However it’s something I gravitate towards because it forces me think ahead. If you are only considering your next move, you miss out on the opportunities and […]
Monday, August 21, 2017 - 7:30am
rafer: I’m a big fan of startups actually existing – not only becoming important enough to customers or users that you start to exist, but ALSO being important enough to your VCs that you continue to exist when things suck. If things are great, super, but I don’t build my plans around upmarkets. The trick […]
Wednesday, August 16, 2017 - 5:10pm
“Good writing is good conversation, only more so.” – Ernest Hemingway Not too long ago, my buddy John Barrow invited me onto his Facebook Live show to rap on a topic that was getting a lot of attention with his clients. Sales leaders were asking if he had any tips to help improve the writing acumen of […]
Thursday, July 6, 2017 - 8:40pm
We are trained in sales to compete. Or more to the point, it is what is expected. The nature of business is competition; defeat your competitors and win the prize. It is a give and take world. The markets have no other way, it is a war, and there are distinct sides. War plays a significant role in the […]
Wednesday, June 14, 2017 - 11:40am
One day, I stopped into a gas station convenience store on the way to a client meeting. I went to the front counter, found a pack of gum, and plopped it down on the counter. “How much?” I mumbled absently. The man at the register just stared at me. “Ah, how much for the pack of […]
Wednesday, June 7, 2017 - 11:40am
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 a big enterprise company that likes what your startup is doing comes across and suggests you should work together. You’ve hit the jackpot! Here is a real company with a big […]
Thursday, June 1, 2017 - 11:40am
There are many endeavors in life that are obviously professions such as medicine, engineering, or journalism. Sales, however, would not be one of them. Sales is not a profession.
Wednesday, April 5, 2017 - 11:30am
A little primer before we begin, Cambrian refers to an age in Earth’s history over 500 million years ago. The Explosion part refers to a period of extraordinary evolutionary change over a “short” 20-million-year time span that saw the emergence of a multitude of new life forms. In the same way that life on Earth […]
Tuesday, March 28, 2017 - 11:30am
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 pursue. The one wrinkle in our love of sales […]
Thursday, March 16, 2017 - 11:30am
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 selling. We had a number of high profile, Fortune 500 […]
Tuesday, February 28, 2017 - 11:30am
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 engineering/product. At other times, it may be the CFO […]
Tuesday, February 21, 2017 - 11:30am
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 shapes how startups get funded and in turn, how they end up looking from an investment perspective. For example, if […]
Thursday, February 16, 2017 - 11:30am
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 needs and helping them to build their vision or to […]
Monday, January 23, 2017 - 11:30am
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 percent of people by their technical ability and 51 percent by their emotional skills. While […]
Tuesday, December 20, 2016 - 11:30am
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 all in how we handle our mistakes and the lessons we take from them that […]
Monday, December 12, 2016 - 11:30am
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 money. Now a year into the meetup, it has grown into a full-fledged […]
Tuesday, December 6, 2016 - 11:40am
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.
Friday, December 2, 2016 - 11:40am
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 economics. A recent episode; however, did not dive into economics so much. Instead it […]
Monday, November 21, 2016 - 11:30am

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 goodness), but still seem just as pointless. The “innovation” is that many of these messages are now strung together in chains that seem ever more desperate to make a fleeting connection. And I have been seeing more of these emails…a lot more and I am not alone in this observation. Ever since the release of Aaron Ross’ Predictable...

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.