On this special segment of The Full Ratchet, the following Investors are featured:

Bradley Tusk
Roy Bahat
Brian Ascher

Each investor highlights a situation where they decided not to invest, why they passed, and how it played out.

To listen more, please visit http://fullratchet.net/podcast-episodes/ for all of our other episodes.

Also, follow us on twitter @TheFullRatchet for updates and more information.

Craig Wortmann of Sales Engine joins Nick to discuss Sales Mastery & Storytelling at Scaling Startups. In this episode, we cover:

-Craig's background and how he became involved in the early stage tech community.

-You've spent a lot of time looking at how companies make this difficult transition from the scrappy, do-it-all world of "Entrepreneurial Selling" to a "Professional Selling" organization. Talk to us about what you've observed and how companies struggle in this transition.

-When is the right time to transition from 'guerilla selling' to a more organized, professional process?

-When we had Tae Hee Nahm on the program he talked about three different types of sales leaders at different stages of a startup. At the beginning it was a Davey Crocket- like individual, an independent explorer who will find their own path through the wilderness... then at the growth stage, Braveheart individual- someone with that warrior spirit and finally at the scale stage he looks for the Dwight Eisenhower-- someone with political savvy to align all the sales folks and move in the right direction... do you agree or disagree and how does your philosophy differ?

-What do you do when a top performing salesperson won't use the tools, align with the culture or conform to processes.

-How do you handle it when the product is broken... it's clear that the offering is lacking and the issue is not with sales.

-How about situations where one is selling something that doesn't exist?

-Storytelling... I see founders fail at this often and even I often failed in telling my story when raising Fund I. Where do most people go wrong?

-What's the story canvas and how should it best be used?

-You talk about how folks should think about 'capturing, distilling, and telling' the right story at the right time for the right reasons. What's your advice here?

-One of the more popular things you teach at Kellogg is called the 'The Perfect Sales Meeting'. Can you talk to us about how one should think, plan and increase their sales meeting effectiveness?

-Between sales meetings or when a prospect is slow to make a decision... how does one create urgency and positive momentum toward a decision?

On this special segment of The Full Ratchet, the following Investors are featured:

Ash Fontana
Wayne Kimmel
Chris Farmer
 
Each investor illustrates a critical lesson learned about startup investing and how it's changed their approach.

To listen more, please visit http://fullratchet.net/podcast-episodes/ for all of our other episodes.

Also, follow us on twitter @TheFullRatchet for updates and more information.

On this special segment of The Full Ratchet, the following Investors are featured:

Tae Hea Nahm
David Cohen
Yoav Leitersdorf

Each investor discusses a portfolio company that did not survive and why it was that they failed.

To listen more, please visit http://fullratchet.net/podcast-episodes/ for all of our other episodes.

Also, follow us on twitter @TheFullRatchet for updates and more information.

Cheryl Cheng of Blue Run Ventures joins Nick to discuss The Gen-Z Consumer, Real-Time Health Data, and Persistent Top Fund Returns. In this episode, we cover:

• Cheryl's background in retail marketing and innovation while you were with Clorox and The Sharper Image.
• How did that lead to your career in venture?
• On your website it says, "WE HELP ENTREPRENEURS BUILD MAGICAL COMPANIES,"... how specifically do you help?
• Talk to me about about the Gen-Z folks... this is part of your focus at BRV... what are the high-level characteristics of this coveted consumer segment?
• Are founders adjusting their approach to tech to better serve this group?
• How the evolution of mobile apps and real time data has influenced the health and consumer industries?
• You recently spoke on a panel about acquisitions... can you talk a bit about what it takes to build a company that's well-positioned for an exit?
• Talk to me about Equity Summit coming up in January... what is it, what was the genesis and what are you hoping to accomplish?
• This year Prequin reported that BRV is one of the most consistently high performing firms in venture... I know that you've been at this for ten years now at Blue Run... what are some of the key factors that have led to your sustained success?
• I came across your recent article on succession planning and it had me a bit worried... are you planning leaving the industry anytime soon?