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June 3, 2012 06:04 pm GMT

Raising Money 101: Its a Selling Moment

image001The recent Broadway revival of Arthur Millers Death of a Salesman got me thinking about the differences between the pitches I hear from entrepreneurs, and why some succeed and others dont.Willy Lomans character did much to lower our societys already low opinion of sales and selling, but the fact remains that the concept, if not the actual act, of selling is a vital process in our economic system. For example, if youre an entrepreneur looking for financing, you are selling an idea to a buyer - usually a venture capitalist like me.

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