Toxic VC Funding
Entrepreneurs Getting Screwed By VC Bug
The thirst for venture capital is a knee jerk reaction because it lingers as the model to those who have never seen a different way
Lone Wolf Sales
GrowthPlay — Sales Training Fallacy
Every few years, out of the closet pops some sort of magic promising to change the trajectory of enterprise sales teams. And like any crowd
Crazy Company Nonsense
DevOps Software Firms—Land of the Walking Dead
Many DevOps software companies are the classic example of the early VC funding miscalculation that is going to leave employees with stock close to worthless
Lone Wolf Sales
Enterprise B2B–Selling to Cubicle Village and Why it Will Continue
Virtually all selling in the B2B enterprise space today is to Cubicle Village, not decision makers. The difference is stark. A decision maker is driven
Toxic VC Funding
Why You Should Buy Those Stock Options From That Crappy Company!
You have stock options, but, well, it is kind of a crappy company and now you are gone and you have to decide whether to
Lone Wolf Sales
95% Of All Tech Sales and Marketing Is Useless
There is an old saying that 50% of all advertising is wasted. But, which 50%? Well in high tech sales and marketing, applying to the
Lone Wolf Sales
Quarterly Revenue Madness And The Stupid People Who Do It
A rational argument can be made that the highest unnecessary cost for an enterprise software company is the hidden burden of unnecessary discounts required to
Toxic VC Funding
Your CEO Announces “We Got Funded”–TRANSLATION Provided
It’s that day. It is the company meeting where the CEO and management team stand up before you, the valuable employees, and announce they have
Lone Wolf Sales
Every Sales Territory Should Be a P&L
This entire week was spent in Dallas with prospective clients interspersed with interviews for our first Dallas area sales rep. Our technology is pretty unconventional,
Lone Wolf Sales
5 Sales VPs Later, Do You Understand Inherent Contradiction?
At the SXSW conference, we had dinner with the management team for a 7-year-old cloud company that believes it has now found its way.
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