Lone Wolf Sales
Cost of Enterprise Sales—The Vast Not-So-Hidden Tax
Would you found an enterprise software company, take all the risk, go into debt, maybe mortgage your home if you had a built in tax
Lone Wolf Sales
MEDDIC — When Sales Management Became Really Stupid
What the heck is MEDDIC? The first time I ever heard this term was from an IBM VP of Sales who wanted to implement
Corrupt Company Culture
Employee Stock Options—The Last Legal Way to Screw Your Talent
Wow mom! I just joined a startup and they are giving me 10,000 stock options. Everyone seems to know somebody who works for a tech
Lone Wolf Sales
Enterprise Sales—The Mediocre Drive Out The Best
For those few educated in classical economics, Gresham’s Law is a real find. It essentially states that when crappy money comes into a system, the good
Toxic VC Funding
Alternatives To Venture Capital Funding
Startup tech companies need money. Money is a commodity. Like any commodity, it has a price. The price of money from a venture capital
Lone Wolf Sales
Tech Scouts — In Search of Disruptive Technologies
A friend and customer from a major telco had a last-minute emergency and asked me to stand in for him to speak to a group
Lone Wolf Sales
Fire the VP of Sales—It Is Always the First Answer
Your startup won its first few deals and you are off and running. Growth is happening and you need to staff up. You do a
Toxic VC Funding
I Fired 35 People And It Changed My Life—-For the Better
Once I was the victim of VC financing and the forced steroids it injected into my company. We had just delivered the Ebay fraud engine
Lone Wolf Sales
Restart Tech Companies — Edge of the Dead Zone
After a startup has had its third Sales VP, is perhaps on its E round of funding and it still is not breaking out, it
Lone Wolf Sales
Tell Your Story With Stories-Not Tech Marketing
Working with CEOs of raw startups offers lots of surprises. One of the most common—it is no longer a surprise, is their shock that the
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