Lone Wolf Sales
You Can Disrupt Any Industry if You Know 532 People
Early stage startups often look at a category and see it as a daunting marketing and sales exercise requiring massively expensive (dilutive) infrastructure. They look
Lone Wolf Sales
Sequencing—Doing What Matters—Skipping What Don’t
The first thing we usually tell a friend launching a startup is to stop writing checks. Just stop. Sequencing means building a strategy toward only
Lone Wolf Sales
Protecting Yourself From Premature Acceleration
A B2B technology startup with an innovative, differentiated technology should sell to the early adopter, the innovator—period. Often, however, these startups get marketing and sales
Toxic VC Funding
A Venture Capital Investor Is Not Your Friend
Raw, early stage startups often watch way too much TV and see shows like Startup.com and others where there is some kind of achievement
Lone Wolf Sales
No! I Do Not Want To Hear More!
There is a time in every industry where it goes through a major change so fundamental it rocks decades of its past. This is
Lone Wolf Sales
Hire Those With The Innovator’s Mindset
Hiring for a startup is always a challenge because the people you may think you want might just be too timid to take the risk
Confrontational Marketing
Marketing Without An Edge—Disaster for the Raw Startup
A raw startup has a very different goal than a mature or semi-mature tech company. The raw startup must find that early adopter/innovator who can
Lone Wolf Sales
Territory Management Beats Useless Metrics Every Time
Every day we see more over-funded startups, those with millions of VC dollars, hiring brain dead sales managers who do nothing but measure the number
Lone Wolf Sales
The Value of Imagination In Enterprise Sales
There are too many technologies chasing too few real opportunities and the result is a dramatically lower intelligence in enterprise sales campaigns. This results in
Lone Wolf Sales
A Raw Startup Needs a Franchise Player, Not a Sales Force
Many raw startups get some VC funding and immediately apply steroids to their sales efforts. They hire those 3-5 former ERP reps who have no
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