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
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
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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
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
Lone Wolf Sales
A New Model for Enterprise Software Startups
Fundamental change in societies occurs at the edges and works its way to the center. The edge is often a border where different cultures interact
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Enterprise Sales—More Art Than Science? And Why It Really Matters
There is a clear trend today toward a metrics-driven enterprise sales model and the impersonal, interruption marketing needed to make it work. Some managers
Lone Wolf Sales
So You Want To Work for a Disruptive Startup? Part 1
Several former colleagues called because they want a sales job with a disruptive startup. They are tired of their life at VMware, HP, Oracle and want
Lone Wolf Sales
Your Prospects Are In Your Data!
Several years ago, I was brought on to launch a territory in the Texas area for a struggling logistics software company. They had never sold
Lone Wolf Sales
Pray Your Competitor Is “Process Driven”
Disruptive startups with technologies that shake an established market often take in early venture equity—to their detriment. Of the many activities they then embark
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