Lone Wolf Sales
The Transactional Sales Monkey Model – Part 1
There is a very prominent west coast tech company, selling a social media management system, making the classic case for sales monkeys vs. creative, innovative
Confrontational Marketing
Confrontational Marketing—Taking The Market Away From The Bland
Confrontational marketing is a streetfighting mindset, used for tech startups, to harness hidden market dynamics and get a tech product to market fast with minimal
Lone Wolf Sales
Why A Sales Quota Should be $5 Million Per Year—And Zero Base Salary
Last week, the CEO of one of the hottest security startups in Texas visited and wanted to know how to set up his early market
Lone Wolf Sales
The Lurker–Every Sales Force Has One!
Enterprise sales personalities are typically broken down into “hunters” or “farmers.” These wildly inaccurate depictions can be broken into far more descriptive terms—those that give real
Bus Dev No Rev
Business Development—Critical or Window Dressing?
A technology startup needs about everything. Sales, marketing, patent protection, a benefits program to attract talent and not drive it into insolvency and a
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
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
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