Lone Wolf Sales
The Days Of The Lone Wolf Salesperson Are Back
Actually, they never departed. The lone wolf salespeople, you know them – the ones who hate process, think CRM systems are junk food for metrics-minded
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
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
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
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
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
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
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
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