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
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
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
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
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
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