Corrupt Company Culture
Employee Stock Options—The Last Legal Way to Screw Your Talent
Wow mom! I just joined a startup and they are giving me 10,000 stock options. Everyone seems to know somebody who works for a tech
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
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
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
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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