This one is really interesting and I have been thinking a lot about going deeper into the details to differentiate the…
A few years back, I did an extended Q&A session at Techstars Chicago. Great group, great questions. I really enjoyed it.
Before the talk, Troy, the guy who ran Techstars Chicago at the time, showed me this board they had propped up on an easel outside the…
In the mid 2000s I was working for Oracle as a Channel Manager, and one of the first things I was taught, was the SPIN sales technique. Which now is just about dead and gone!
Sales is the lifeline for your startup, and the founder is the first salesperson. No matter what the fundraising…
You have heard of the Pareto principle (the 80/20 rule): 80 percent of the effects come from 20 percent of the causes.
I recall a funny modern day story of a mother with a load of groceries in one arm and brood of kids in the other hurrying up to an employee in the parking lot with a fervent request:
Great salesmen are born not made. Whether it is “tycoon” Trump selling real-estate dreams to the well-heeled or political nonsense to the American Public, or it is playwright Arthur Miller’s Willy Loman…
