Paul Graham wrote this blog about successful vs. unsuccessful teams. The sentence that grabbed me was “The startups that do best are fire-and-forget in the sense that all you have…
Read moreShould you talk to VC’s if you don’t need money?
There has been some outstanding debate over the past few weeks based on a blog post (and then a clarification) by Allen Morgan of Mayfield Fund, who argues that entrepreneurs…
Read moreThe Easiest Person to Fool is Yourself
“What advice do you have for those who want to be entrepreneurs?” Physicist Richard Feynman has two quotes that I have posted on my wall and reflect on regularly –…
Read moreMavericks and Journeyman
I love startups. Just love ‘em. I can’t explain why – both my parents were high school Math teachers – my Dad worked at the same school for all of…
Read moreHow to Create Repeatability in Enterprise Software Sales in the New World Order
The last 3 blog entries focused on creating repeatability in the enterprise software sales process. One thing that hasn’t been addressed is the changing landscape in this arena. I read…
Read moreHow to create repeatability with Closing
Hopefully you have read the previous two posts on creating repeatability with prospecting and repeatability with the sales campaign. So, you’ve reached the happy day where your prospect tells you…
Read moreHow to Create Repeatability with Prospecting
Image via Wikipedia One of the hardest things to do in sales is prospect. Very few people enjoy doing it, I mean how many people like being hung up on,…
Read moreBack in the Saddle for 2011
For any of you that have been paying attention, it’s been a while since I’ve blogged. This coincided with me starting a new initiative with Evident Software, where I’m still…
Read moreThe NYC Half-Marathon (A Personal Tale)
This will be my first (primarily) personal post – while Fake Steve Jobs isn’t a big fan of people tweeting or blogging their running times, I wanted to share my…
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