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Latest From the Blog
Why A VC Is Like A Pet Rattlesnake
Why wouldn’t you give your child, or a friend’s child, a pet rattlesnake? Because you know rattlesnakes as a pet are likely to end up
Why Content Marketing Fails
Why Content Marketing Fails Tell me something I don’t know! Content marketing needs to be something other than bland baby food! Let’s do the
Why Toxic Company Culture Is Seen Best On Last Day
Culture is the opium of the masses for high tech, B2B companies. The more a CEO and VP of People and Culture use that empty
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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
A Raw Startup Needs a Franchise Player, Not a Sales Force
Many raw startups get some VC funding and immediately apply steroids to their sales efforts. They hire those 3-5 former ERP reps who have no
Enterprise Sales Reps Are Worse Than Useless for the Raw Startup—NEVER Hire One!
There is something called the philosophical fallacy of composition. It goes something like this: the hotel is large, therefore it must have large rooms. This
The Innovator Is Your First Customer and They Are Looking For You
A raw tech startup should not be selling to any market. Any “market” is too big and the sales cycles are long, painful and often fruitless. The
Most Technology Marketing is Wasted: Save Your Money
Raw startups, especially if the founders are technically inclined, have this notion they need to pay for expensive marketing. Probably this comes from them knowing
Find The Customer Looking For You
No matter who you are, no matter what your technology, you are looking for the innovator and early adopter. You are looking for the customer
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
Sometimes It Feels Good To Mess Up Your Competitor’s Hair
Why It’s High Time For Confrontational Marketing When everyone has tepid messaging, go bold! Go to a technology trade show. I dare you! Walk the
Sales Reps Are Failing! Why?
The Great B2B Sales Fallacy You are the founder, CEO, arriving each morning before 7:00, opening the office. Around 9:30 the sales team straggles