Totally off topic… But I was listening to Marco Rubio’s interview with Jon Stewart today – I’m a fiscal conservative (but a social liberal, which makes me lean left in most elections). Having said that, there’s some things Mr. Rubio…
Blog Archives
US Financial Policy – I don’t get it
Tagged with: Daily Show, FairTax, financial policy, Jon Stewart, Marco Rubio, politics
Posted in Topicblog
Posted in Topicblog
NYTECH – 360 Degrees Sales & Marketing
I participated in a roundtable regarding Enterprise Sales and Marketing strategies on 2/27/2012. Thanks to Aaron Ayer for setting it up and doing a super job moderating the evening. It’s a bit lengthy, but mainly because there were so many…
What Makes a Top Technology Sales Person?
I recently read an article by Steve W. Martin who did a study of over 1,000 technology sales reps and categorized what makes them successful. I found the findings consistent with my own anecdotal evidence and thoughts around enterprise sales.…
Be “Outgoing” not “Incoming”
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 to do is give them a lead, and they’ll close…
Should 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 should not meet with VCs unless they’re formally pitching a…
Tagged with: Allen Morgan, Brad Feld, Fred Wilson, Mark Suster, Mayfield Fund, prospecting, VC, Venture Capital
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The 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 – “I’m smart enough to know that I’m dumb,” and “The…
Tagged with: David Skok, Entrepreneur, Richard Feynman, Simon Sinek, startup success
Posted in Topicblog
Posted in Topicblog
Mavericks 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 his 33 years in teaching, and my Mom had two…
Tagged with: AT&T, BEA Systems, farmers, hunters, journeyman, Mark Suster, maverick
Posted in Topicblog
Posted in Topicblog
How 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 this post recently and got a chuckle, certainly things are…
How 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 “I want to buy”. For the savvy enterprise software salesperson,…