Is Your Website Enabling Sales?

Regardless of your sales model, your website should be the #1 asset when it comes to enabling sales.  It is commonly reported that prospects these days take themselves through 60%…

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Unknown – Story About an Opportunist

Many years ago, a large American shoe manufacturer sent two sales reps out to different parts of the Australian outback to see if they could drum up some business among…

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The domino effect of fundraising

The Domino Effect of Fundraising

Fundraising can seem like herding cats.  You get some initial momentum, potentially from a pitching event, and have a bunch of conversations but can’t seem to get the funding commitments…

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Mark Twain – Fatherhood

“When I was a boy of 14, my father was so ignorant I could hardly stand to have the old man around.  But when I got to be 21, I was…

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aspirin versus vitamin

Vitamin or Aspirin – Which are You Offering?

I don’t know who came up with this analogy but I’d love to thank him/her because it’s a perfect way to think about your offering and its value proposition.  Is…

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selling your company

Are You Selling Your Company or is Someone Buying It?

If you find yourself in the position of considering a sale of the company, the significance of the distinction between selling your company and someone buying your company is HUGE. …

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bonus round ceo

Is Your Potential Co-Founder Already in the Bonus Round?

For years I’ve helped friends and former business colleagues with their job search.  If I find out they are thinking about working for a startup or early stage company, I…

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Voltaire – Ideas of the Time

“Every man is the creature of the age in which he lives.  Very few are able to raise themselves above the ideas of the time.” – Voltaire (1700’s)

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business development

Disguising PR as Strategic Business Development

I have a lot of pet peeves with business development, having run the function for multiple companies.  This one in particular relates to how, too often, a PR-related effort is…

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so what rule

The “So What” Rule

I use this rule all the time when advising startups and early stage companies.  Actually, it has application in any sort of sales pitch, regardless of your company’s stage.  I…

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“And Then Magic Happens” – Are You Accidentally Making This Claim?

I just came from a startup pitching event with about 100 angel investors and VC’s in the audience.  The startups only had the typical 5 minutes to give their pitch,…

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George Patton – Success

“Success is how high you bounce when you hit bottom” – General George Patton

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pitching event

Why Participate in a Pitching Event?

The immediate response is obvious: to facilitate the fundraising process.  But what other benefits can you expect to gain from participating in a pitching event?  How about these for starters:…

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startup principles beliefs

Founding Principles – Do You Have Them?

As you’re getting started with your new company, possibly the last thing on your mind will be defining the principles you want to run your company by for years to…

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Steve Jobs – Focus

“People think focus means saying yes to the thing you’ve got to focus on.  But that’s not what it means at all.  It means saying no to the hundred other good…

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Welcome!

Welcome to my website.  I have a lot to talk about and a lot to share.  I have "zigged and zagged" throughout my career, spending time as an individual contributor and...

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