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sales commission compensation

5 Golden Rules of Sales Compensation

Sales incentive plans are really delicate things.  This stems from the fact that the best sales reps/managers intuitively do whatever puts the most money in their pocket.  They do so…

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sales commission plan mistakes

Is Your Sales Incentive Plan Driving Bad Behavior?

We sometimes refer to quota-carrying sales reps as “coin-operated”, but it’s not actually an insult.  Within legal and ethical limits, a good sales rep should do whatever puts the most…

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Bobby Knight – Will to Win

“Everyone has a will to win.  What’s far more important is having the will to PREPARE to win.” – Bobby Knight

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marketing content

Improving the Quality of Your Marketing Content

When it comes to marketing in the digital era, content is king. You need content for your website, inbound landing pages, social channels, advertising campaigns, email outreach campaigns, shows and…

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startup metrics

You Never Know What Operational Metrics You’ll Need – So Instrument Everything

It happens over and over and over again.  A company has a successful growth spurt and is ready to ratchet up to the next level.  They are sitting around a…

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startup fundraising

Stuck at 75% of Your Fundraising Goal – Now What?

Here’s the scenario. After securing your first investors and then having a flurry of activity over a couple of months (see related article titled “The Domino Effect of Fundraising”), you…

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Inbound Marketing Explained (Infographic)

You’ll hear phrases like inbound marketing, digital marketing and Internet marketing used somewhat interchangeably.  What is all this newfangled stuff?  Prospects commonly take themselves through 60% or more of the…

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Prospects Take Themselves Through 60% of the Sales Journey

Customers of all types have an unbelievable amount of information with which to use to decide if they want to buy your product – and all without ever having to…

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Applying Lean Startup Principles to Your Sales Model

Certain startups can only guess what type of sales model they will end up with once their ready-for-primetime product is released.  We are now conditioned to use the Lean Startup (order book here) concept…

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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 them, 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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George Patton – Success

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

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demo day pitch

Why Participate in a Pitching Event?

Pitching events (often called “demo days”) are prevalent these days.  There’s possibly too many of them for active startup regions, which results in fatigue on the part of investors looking…

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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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