Mar 30, 2012
I heard Vince Thompson of Middleshift speak recently on a panel at Amplify.LA, where we are both mentors. He offered some fine tactics for successful selling that I want to share here. He told us ~ Selling is done is steps: get each small step completed, then move...
Feb 17, 2012
Whether you are leading a product business or expanding your consulting practice, you cannot rush your prospects to close the deal. You must be persistent but not annoying. You must be available but not “chasing.” Defining your strategies to respect this invisible...
Apr 30, 2011
This week a friend handed me a torn-out page of the April 25th (2011) New Yorker magazine’s column “Shouts & Murmurs” by John Gillespie. Note that she didn’t email it to me, or post it (as I am about to do to all of you). And I...
Dec 12, 2010
A strange effect takes hold when you are underemployed: your idea of your value can weaken. This context can take hold if you are a consultant or an ex-employee. This context is more complex than just the erosion of your self-esteem. In fact, your self-esteem may be...
Oct 23, 2010
Capital strategy, alternative revenue streams and IP to create that revenue are all topics most early stage CEOs omit when starting their businesses, to their later regret. CEOs know they must raise capital at some point, but they don’t actually engage in the...
Sep 17, 2010
This is your first business, and you have a new service or product to offer. You have no customers or clients, and no foundation business from which to launch your new offering. You are not funded and want to “do it yourself” at least in the early days. ...
