How To Make Better Phone Calls in Business

Phone calls. We all have important ones and want to maximize the impact, which can be hard to do when you aren’t face-to-face.

Identifying Pain is the First Step in a Sales Process — Here’s How

This article initially appeared on Inc. If you haven’t already followed me on Twitter, that’s the fastest way to get blog updates. Click here.

Why Your Startup Needs a Sales Methodology

This article originally appeared on Inc.com

Like most startup entrepreneurs, when I began my first company in 1999 I had no formal sales experience.

Why Startups Need a Well Articulated Strategy (And How to Think About Yours)

I recommend you read Fred Wilson’s recent blog post about the need for a well articulated business strategy before pushing a particular business model.

Why You Should Give Before You Get

I have a motto in business and life, “give before you get.”

To Sell Anything You Need to Know What Makes You Unique

In my first enterprise software company we developed a methodology for sales that we called PUCCKA, which I wrote about previously.

The Biggest Reason Most Sales Campaigns Don’t Close

Every sales organization with more than a handful of reps or that is across multiple offices or time zones would benefit from having a sales methodology. There are many out there and many books have been written on the topic.

The One Key Person That Will Help You Improve Sales

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too.

This post is about finding your “champion.”

Lessons I Learned from My Dad

My mom seems to sneak into my blog from time-to-time. My dad less so. Mom was an entrepreneur and a civic leader. She was (is) a bit of a ball buster. And a negotiator. And a go getter.

GRP Announces $200 Million Fund. Rebrands as Upfront Ventures

I am super excited to announce that today is a day of lots of new things for my partners and me: A new fund, a new office and a new brand.