Why You Need to Ring the Freaking Cash Register

I work with a lot of startups. I start to notice when bad behavior creeps into the system as a whole. I have seen much of that behavior over the past 2 years get worse.

How to Know When to Sell vs. When to Market to Customers

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

If You Don’t Define Your Personal Brand the Market Will

I have long advised startup companies that if you don’t control your messaging somebody else will and your potential customers will form impressions of you shaped by somebody else or by nobody at all.

Why Focusing on Only One Buyer Will Lose You Sales

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

We developed this at our first company and called it PUCCKA — the overall…

Startup Grind Turns the Tables on Mark Suster

One of my favorite events last year was attending Startup Grind where I got to interview Clayton Christensen, author of The Innovator’s Dilemma. Not just because meeting Clayton was influential in shaping my thinking about markets but also because…

Getting Back Your Series A Mojo

Last year I wrote a blog post on entrepreneurs with a chip on their shoulders.

I think it’s an important read. A chip on one’s shoulder as in, “Fuck the system, it’s broken and I want to fix it” is exactly the energy I look for in entrepreneurs.

How to Solve the Biggest Frustration Marketers Have With Social

When polled 88% of marketing professionals said they couldn’t accurately measure the effectiveness of their marketing campaigns and the majority said lack of ROI measurement is their single greatest frustration with…