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Your First Sales Hire (Especially if you’re bringing something new to the market.) When you do something long enough, you notice patterns. Having spent 13+ years working with B2B companies to grow sales, there are several patterns that have become predictable. The early-stage company struggling to nail their first 1-2 sales hires might as well…
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Here’s how the CFO and the VP Sales can get on the same page. This is what most conversations with CFOs and VPs of finance sound like when I talk with them. Me: “So last year you did $X top line, throwing off $Y in EBITDA…” CFO: “Yes.” Me: “Congrats. What does this year look…
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How To Get Better At What You Do, Especially Sales It doesn’t just happen. In the past, I’ve dropped into companies as a fractional manager for sales. Be warned: I’m good at this, but not the world’s best. Patience is not something I have in spades, and you’re usually not brought into a situation like…
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Notes from a talk to an EO Forum Big disclaimer here: I’ve not sold a SaaS company. So, if you discount advice on something like that, stop reading now. However, I have worked with many over the years in my coaching and consulting work. As a result, I have noticed some patterns. Some even cross-industries,…
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It’s not all about comp. Seriously.
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“If you want to win 10 games a year in college football, you don’t play in the SEC.”
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Want Better Strategy? Learn from Narcos: Mexico *Note: I’m not advocating or defending any illegal activities. ** Note: I actively discourage anyone from engaging in the drug trade. ***Note: There will be spoilers in this if you haven’t seen the show. You’ve been warned. Early summer this year, two great works collided in my mind:…
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We need more leaders like him.
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On The Morality of Profit Years ago, I worked with a boutique ticket brokerage. They provided a concierge service for high-end clientele, and they marked up the inventory to do so. Every now and then, one of the customers would ask about their fees. The reps never knew how to handle it, other than to…
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A 4 hour drive provides some perspective on small business and the choices we make.
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