TimeTo Trust

Changes to the sales process and funnel management are well under way.  Consumers now rule what once was a sales-rep driven process. In the 2009 article "The Consumer  Decision Journey" McKinsey & Company point out that the familiar sales funnel selling has given way to a much more buyer driven process.  You can also find… [more]

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Apple Genius Bar

The Apple Genius Bar for everyone else.

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I am in San Francisco this week for the amazing Salesforce.com Dreamforce conference.  At yesterday's keynote there were 10,000 people sitting in a single room watching a really impressive presentation.   But while that was going on, I  was actually glued to a video feed with updates on the birth of our nation's newest industry… [more]

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I was tempted to title this post "how engineers and math majors will rule  sales".   Back in the old days, when men were men and ships were made of wood,   sales was managed by one number - - quota performance.  If you were a sales rep you either made it or didn't.  … [more]

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This is the third in a three part series that are excerpts from my talk "Managing and Running a Startup". They work along with the CEO Roadmap that I covered in an earlier blog. The number one dilemma for a startup CEO is maintaining perspective - - taking a step back from the business and… [more]

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Thinking about taking a CEO position in an early stage or startup company ?   Then answer these 7 questions for yourself to avoid making the wrong decision.   The video tutorial walks through the questions.  Scroll down for the list and some thoughts. The crucial thing here is clarity.   Vague answers don't count… [more]

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It Ain't As Easy as it Looks - - the title of one of my favorite books by Ted Turner, and a great summary of being the CEO of a startup or early stage company. I remember my first CEO gig fresh out of business school.   I thought "pretty simple, get the product out… [more]

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