Month: August 2010

When people ask how I build my Network

August 29, 2010

Somehow I have gotten a reputation as a person with a large network and someone people can come to when they are looking for referrals to talented people.  As a result, I am often asked how I came to have this large and rich network. The funny thing is that 10 years ago, I didn't.  ...

Focus – Focus – Focus

August 28, 2010

A big challenge for companies going through their start-up phase is "FOCUS".  I was recently with a client. They are early start-up. Their product is built and they have won their few first customers

Youthful Entrepreneur: An Oxymoron?

August 23, 2010

I read an interesting article in Newsweek (The Golden Age of Innovation) that argues that "new research has found that older workers are more likely to innovate than their under-35 counterparts." Contrary to stereotypes, the most successful entrepreneurs are not the 20-something tech savvy, but rather the 40+mature, experienced engineer. In fact, "the highest rate ...

How I hire Sales People

August 18, 2010

A CEO of a start-up recently asked me how I hire software salespeople.  I have a simple rule that has served me well. I look for three things in a salesperson's resume. Experience and successful track record selling software. Selling software is different from other high tech.  Your product is "selling a vision" more than ...

Managing Risk in your Go-to-Market Strategy

If you haven’t read Howard Gwin’s blog on Digital Puck regarding VC’s and start-ups in Canada, I would recommend that you do. It has some powerful arguments about how VC’s and entrepreneurs should look at building great companies. Howard also uses a model for assessing risk on go-to-market strategies. He looks at company growth opportunities ...

When is it time to fire?

August 9, 2010

I recently met a CEO of a start-up. He was describing his business to me and that even though he had hired a Sales leader, he was being dragged into every sales deal in order to close it. His sales leader had been hired to find & close deals, create & grow a sales force and ...

A glimpse into the VC world

August 8, 2010

In sales, a good salesperson learns what motivates their customer's behaviour, including how they are personally incented and rewarded in their job. When negotiating any deal, they must understand what is "in it" for the other side, both at a business and personal level. They also learn to speak the customer's language and acronyms. Yet, ...