Why is selling my product or service so hard?

December 6, 2011

This topic has come up repeatedly with clients over the past few weeks. Many companies, especially start-ups, suffer from longer sales cycles than they plan for or can afford. There are many reasons that can often be bucketed into categories as follows: Immature or unproven value proposition Immature or unproven vendor Lack of references and ...

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Recruiting Top Talent – Part II

December 1, 2011

I met last week with a friend who is the CEO of a billion plus dollar software company. We were discussing the challenges of finding great talent which lead to discussion on how to recruit this scarce resource when you do find it. We were primarily talking about recruiting people to fill mid to senior ...

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