Month: June 2018

Bad Candidate Experiences: How companies are losing the Talent War

June 3, 2018

A few months ago, I met with a former intern who had impressed me in the past. He had since graduated and become a successful junior software sales person. After a couple of years in his first sales role, he had decided to leave his current employer and find a more challenging sales position. I ...

Terminating an employee

I appreciate all the positive feedback that I received on my post Seven Lessons for New Leaders, so I thought I would stick with the theme for a new article. One of the most daunting tasks for a new manager is the decision to terminate an employee. Not only is it filled with emotion, this decision ...

Value Realization, not just Value Proposition

I work with many enterprise class B2B software and SaaS companies. Many are continually looking for ways to increase the value proposition to grow average deal size, but in their search for greater Value Proposition, they often miss the concept of Value Realization. Consider this example. You are the maker of lead generation software operating in ...

Systemic Biases

June 1, 2018

This post may get a little controversial. I recently re-published a post that I wrote in 2011 discussing the career benefits of being an early riser and starting your business day at 7am. (6:30 is the new 7am!) Generally, I received positive comments on the post, but a couple of comments pushed me back on ...