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Why do we hate (our own) sales people?
August 18, 2016
Last week, the Globe and Mail featured an article “Companies struggle with shortage of sales talent” which I believe was suppose to feature a new program at Wilfrid Laurier University. This new program has been created to teach sales training, something not traditionally taught by universities. Unfortunately, the article got derailed and took on a …
Read moreDo Job Titles Matter?
August 1, 2016
After 37 years in the tech industry, I have become cynical of job titles and companies who have an abundance of lofty job titles and minimal revenue. I often meet early stage software companies with a few dozen employees, yet their executive ranks are filled with a CEO, COO, EVP of Sales, CMO and CTO. …
Read moreBacking a Winner – an epilogue
June 8, 2016
It has been over two years since I wrote the blog “Backing a Winner” , which was about Larisa Yurkiw’s quest to fund her vision to become the fastest women in the world of downhill skiing. At that time, Larisa, who had her funding cancelled when the Alpine Canada cut their speed racing program, was …
Read moreWhy I think I am a 61-year-old Millennial
May 2, 2016
While driving this morning, I listened to a radio interview focused on the news headline that Millennials now outnumber Boomers and the impact that is having and will have on the workplace. The speaker was espousing that like their Boomer parents, Millennials have the same goals of getting married, having a family and owning a …
Read moreIs your recruiting failing because of you?
March 14, 2016
Many technology companies fail to meet their growth potential because they struggle to hire in a timely manner. As a management consultant specializing in professional services and software industries, it is common to be asked by my clients to help with their recruiting strategy. As a result, I think I have developed some unique perspectives …
Read moreIf your recruiting is failing, what can you do about it?
February 23, 2016
A collaborative blog post with Kim Benedict. In our last blog, we asked: ‘How do you know your recruiting is failing?‘ In that post, we provided six metrics for a CEO to test whether their recruiting process was performing adequately. Recruitment is hard and it’s only going to get harder. Albert Einstein said the definition …
Read moreHow do you know if your recruiting strategy is about to fail?
February 1, 2016
A collaborative blog post with Kim Benedict. Before the holidays, we were talking to a manager who was bemoaning their workload. On top of everything else, they were conducting candidate screening interviews because they had four open positions and their internal HR team was too busy to get the screening interviews done. Kudos to the …
Read moreWould you run your Sales process like you run recruiting?
September 10, 2015
A collaborative blog post by Kim Benedict and Pete Smith “We are in a talent war”. Maybe you’ve heard this statement recently. We certainly are hearing it frequently from CEO’s and other senior executives of software companies. Yet, in this war, so many of the wounds seem to be self-inflicted or from friendly fire. To …
Read moreDo product features really matter?
May 29, 2015
An on-going discussion in most software companies is the value of the next release of software. In some companies, these discussions often take on the dimensions of a holy war and can be quite disruptive and distracting. On one hand, a number of sales deals will be relying on the features planned for the next …
Read moreFive Lessons learned from starting a consulting business
April 18, 2015
Somehow in the past few years, I have become a go-to-person for people looking for advice on starting their own consulting business. This became obvious to me when I realized that my advice now rolls off my tongue as effortlessly as a rehearsed presentation. My advice isn’t rocket science, in fact some of it is …
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