How do you know if your consultant’s proposal is reasonable?

July 1, 2019

In the tech world today, there are many senior executives who have had successful careers and as a transition into retirement offer their services as a consultant or advisor. Many have a wealth of experience and wisdom to share, but many are also learning the craft of consulting as they go. A few weeks ago, ...

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Value Realization, not just Value Proposition

June 3, 2018

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 ...

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Career Advice 101 – Observations looking back over many years

September 14, 2017

When I was in my twenties and thirties, I didn’t have a career plan. Even though IBM invested heavily in employee development, I never took career planning seriously and unlike many of my peers, I never aspired to become a CEO or senior executive. I didn’t know what I wanted to do and worse, I ...

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What is the real cost of recruiting?

May 18, 2017

I work with early stage software companies ranging from those with only a few dozen employees to those with a few hundred. Each will say that they are part of the talent war and are struggling to find qualified employees to fuel their growth. Yet, most companies have not quantified the cost of recruiting, the ...

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Why aren’t there more women in high tech sales?

February 8, 2017

A collaborative post from Shann McGrail and Pete Smith Last August, I published a post called, “Why do we hate (our own) sales people?”. Since then it has been viewed almost 150,000 times and received over 15,000 likes, comments, and shares. I have enjoyed reading the comments that my post generated. Many have been thought provoking, but none ...

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Why Do We Hate (our own) Sales People (Part III)

January 10, 2017

I received the following comment from David Field about my last post: “Another good article, but with so much feedback on part 1 in relation to ‘some of it is deserved’ it would be great to see some pointers on why the top ten things that make delivery hate sales have to be done, or how ...

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Why do we hate (our own) sales people – Part II

December 13, 2016

In the four months since I posted the article “Why do we hate (our own) sales people?”, I have been overwhelmed by response of the number of people who have read it, liked it, added their comments to the conversation and shared it with their networks. To each and every one of you: Thank you, I ...

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Where is the line? – the ethics of social media content creation.

September 7, 2016

I was approached by a young intern for some advice. He had been asked by a manager in his company to research a topic and write a blog for the manager so that the manager could post it to their LinkedIn profile as their own work, with no accreditation to the intern as the author. ...

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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 ...

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Do 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. ...

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