Enterprise buyers are technology averse. They shun it. Don’t sell them what they don’t want. They want intimacy with sales and service You may enjoy buying the newest smartphone, but [ … ]

A common characteristic of the entrepreneur CEO is that they have difficulty transferring their concept of a thing to someone else. They get frustrated and that cascades down. When the sales [ … ]

Changing the behaviour and rituals of children takes only a small amount of plotting and determination. Changing our own behaviours and rituals requires more effort. We have little ability to coerce [ … ]

Did your salespeople fail or did you? The best salespeople are race cars. On a track they perform incredibly. The failure is that you have not had the patience or pain [ … ]

Opening a remote office is a milestone. It is a boat approaching Plymouth Rock. Don’t mess up the landing. A remote office should not be an indulgence or a vanity, nor permitted creative freedoms, it [ … ]

  Many startups count their prospects money more scrupulously than their own. They price themselves the way they see the topography of their world. They rely on the generosity of their clients. [ … ]

The first mover has a double-edged sword. We are going to sharpen one side and dull the other. We want to win. Let’s begin with reverse engineering this example from tech [ … ]

  {When a product or service is being formulated and it’s market still only intuitively understood the CEO, company and those on its periphery have an urgency to get it [ … ]

In my last post I wrote about the financial mechanisms of ObamaCare This continuation is about the broad economic, business and industry implications of ObamaCare. The Difference Between Movement And Progress [ … ]