The Role of Fear In Business
Was watching the movie “After Earth” with my 13 year old son one recent, cold, soggy afternoon (someone joked that we were in a very select company of the population
From Seth Godin….You Need to Decide
I have been dealing with someone whose indecision is holding up a number of people and things for quite some time, and I thought I would share this great, simple,
More Thoughts on Sales Comp Structure
Great post in Harvard Business Review on Why Individuals No Longer Rule on Sales Teams On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. Strong sellers
Innovation: Netflix Disrupting Hollywood
There have only been a half-dozen shows, and yet to read the press and hear the comments, you would think Netflix had found the cure for cancer. For years I
Bringing Innovation Back to FinTech in 2014
The following are my responses to a Q&A piece put together by Max Bowie, editor of Inside Market Data regarding innovation in the market data space. It originally appeared as
Can’t Do Cultures: The Problem with Innovation in Big Companies
Great post today by Ben Horowitz about the problems with innovation in big companies and the differences between a “Can Do” and a “Can’t Do” culture. One of the
Difference Between Business Development and Sales
You Can't Hurry Love by Diana Ross & The Supremes on Grooveshark Here’s why I love Twitter: was just reading this tweet by harrisonweber : Is it possible to automate the
Why Simplicity Is So Complex
Why Simplicity Is So Complex The key to solving complex problems may be to simplify as much as possible and approach them with a beginner’s mind. This is so spot
Do Discounts Hurt Sales?
The objective of the sales process is to communicate the price/value relationship and the unique selling proposition the salesperson is providing the customer. Think about that for a moment. If
