7 Warning Signs of Politics in A Startup

Jun. 17, 2014 by

NOTE:  an edited version of my post on politics in a startup originally appeared on the Harvard Business Review blog on June 9, 2014. Asking someone about whether they would prefer working for a

30 Second MBA: Handling Mistakes As A Manager

Apr. 30, 2014 by

From the archives — Fast Company asked me to do a bunch of “30 Second MBA” pieces back in 2012.  This one is on handling mistakes as a manager. Thought

Is Your Company a “House of Cards”?

Mar. 14, 2014 by

I recently started watching “House of Cards” on Netflix after receiving positive reviews from many friends and colleagues. It doesn’t take long to understand why this ground breaking series has

More Thoughts on Sales Comp Structure

Jan. 9, 2014 by

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

Jan. 7, 2014 by

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

Can’t Do Cultures: The Problem with Innovation in Big Companies

Jan. 2, 2014 by

  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

Dec. 17, 2013 by

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

Lesson in Sales: SNL Says ‘Put That Cocoa Down’!

Dec. 13, 2013 by

Put that cocoa down! One of my favorite movies of all time is Glengarry Glen Ross, based on the David Mamet play. Well written, great characters, and an interesting story,

Why Simplicity Is So Complex

Dec. 12, 2013 by

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?

Dec. 1, 2013 by

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