Negotiations: Focus on What You Don’t Know.

I remember one sentence from the many books I read while doing business in Europe, the Middle East, and Asia: Your relative power in a negotiation is your capacity to use resources to influence another’s circumstances. In 1962, Richard Emerson published Power-Dependence Relations. I found that Richard's focus on "In how many ways can I demonstrate my … Continue reading Negotiations: Focus on What You Don’t Know.

Bring me Problems.

The management-craze of "bring me solutions" has gone too far. I recently met with two spin-out teams of enterprises where the engineers and interim-CEO were scared to share any challenges or problems with corporate management because they were expected to be more "solutions-oriented." When I went back to one of the senior executives with a problem … Continue reading Bring me Problems.

“Every Day we cross invisible thresholds to who we are becoming.”

lindsey.a.elliott Every day -- silently, and without notice -- we cross invisible thresholds to who we are becoming. It explains that feeling of waking up and not recognizing your life, or how you got there. A disorientation I often feel in the craze of entrepreneurship. These words from David Whyte reminded me to take notice -- … Continue reading “Every Day we cross invisible thresholds to who we are becoming.”

Scaling First Revenue: Why Are We In This Account?

I've written about Core, Near-Core and the Outfield. There will be scope creep. And the Definition of Core will continue to develop. With usually longer enterprise sales cycles that can be a problem. Ask your salespeople: Why are we in this account? This is especially true with Near-Core opportunities: There will be a class of … Continue reading Scaling First Revenue: Why Are We In This Account?

Scaling First Revenue: Core Customers.

You closed your first customers, all friendlies who you worked with for the past 15-18 months to refine the product (so much for your "three months sales cycle from GA to bookings - that was easy!"). So who's next? You can categorize your prospects into three categories: Core (Hunt): This is the category where you actively … Continue reading Scaling First Revenue: Core Customers.

HBR Whiteboard Session: 4 Things Successful Executives Do Differently.

Wow, just re-found this 5 minutes 56-second video with I had bookmarked. I usually hate these "Five Things Successful Executives Do" etc., but this one was a pretty good framework of four recurring patterns -- instead of "do your taxes yourself." or "smile more." or all the other nonsense you read on clickbait. This one has … Continue reading HBR Whiteboard Session: 4 Things Successful Executives Do Differently.