There is a universal product that every company has that it needs to better understand and sell more effectively and correctly. And it's a product that can be crafted and messaged just like any other product your team sells. Because it’s a real product,..

Growing up, your mom probably told you to never talk to strangers. She also said never ask anyone for money. So…fast forward 20 years and find yourself at your desk, a newly minted college grad and a fresh-faced and newly hired sales professional at a g..

Explaining the decision to employ the newly developed and yet far-from-perfect radar system used to protect England from the stifling Nazi blitz in World War II, the esteemed scientist Robert Alexander Watson-Watt said, “Always strive to  give the milit..

Startups that begin their journey without a primary mission and focus on getting to true market dominance causes many teams to instead lead their new company into conditions that are ripe with extreme uncertainty and essentially abandoning all process. ..

I know many veteran entrepreneurs would agree that “Raising venture capital is the easiest thing that a startup founder is probably ever going to do.”Marc Andreessen said that the venture capital business is a 100% game of outliers- it’s all about extr...

In our journey to Market Dominance, Hope springs eternal…it does in sales forecasts…in product rollouts…and especially in venture fundraising. “But Hope is not a strategy. And Luck is not a factor. And fear is not an option.”In this episode, I ask Chr...

 There’s a common storyline for newly minted entrepreneurs…it goes like this: I have a product… a widget…a service. It works…I think it works pretty well. And so now I'm going to hire a bunch of sales folks…probably a VP of Sales and he’s going to do th..