The Single Most Important Factor in Choosing Investors

I was talking to Michael (not his real name), an entrepreneur who is interested in raising money. He is likable and capable, and people with money are recognizing him for it. He has recently been letting people know he is interested in expanding his business and will need to raise money. He is surprised by […]

One Thing That Could Radically Impact Your Business Success

“Whose office is that?” I asked the secretary. “That is Don Thompson’s office,” she answered. “Who is Don Thompson?” I asked. Sterling Software, led by Sterling Williams, had just completed the unfriendly takeover of Informatics General Corporation. Sterling was a $20mm public company, and they completed a leveraged buy-out of a $140mm public software company. […]

How to Make Time Stand Still

When Passion Is Magnetic

“Come into my store. I have a free gift for you,” said 85-year-old Jerry Glenn of Reminisce at the Promenade in Hilton Head, GA. He was shorter than I was, broadly built and slightly bent over. He had a kind face and a friendliness in his voice impossible to resist. “A free gift? There is no such thing as […]

Why Market Traction Takes Longer Than You Think

“Did you know that Sue ordered JuicePlus from Julia? Out of nowhere, she called and ordered it,” said my wife Kathy about our oldest daughter’s JuicePlus business. “Really?” I said with surprise. “How long has Julia been selling JuicePlus?” The Three Year Rule “Well, Charles (our grandson) just turned three. So I guess it has been […]

What Problem Do You Solve?

“I help increase sales productivity,” he said. I met with a friend recently who is doing sales consulting. Sales consulting is a big market. There are lots of areas to focus on, so I asked, “What do you mean when you say you increase sales productivity?” “Did you know that 97% of sales people have […]

How Do You Fire Innocent Employees?

And Get Those Left to Trust You

This is the second in a three part series on trust. “You have to do a layoff,” said Jim Porter. We were a fast growing company and an icon of success. In fact our byline was “We are success.” Cracking the market was exciting. We experienced amazing growth through market acceptance. When a market is buying, there […]

How I Went Wide, Not Deep

At some point in 2016, I decided to say “yes” to pretty much every “opportunity” which came my way. To use angel investing parlance, I abandoned due diligence process and simply invested. In the past, I sought to schedule my time judiciously. My Bad Decisons But I began making poor time investments. I was investing me […]

Who You Are Matters as Much as Your Entrepreneurial Idea

“I have a great idea for a business,” said the entrepreneur. I was in a conversation with a 24-year-old would-be entrepreneur. “What is the business you are thinking about starting?” I asked. “I have an idea for a new social media site,” he said. Yikes, I thought. “Tell me about it,” I responded. The prospective […]

The Biggest Lesson I’ve Learned in 40 Years

For his first day of work, he wore a tweed sports coat with velvet patches on the sleeves. He would soon find out it wasn’t a good dress choice. This was Bob Lasher’s (see photo above) first day as our newest sales rep at Management Control Systems (MCS). Learning to Sell Our VP of Sales […]

Three Sales Channels That Put Your Startup at Risk

Startups need cash to get off the ground. The purpose of the startup cash is to give you time to create a company which generates its own cash. Therefore, it is critical to focus on short-term sales strategies to create short-term results. The fastest way to generate cash is to sell something as soon as […]