7 Warning Signs of Politics in A Startup
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
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”?
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
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
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
