Revenue Model that Calculates Key Metrics
Financial modeling aims to evaluate your plan’s coherence and reasonableness. Models test whether you’ll achieve your goals if your initiatives deli...
Financial modeling aims to evaluate your plan’s coherence and reasonableness. Models test whether you’ll achieve your goals if your initiatives deli...
In Economical Growth, Chris Pham outlines his strategy for creating a top performing sales development team that creates qualified sales leads to pass to accoun...
Laszlo Bock’s Work Rules sets forth a humane and data-driven approach to people operations. Bock (who used to run people operations at Google) argues that...
A few years ago, I switched from being a lawyer to a technology salesperson. How did that happen? I became a lawyer because I loved the thrill of public speakin...
Andy Grove’s High Output Management is an example of sound engineering thinking applied to management. It’s also the best book on management I’ve re...
In Good Strategy/Bad Strategy: The Difference and Why it Matters, Richard Rumelt argues that the essence of strategy is discerning the one or two critical issue...
Getting to Yes argues that negotiations shouldn’t be a contest of will in which both sides state extreme positions and then dig in their heels to move as ...
Robert Miller and Stephen Heiman’s The New Strategic Selling is a systematic analysis of how to sell to large organizations. The book focuses on positioni...
The Challenger Sale argues that sales is not about building relationships or discovering needs through a set of diagnostic questions. Instead, sales is about te...
Brad Feld and Jason Mendelson’s Venture Deals (2nd edition)* is a perfect introduction to the key terms and strategic dynamics of venture financing. Their...