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...
Author: Mike Pinkel
Book Digest: Economical Growth
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...
Book Digest: Work Rules
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...
What I Learned Switching from Law to Business
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...
Book Digest: High Output Management
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...
Book Digest: Good Strategy/Bad Strategy
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...
Book Digest: Getting to Yes
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 ...
Book Digest: The New Strategic Selling
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...
Book Digest: The Challenger Sale
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...
Book Digest: Venture Deals
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...