Make Your SaaS Startup VP of Sales Ready
Early-stage SaaS founders: You’re setting your VP of Sales up to fail by putting them in a hole before they even start. Want to dig them out? Here’s what happen...
Category: General Business
Fundamentals of a Good Sales Meeting
Doing the fundamentals well can be devastatingly effective. With that in mind, I sat down to summarize the basics of a good early-stage sales meeting. My primar...
Tips for Lawyers Switching to the Tech Sector
I hate articles that are just a list of tips. They’re often lazy and frequently idiotic, so when I decided to write an article with advice for how to switch car...
Book Digest: The Innovator’s Solution
In The Innovator’s Solution, Clayton Christensen and Michael Raynor provide a blueprint for creating new growth businesses through disruptive innovation. They a...
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 deliver the prod...
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 compa...
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 read. The most...
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 little...