Management
This post reviews Aaron Ross and Jason Lemkin’s new book, From Impossible to Inevitable, which is being launched at the SaaStr Conference this week. The book is a sequel of sorts to Ross’s first book, Predictable Revenue, published in 2011, and which was loaded with great ideas about
Management
At Disney -- a company that is truly focused on customer experience -- every “cast member” (i.e., employee) gets six weeks of training before they see a “guest” (i.e., customer). "Face characters" (e.g., Snow White walking through the park) spend an additional 40 hours just watching and
Management
I was talking to a startup CEO the other day and he said: Sales is From Mars, Engineering is From Venus Sure. Two things typically go wrong in this relationship. One is that you have a strategic alignment problem. The other is that you're treating sales and engineering
Management
Dear Dave: I think the art of negotiation is dead. Over the past two years we have won over prospects on our product capabilities, but then lost out on price to inferior products. In all recent cases the prospect never once negotiated with us for a lower cost but clearly
Management
Quick, go ask any sales manager or Silicon Valley how much pipeline you need to make your quarter. The answer you will hear: 3x. Always, everywhere, every time. Let's talk about why that's true, what it means, and what to do about it in this post.
