Being a part of the Entrepreneur’s Organization (EO) has brought me so many great learning experiences over the years. This weekend, thanks to one of our EO members Lars, I had the opportunity of listening to the fascinating journey of Rolf Schrömgens, the co-founder of Trivago. It’s a given that an entrepreneur that is able … Continue reading An Evening With Rolf Schromgens of Trivago
Over the past 18 months we've only let go of four people on the product team of TINYpulse. Three of them though have been in the last four months. Here are some of my thoughts on what is the most difficult decision a leader must face. https://medium.com/the-culture-of-teams/the-longest-minute-in-a-leader-s-career-7daa46ec1b62#.ey8vqit75
Recruiting and retaining talent is the most important piece of any leaders day. I take a lot of pride in our track record at TINYpulse. In our Saigon office, to date (1.5 years in) we’ve only lost 3 people out of 60 total team members whom we really wanted to keep. We invest a lot … Continue reading How I lost a young star
In every career there comes a time when you have to grow up. Depending on what your aspirations are, some have much more growing to do than others. I always thought I wanted a simple low key life. Never got too involved with the tech community, didn't do much to build my personal brand. As … Continue reading Should I Feel This Nervous
I grew up playing competitive sports such as basketball, football and baseball. Towards the end of my career I’d settled into two sports, tennis and wrestling. A coach once told me the only excuse he wanted to hear from me is the reason I expect to win. It’s really easy to say I’m feeling sick, … Continue reading Get Shit Done Together
Here's a quick summary of a fun event I attended on December 29th in Saigon https://medium.com/events-around-town/agile-retrospective-12-29-sgn-356bb68e68be
I had a great day last week with the students at the University of Natural Science. The first time I ever talked to a Venture Capitalist was 9 years ago. I remember one of the key things he asked me was how are you going to defend your position. Interestingly enough, that was the #1 … Continue reading Fun Day at the University of Natural Science
Here is a review I wrote for my company blog. Great book.
Every now and then I come across a book that makes me go wow. Predictable Revenue is one of them.
At some points the writing style seems a little choppy, but the message was pretty amazing. Learn how a team of 1, completely changed how sales were being done for salesforce.com, ultimately building out a 12 person team that resulted in $100,000,000 a year in new sales. And yes, that was recurring revenue!
It’s a fascinating story that tells of how Aaron went from CEO to Junior salesperson to someone who revolutionized how a billion dollar company manages their sales.
And yes, he does plug salesforce.com as a tool quite often!
Here is a quick summary of his methods:
Predictable Revenue is all about creating Predictable Lead Generation
First, get your team specialized by separating your sales group into the following roles:
- Sales Development – (Qualifiers)
- Account Executives – (Closers)
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Goal Setting I really enjoyed this article on goal setting. I've been struggling a bit with this exact concept as I've always been a believer in SMART goals but when setting larger, organizational Strategic goals they seem to break down. Personally with my weight loss goals I find that SMART works really well with short … Continue reading Great Goal Setting Article
I used to be a whiner, always complaining about the US government and how things should be better. After living overseas, I'm proudly rocking my USA flag t-shirt today and have shut my mouth. While most of my outer-USA experience has been Asia, I can't think of a single government experience that has been better … Continue reading TSA Precheck – WoW