The CEO is the last to know.

A CEO spoke about a drama-bomb in his 15-person company. The specifics didn't matter, but it was the usual issue that comes up in small companies. Someone is underperforming. Or, two employees are romantically involved. One employee punched another. Someone is stealing. A big customer just sent in a termination…

Too Much Money vs. Too Little Money

Would you prefer to start a business with too much initial capital or too little? I believe you're better off starting a business by erroring on the side of having too little money. Companies are like projects. Have you ever noticed how they always seem to use all the time…

Slides from my session at Galvanize

Laura Lorek of Silicon Hills News hosted me at Galvanize in Austin, Texas today. It was a fun session that was a re-hash of my session at Collision on Seed Fundraising. I've seen too many founders just not have any process to run a fundraising round. This presentation covers one…

Does Anyone Want Your Idea?

I often talk with people as to what's more important: sales/marketing or product. Early in my career when I was on the tech side, I'd clearly say product matters the most. Now I know that sales and marketing are the key factors that make or break a company.…

When do you hire your first salesperson?

We encourage founders of B2B companies to make at minimum the first twenty sales before hiring their first salesperson. After twenty sales, the ICP (Ideal Customer Profile) is pretty set. You have a good idea of how to find them, speak to them and what their objections may be. At…