If you want to grow your startup and grow as a person, everything HAS to change. But the question is – how do you approach that change? Last month, I attended a three-day mastermind workshop with a peer group of consultants and coaches. One of the presenters (a very smart dude named George Birnbach) walked […]
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If you’re in the FinTech space, you’ve probably heard about Blend’s recent Series E funding round. I was fortunate enough to serve as the first head of sales at Blend from 2013-2015. I remember running customer development calls from my kitchen table and negotiating the contract with our first paying customer, trying to figure out pricing […]
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I ran a sales training yesterday, and I walked the group through an exercise called “Buyer Mapping” and I wanted to share it with you. Here’s why this is important… In selling to the enterprise/b2b sales, there are ALWAYS multiple decision-makers, influencers and stakeholders involved with every sale. A recent CBInsights report showed there are more than […]
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This weekend, I came across a 2018 study published in Science magazine – “Prevalence-induced concept change in human judgment,” by David E. Levari, et al. The experiment showed how people’s perception changed based on the decreasing frequency of a certain signal over time. In the experiment, participants were shown a series of blue and purple dots on a […]
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You push and you push to make your startup grow. But are you thinking about the effects you’re having on yourself and your people? Every startup founder deals with the same issue. You get the business off the ground and you start pushing. The push becomes a constant thing that ingrains itself into your culture. […]
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