Have you ever had a conversation with new prospects and feel like you’re talking past your customers, not talking with them? They’re trying to tell you about their business and their problems, and you’re focusing on your product and how it works. When you’re focusing on your product, you’re a hammer looking for a nail. […]
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“When I first speak with a startup entrepreneur or CEO, I like to ask, “What problem are you solving?” Frequently, the answer I get is all about their product. They’ll tell me about the market that they’re addressing or what they built it on—whether that’s a Java framework, or Ruby on Rails, or something else—and how it works. Their answer is all about the product, not the problem.
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Every time I tackle the next big challenge, I want to feel SANE – Scared. Anxious. Nervous. Excited. Feeling these emotions tells me that I’m on the right path, because if I don’t feel them, it means the challenge isn’t big enough. These are my four steps to change and transformation. 1. Scared is how […]
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“While at Altos Research, I was working on a sales opportunity with one of the largest investment management firms in the world. The opportunity stemmed from an inbound website registration from a managing director. After speaking with him, he introduced me to the person on the trading desk who was leading the data analysis and […]
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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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