Several years ago, I wrote two articles about one of the most important—and most misunderstood—elements of enterprise sales: The difference between a Coach and a Champion The central lesson from my articles on the topic of sales champions still holds true: If you do not have a Champion, you do not have a deal. Especially now where enterprise buying has become even more complicated and one champion may not be enough. Buying groups are larger, more cross-functional, and increas

Building a successful tech product starts with more than just solving a problem—it starts with solving one problem exceptionally well. This is the essence of a “killer feature.” A killer feature is the standout capability of your product, the one that creates a “wow” moment for users and becomes the cornerstone of your offering. Without it, your product risks being a jack of all trades and a master of none—easily overlooked in a crowded market. Here’s why starting with a kill

Building a startup is one thing; bringing it to market is another. For tech startups in their “zero to one” phase—where the goal is to create something entirely new rather than scaling an existing model—the go-to-market (GTM) strategy can make or break the business. Unlike “one to many” startups that refine existing products, zero-to-one startups face unique challenges in introducing innovative solutions to a world that might not even realize it needs them. Here’s how to thin

Working for a tech startup that wants to go IPO is an exciting opportunity. You get to be a part of something new and innovative, and you have the chance to make a real impact on the company's success. You also get to learn a lot and grow your skills in a fast-paced environment. It also comes with quite a bit of risk. According to the Startup Genome Report, about 90% of tech startups fail within the first five years. As a way for pre-IPO organizations to attract and retain to

As we near the end of 2021, it was fascinating to look back at all the IPOs. After taking a look at some of the notables and seeing their IPO prices along w/ their valuations, I thought, hmmm....I wonder what the average IPO price and average valuation was in 2021? After all, I've always wondered how the two correlated. 🤔 So, I took a couple minutes and did the work and analyzed 59 of the hottest IPOs of the year ranging from Affirm, Qualtrics, Bumble, Coursera, UiPath, Proc