As we sit here in 2026, sales and marketing are still the same. And totally different. In my long career, the actual fundamentals of sales and marketing haven’t changed a bit. Contrary to the belief of some. However, the platforms, technologies, and tactical methods have changed and will continue to change dramatically. This is the […]
6 Common Areas Where a Tech Company Startup Budget is Wasted
One of the most important skills that an early-stage technology management team really needs to have is the ability to objectively manage the startup budget. This is a very difficult task, as senior managers are dealing with so many unknowns. It is often hard to know where to spend – and where not to. Although […]
5 Sales Tactics A Tech Sales Force Should Never Use
Hiring salespeople usually feels like a pretty straightforward exercise. And really, the job itself seems pretty straightforward as well. But don’t confuse straightforward with easy. It’s not, and if bad practices creep into the sales rep’s bag, it becomes even harder. It never ceases to amaze me how many bad practices are utilized by many […]
Pricing Fences, Promotions & 8 Deadly Sins of Customer Care
A while back, I got off the phone with AT&T “customer care”. It was an unusually frustrating experience, even by the standard of dealing with a multi-billion-dollar corporation that has roots as a regulated utility. I had been transferred among 6 different departments over the period of a couple of days. I’d finally had enough. […]
The Remote Office in Tech Sales & Marketing
The discussion on whether tech companies need remote offices has diverse opinions. While it may seem like a simple topic on the surface, the decision to spend precious resources on additional physical locations is actually quite complex. Where your opinion falls on this topic depends upon many factors. Including but not limited to: Your personal […]
