Archive for August, 2015

Too many startups worry about the wrong metric. That metric is “burn rate,” or how fast they are going to run through their cash—or more likely, their investor’s cash.

Listen, you never, ever want to run out of cash. But counting off the months…

The problem with eating one donut is that from that point forward, you give yourself permission to eat whatever you want. The day is already lost, so what’s the point of eating right the rest of the day?

The problem with opening Facebook and…

I hate the word losers. It sounds like it is defining a person, but it is only defining an event that happens to a person—a person that sometimes wins. But, I am drawing a line here, and the word “loser” works.

What Others Will Not

Winners do…

One of my clients discovered that one of his dream clients was considering a change. They are unhappy with the results they are getting from the 800-pound gorilla in the industry, and they are now open to looking for a company that will get them…

It’s not easy to be street smart. To be street smart, you have to spend time on the streets. That puts you in contact with unsavory characters, the kind that typify the hustler that embodies the negative version of that word.

You get street…

Let’s say I have a one acre yard. I offer you $30 to mow the lawn and trim around the edges. You agree, accept my offer, and begin working. It’s a pretty big yard, and it takes time and effort.

You do an excellent job, and I decide to reward you…

Salespeople struggle with social marketing because they are not content creators. Marketing departments don’t want salespeople creating content, even when they have the ideas and the writing chops. Their sales managers surely don’t want their…

It’s okay to ask your client the question, “What's keeping you up at night?” It’s not the most powerful question you might ask. It assumes your client is concerned about something they don’t know how to resolve themselves.

Two things are…

1. Wasting your talents. You were born with some talent. You may not recognize your gift. Or you may have recognized your gift and set it aside because you didn’t believe your talent was enough. Your talent is a gift for you to use. If you…

"We need time to think it over. We'll get back to you in a couple of weeks."

This objection has nothing to do with time. It's something deeper and more important. Your prospects might need a lot of things, but time isn't one of them. Time doesn't…