Rules of Thumb

Beyond Google: A9, Citeseer, and Krugle

I had lamented that I always Google too late, but lately I’ve been getting better. Here are some tools to use beyond Google and LinkedIn for searching for different kinds of specialized information. A9 let’s you search the contents of any books that Amazon carries, all of Amazon, and another 500+ specialized information sources. Citeseer, …

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3 Ways to Build Credibility with Prospects

Here are three ways for building credibility. Referrals A referral is an introduction to a prospect with an endorsement. A referral allows you to borrow credibility from a trusted third party. They spring from shared success with your customers or former co-workers, someone who knows your potential and can vouch for you or your team’s …

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Tips for Hiring (and Firing) a Sales Person

I had the good fortune to attend the SVASE CXO Forum Dec-6-06 where Peter Bakonyvari, Vice President of Sales at JPMorgan SymPro, explored some of the practical realities in building a sales team. In particular what is involved in hiring and firing a sales person. First 90 days Is Critical Bakonyvari’s made the point that the first 90 days …

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12 Books For the Busy CEO Tonight (Mon Dec-11-2006) @ SDForum

12 Books For the Busy CEO: spend an hour and leave with a summary of key marketing insights and some rules of thumb for successful innovation in Silicon Valley. You might even identify one or two books that you haven’t read that will be worth your time over the Christmas holidays. I will cover twelve …

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Going Pro

Going pro means learning how to deliver the results required. Some key points to remember as you ask folks in larger firms to take a risk with your new offering or service. They are from a March 1993 column entitled “Going Pro” by Asa Baber.

3×5 Cards

Always carry 3×5 cards with you wherever you go. I keep a handful in my shirt pocket and jot down those sudden inspirations or solutions to small problems that I would otherwise quickly forget.

Email Overload

Email overload has become an overused term. But I find myself with an inbox hovering near 6,000 messages (5932 at the moment) and so I have to make some serious changes.

Nesheim vs. Cowan on Bootstrap Economics

John Nesheim, author of High Tech Startup, has been blogging for a little over a year. His most recent post, just before Thanksgiving, gives his perspective on bootstrapping BOTTOM LINE: Bootstraps are difficult to do. A few rare ones become giants (Dell). Most struggle and remain small, or go out of business. Buyers of such …

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Bruce Mau’s Incomplete Manifesto for Growth

Bruce Mau wrote 43 statements in 1998 to articulate his beliefs, motivations, and strategies in what he called “An Incomplete Manifesto for Growth.” His focus is on “growth” in the sense of increasing both craftsmanship and artisanship. I have selected eight that I think are are the most applicable to folks in software startups. I kept the …

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I Always Google Too Late

Triggered by “Google Me This, Batman” I will try and make some different points. I don’t know how many times I have come back from an meeting (or event or trade show) with business cards or notes on my 3×5 cards and run the people and company names through Google to discover things that would have helped …

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