Posts from December 2016

Closing The Deal

Apropos that I am writing a blogpost on New Year’s Eve about closing.  There are a lot of theories on closing.  Back in the days when all the major corporations taught “IBM Selling Skills” to their sales forces, there were …






The Proposal-The First Part of the Close

Recently, I have been blogging about the selling process.  The last part of the selling process is “the close”.  I know that the old adage is “always be closing”.  That’s not really true anymore.  If you are always closing the …






Objections In The Sales Process-Handle Them And You Are Awesome

One part of the sales process that is always hard is objections.  When you are selling to a potential customer, they always come up.  If you can’t handle them, you cannot sell.  For entrepreneurs, being able to take care of …






Crafting the Killer Sales Email

When you sell, inevitably you will not be able to sell in person.  The higher the ticket item, and the more risk there is for adoption, the more the salesperson needs to be face to face with the customer.  If …






Filtering By Risk

One thing that you do in the sales process is filter.  Filter by industry. Filter by person inside the company.  Filter by size of company.  Filter by geography.  There are all kinds of ways you can think up to filter …






What Do You Serve For Holiday Dinners?

One of the cool things about America is how families interpret holidays. My Italian friends put an Italian spin on Thanksgiving. For Christmas when I was growing up Christmas Eve was always spaghetti. We had a crowd and it was …






Merry Christmas!

Merry Christmas to you and your family.  Peace on earth, goodwill to men.  It’s also Hanukkuh. Hanukkah Sameach to you and your family. After church last night, my family did our traditional poem gifts. It was funny. We pick a person’s …






Robots Scare People, They Shouldn’t

In this photo are three structural nodes, intended to hold cables above a road in The Hague. The difference is the node on the far left was designed by a human, and on the far right by a computer. More …






Are You In Control of Your Destiny, or Not?

People have different personalities.  Some feel like they need control.  Psychologists call them, “controllers”.  Regular people might call them “control freaks”.   Other people aren’t as concerned with control. There is no right or wrong personality.  Steve Jobs was a …






At Seed Do You Worry About Exit?

When founders pitch to seed investors, they get asked this question all the time, “How are you going to exit?”  Seed investors are acutely aware of the liquidity premium of cash.  They love to put cash in deals, but they …






Risk Taking Wanes

When I was in high school, I took a class in film.  It was taught by two English teachers, John Mostacci and Ralph Amelio.  They used film in the same way other English teachers might use a great Henry James …






Are Angels Muscling in on VC’s?

Read an article on AngelList.  It’s a pretty cool platform.  Here is a quote from the WSJ article: Since launching six years ago, AngelList has shaken up the venture-capital landscape, creating new players on the industry’s traditional turf and giving …






Jason Calcanis, On Fire With Truthiness

Yesterday I ran across a tweetstorm by Jason Calcanis.  He dropped some New York City bluntness on people.  I love it.  He is a very experienced seed investor.  He runs Launch, which is an awesome event.  He grew up in …






Interacting With Your Board

My friend Jim Gray was on an HPA panel recently and offered up some advice on how to interact with your board. How to Present Information to Your Board from Hyde Park Angels on Vimeo. If you don’t know Jim, …






Some Bitcoin Stats

Bitcoin value was up 70% this year.  It’s a sign of supply and demand, like any market.  I don’t think Bitcoin is one step closer to mass adoption, but having a higher valuation at the end of the year than …






A Hurdle In Fin Tech Revolutions

When things start to revolutionize it is interesting to watch how people view it.  Existing entrenched competitors want to strangle innovation in the crib.  Some people scoff at it and say it’s a stupid idea that will never ever work. …






The First Close

When I co-founded Hyde Park Angels, I did it with the hope of eventually doing a fund.  I saw the writing on the wall for pit trading where I had made a living since 1986.  Little did I know how …






What Are the New Norms In FinTech?

Saw this chart from McKinsey and wanted to share it. Fin Tech is changing. Everyone can grasp B2C Fin tech.  Apps for your phone are easy to download and use.  Payments, expense records, checking, savings, and investing have already changed. …