Is It A Tool or a Platform?

One of the toughest things about analyzing companies is figuring out if they are tools or platforms. In B2B Fin Tech, one of the things we are seeing is the unbundling of big entrenched vertical silos. Bloomberg, FIS, Fiserv, Envestnet, …






Where Can You Find Me?

For the next few weeks, I am going to be hanging out a lot at Nextspace River North in Chicago. We recently lost our space manager there and need to hire a new one. My wife and I worked there …






What About Blockchain and Custody?

A lot of people are wondering what the killer app will be for blockchain. I see a lot of potential in various areas. One of them is custody. What do I mean by that? In finance, equity is transferred between …






Is Any Business Insulated From Tech Innovation?

CES is going on in Vegas and all the toys are coming out to play.  It used to be a show for hard core techies.  Now it’s more of a whiz bang wow show for everyone.  I have never been …






A New Blog For the Under Represented in Tech

Learned about a new blog, Citizen N Four,  that is going to talk about the problem of under represented people in tech.  It’s a problem that has been floating through the tech community in different ways.  Here is a link …






What Do You Do When You Lose? Or Win?

When you are selling, inevitably one of your filtered targeted leads won’t buy.  Sometimes, someone will buy and then drop off.  Other times, you will have a satisfied customer that keeps buying over and over again. It’s important for the …






Why Do You Need to Be a Great Story Teller to Win?

People talk about telling stories all the time.  When we think about certain people in history, great story tellers like Mark Twain standout.  If we hear a great speech, usually there is a great story intertwined inside that speech.  People …






The Way to Run A High Impact Sales Meeting

When we think about meetings, we usually moan.  Meetings generally suck.  As a matter of fact, when surveyed people all across the world thought only 5%-10% of the meetings they were in were productive.  5%-10%!! How many meetings do you …






Happy New Year

People love to make predictions and resolutions at the turn of the year.  I was never much for that. But, this year there are some things I want to change and it’s going to involve conscious effort on my part. What …






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 …