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Don’t Roll out the Red Carpet on the Way out the Door
This is part of my Startup Advice series. Before I started my first company in 1999 I worked for Andersen Consulting (now Accenture). One of the things I noticed was that when really talented people...
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The Fallacy of Channels: Startups Beware
This is part of my ongoing series on startup advice but also filed under my sales & marketing posts. No advice I give will ever apply to 100% of companies, 100% of startups or even 100% of tech...
View ArticleWhy I’m Contrary on Compensation
When I was a teenager, I spent two summers working in a furniture manufacturing factory. The company, Steelcase, was (and still is) one of the largest office furniture manufacturers in the world. I...
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Freemium model of employment
Image credit: Boston.com There are always risks to finding a job, one of the ways you can look for something to do while you are looking for the perfect gig is to do many forms of volunteerism. One...
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The 3+ Reasons Why Dan Pink’s Compensation & Motivation Advice is Bullsh*t
When I worked for Autodesk from the mid to late 1990’s the company was routinely recognized as having one of the best corporate cultures. Dogs allowed at work, unlimited free soft drinks, 6 week paid...
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By The Time You Give Them a Raise, They’re Already Out The Door
There’s an endless amount written on the ‘net about hiring Rockstars. Finding them, not settling, and all that. That you need to spend 20%+ of time recruiting (I said that myself here). That the #1...
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An Initial Sales Rep Comp Plan to Lower Your Stress Level, Increase Cash, and...
I’m not ashamed to admit that when I set up our first SaaS comp plan, I had no idea what I was doing. In my first start-up, yes I sold to the enterprise. I sold $6m our first year (man, that sounds...
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