March 2018 My friend, Todd Cohen, is famous for saying that “everyone’s in sales.” And he’s right. As a founder or co-founder, you are the lead salesperson in the company. Entrepreneurs sometimes think that sales is someone else’s job, but it isn’t. It’s yours. This is especially true for people who are not technical co-founders;… Continue reading Sales Tips for B2B Startups (yeah it matters)

March 2018 If you are an established organization that is considering running a pilot project with a startup, then you are seeing things from a somewhat different perspective than the startup. You know your industry, your business model, your priorities and your budget. Yet here’s this scrappy little startup telling you things that you may… Continue reading Five Tips for Working with Startups

Jan 2018 Goal setting and planning for early-stage entrepreneurs is very tricky, especially when you’re still trying to validate and de-risk your business model. You’re being told that you should have a plan but how’s that going to work when you still need to figure out where you’re heading? My advice is to think about… Continue reading Goal setting for the entrepreneur

Nov 2017 A continuing series on pilot project strategies for B2B startups… If you are an established organization, whether for-profit or not-for-profit, that is considering running a pilot project with a startup, then you are seeing things from a somewhat different perspective than the startup. You know your industry, your business model, your priorities and… Continue reading Why do established organizations want pilot projects?

Oct 2017 First in a series on pilot project strategies for B2B startups As a startup with a B2B idea, you “think” you know who your customer is, but, you don’t really know. If you have an EdTech startup, for example, how do you approach the market? You may think your customer base is comprised… Continue reading Piloting Your Go-to-Market Strategy

June 2017 Every aspiring entrepreneur needs to learn a few critical pieces of information to move forward with their idea. The first and most important of these are: Customer – who do I think is my ideal customer, where and when might they use my idea, and how do I envision them using it? Problem/need… Continue reading How to get started with developing a new business idea

It’s challenging for any new idea to break through the noise. There’s such a great deal of information, news, content, advertising, pings, beeps, rings and more coming at us nearly every second of the day. Most of it is noise. No wonder it’s very difficult for most startups to find new and inventive ways to… Continue reading Comparatives, Competition and Noise