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Which sales channels to use for startups? Part 1: The golden rule!

This is a question I get asked often, “Should we sell through direct, go through the channel or maybe look at licensing our technology through OEM partners. The question rarely, if not ever, has a silver bullet answer. There are so many factors that need to be added in to qualify the question to get any type of relevant answer; …

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The importance of being imperfect

Imperfection is truly human unites us with others. It is only by accepting imperfection and that it is an integrated part of all our outcomes that we are freed to actually get out there and get things done albeit imperfectly but done nonetheless. Perfection is the greatest restraint on our actions, double thinking everything out, trying to foresee all possible negatives just leads to procrastination.

A simple negotiation tool, make a concession

When you are negocaiting price and conditions with a prospect you would do well to remember the following simple tool; always answer a question with a question. This is so simple and does not take away form any other negocating skill so I wanted to share it. If your prospect asks for monthly billing and you can do it, say …