3 Reasons Why Selling Enterprise Technology On Value Requires a Solid Reputation

Want to sell value to your customers? If you do, you had better make sure you have a rock-solid reputation in the markets you serve. Value-based selling in enterprise software and services sales is critical. Companies deciding about enterprise software know the benefits and consequences of their purchasing decisions. Partners and vendors selling to these […]

Read More

A Foolproof Method For Assessing Career Risks

How do you know if a job is worthy of your time and hard work? How will you know if another opportunity might have yielded a better return? How do you know whether you are being set up to be the proverbial canary in a coal mine by your new employer? They may be sending […]

Read More

The Sum Of All My Years. Broken Hearts Never Pass.

My beautiful and wonderful sister, Karen, passed eight years ago. This is a difficult time for me. Spring is here, my favorite season. Another year has passed into eternity for her. And another year gone in the countdown that began for me in 1960. Karen’s soul had no presence. Except when it was gone. And it […]

Read More

Reflections on September 12, 2001

Post originally posted on The Good Men Project, September 12, 2016 The heroic actions taken by so many to help, save and comfort others. Our collective loss. Describing the events of that day is difficult and emotional. I remember it was a beautiful day with bright blue skies and not a cloud for as far […]

Read More

The Ultimate Career Irony: When You’re at Your Best, It’s Easy to be Forgotten.

I have worked in many places. Big companies, small companies, some thriving and some failing. Start-ups, turnarounds and places on cruise control. Years ago I worked in a business where my predecessors had gone on to commit career suicide, their graves scattered across the corporate minefield that is technology. Driving a company and millions of […]

Read More

Here Is The Here Here

Popular now is the saying “There is no there there.” According to Stackexchange: The original is from Gertrude Stein in a quote about her birthplace, Oakland CA. The meaning of the entire sentence is that she didn’t find a sense of place, a center, or anything substantial or important enough to warrant calling the town […]

Read More

How A Toxic Culture Can Kill Your Company

A toxin is a form of poison created by, amongst other things, human beings. Toxic can describe the culture of a company too. I once worked at a company whose culture was so bad that……sounds like a I am putting a Henny Youngman one-liner on a tee, doesn’t it? We hear about it all the […]

Read More