Hire Stars

It is well known that the best people work for the best companies. But will they work for you ? As the recession seems to be receding and confidence is improving, there are a lot of companies with very optimistic views on growth. But how are companies going to fuel this growth in the face …

Sales Excuses

Here are my top three great sales excuses and what to do about them. The price is too high Your sales team need to focus on value and not price. Whilst the price is important, it is not the only consideration. I love the famous story of Red Adair, who hung up on a man …

Stop !

I’m really a big fan of ‘Go, go, go !’. I believe that it’s better to get into action, with risk, as soon as possible. In my view, it is better to fix things on the move rather than get into ‘Paralysis Analysis’. However, at this point, the point you have identified the product you …

Value Pricing

“What is a cynic? A man who knows the price of everything and the value of nothing.”   Oscar Wilde  How do software companies determine the price of their products, and when should they do it ? This article describes some of the ways companies price products  but argues that value based pricing  may be the …

Ideation

Ideation is a horrible word, but it is a real word. It is the process of generating and developing new ideas. This article is about some methods, which you might find useful when trying to come up with a killer product idea that sticks! How do you get Ideas? There is a lot of talk …