The 5 operating conditions necessary for scale are a recipe to help a post-startup business grow into 8 figures of revenue and hit mid-market stability.

About 18 years ago, I received advice that transformed my view on business and the trajectory of my career. A partner and I were launching a technology startup offering an application integration platform. It was a horizontal play, and we were chasing pretty much any prospect who would listen to us. We in the late […]

Recently, the CEO of a FinTech vendor realized that his sales team has “gone rogue.” His sales people are spending upwards of 20 minutes in discovery meetings just talking about their company and product, rather than engaging buyers in a conversation that will aid discovery. When they do ask discovery questions, they start in the […]