Don’t be afraid of the awkward silence

In a sales pitch, sometimes there is a pause on the conversation where the dreaded specter of awkwardness rears its head. A pregnant pause that threatens to give birth to great embarrassment. Don’t be afraid. Silence is your friend. The more awkward, the better. Resist the urge to break it. Don’t spoil it. Use it as an opportunity…

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Hold nothing back

Most times, you can avoid a fight. Better to mind your own business. But sometimes you have no choice. Sometimes you have to fight. When that time comes, don’t hold back. Don’t save energy for future. Call in all your favors.Give everything you’ve got. Leave nothing in the tank. When you are forced to fight, you must win….

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If you’re not having fun, something is wrong

Work should be fun. If it’s not, there is something wrong. Maybe it’s because you don’t believe in what you sell. Maybe it’s because you don’t share the values of your company. Maybe it’s because you simply don’t like some of your colleagues. Whatever it is, do something about it. Sell something else. Redefine your company values….

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Employee vs owner thinking

An employee is always looking to prove himself right. An owner is always looking for the truth, regardless of whether he’s right. An employee wants the winning idea to be his idea. An owner wants the right winning idea, regardless of whether it’s his idea. An employee wants the world to work the way he thinks it…

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Having a plan B doesn’t mean you’ve given up on plan A

You may think that the best way to find success is to block your retreat. Burn your boats. Ensure everyone knows there is no alternative to victory. Sometimes that is inevitable, but most times its stupid. Its always better to have a plan B. Having a plan B doesn’t mean you don’t think plan A…

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Sometimes great deals really are true

“It’s too good to be true.” “There is no such thing as a free lunch.” “What’s the catch?” Be very cautious when a great deal  crosses your path. Always look for the catch. Usually there is a trick, and if you miss it you’ll lose money. But sometimes great deals DO fall into your lap. Sometimes there…

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Listen to your customer

Ignore people who say that the customer doesn’t know what he wants. They’ve ready one too many Steve Jobs books telling the world how the customer needs to be told what he wants. Not listening to your customer is arrogant and lazy. And stupid. Your customer is your best source of information. Drop your ego….

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Dreamers need doers

You’re a dreamer. You’re a reader. You’re a thinker. Great, well done. But what good is a dream without turning it into reality? Most dreamers can’t make their dreams come true. They needs partners that are doers. Doers don’t have dreams. Dreamers can’t do. If you have a dream, congratulations. Now go find a doer.

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If the customer doesn’t ask, don’t offer

You’re in a negotiation. You’ve already closed the deal. Instead of signing and walking away, you decide to give the customer a little bit more value. More features. More discount. That’s just stupid. If the customer doesn’t ask, don’t give. Your job is not to be Mr Generous. Your job is to make a profit….

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Its not loyalty OR meritocracy

Some people think merit comes before loyalty. Choose the best man (or woman) for the job rather than the one who you know has your back. Ignore these people. Loyalty IS merit. Startups are about speed. Speed is about trust. Trust is about loyalty. If you want to move fast, you need people you can…

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Beware corporate BS artists

Big brain, smooth talker. Beware. These guys do well in big corporates where they can razzle dazzle with eloquent arguments and take credit for performance of underlings. They don’t actually do anything, except talk a good game and play corporate politics. Sometimes these guys get the idea that they’d be valuable in a startup. As…

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The only thing that matters is whether you deliver the goods

Handsome. Tall. Smart. Fast. Whatever. In startup world, it doesn’t matter how impressive you sound and look. The only thing that matters is whether you deliver the goods. In startup world, you can’t fake it. Interaction with staff, clients, investors and suppliers will always reveal the real deal. And expose the fakers. If you want to find out if someone…

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