Stop Pitching Products and Features

A couple of co-workers from my company's Sales Development team asked me what they should be talking about when they reach out to a potential customer to try and get a meeting. I asked about their current talk track and listened as they told me about the latest feature. I winced at hearing about the … Continue reading Stop Pitching Products and Features

Self-driving cars are not the future

Imagine you're in the New York area in 1805. Traveling to Philadelphia takes you roughly a day and a half. You must stop to refuel - yourself, your companions, the horses, and so on along the way. Compared to today, travel is slow, uncomfortable, and fraught with risk. Only one century later, railroads have spread … Continue reading Self-driving cars are not the future