There are probably a multitude of reasons. But let me suggest one reason I learned when I was an exec in a F500 tech company: Headcount was mostly fixed for a year. But, Budgets were more elastic and flexible. Top tech companies might employee 10,000–30,000 or more...

The hardest rejection I’ve had in sales was around renewals. Especially ones I thought we really had earned. But still lost.In particular, in the early days of EchoSign / Adobe Sign, we had a particular manager at a strategic partner where I did everything I could to...

My list: Same values and commitment as you. No matter how smart you both are, you also have to share the same values and commitment. Are you both 100% all-in? Are you both willing to go 18–24 months before initial product market fit? Are you both willing to do what it...

If you are a founder hiring salespeople to manage yourself (i.e., you don’t have a VP of Sales or other sales leader yet) … your #1 criteria should be trust. Specifically, does your gut and time with him/her say you can trust her with a lead. Leads and potential...

It can be harder than you might think. The further you are along in your career, the easier it is to have the time, networks and personal capital to be an investor. No question. And it can take a decade or more to make any real money from investing. It’s hard to have...