Every essay since 2010, newest first.
Within the technology industry, the term “eating your own dogfood” has been widely used to describe the practice of using and demonstrating the confidence in a product by giving it real-world usage within your own company. As a technology focused...
I have in the past written about value focused selling and selling technology, but this time I want to discuss the importance of truly understanding your customer. Sadly too many sales people don’t invest enough time in gaining a deep understanding of...
This coming week I am fortunate enough to have been invited to attend the Social Innovation Summit West 2016, which is held here in Silicon Valley. The theme of this year’s summit is Business Innovation meets Social Transformation.
Earlier this summer we at Beringer Finance hosted a conference that took place at Iceland’s most beautiful fly fishing river, Norðurá. We had a number of entrepreneurs, investors, and venture capitalists attend this 3 day unique experience.
My career got a lot more interesting when I stopped needing to be the expert and instead was willing to be confused, asking questions and openly eager to learn more. Reading the above status on Facebook from my friend David Weekly was a stark reminder of...
A couple of weeks ago I wrote about the importance of focusing on what technology delivers when selling technology solutions. The underlying reason for this is that you want to focus on the value that the solution delivers rather than what it comprises of.
One of the most common mistakes salespeople in the technology industry do is to try to sell the customer the technology. This may sound like a paradox, but the truth is that the only way to sell someone technology is to sell them what that technology enables.
Last week I wrote about the cultural difference between entrepreneurs in the Nordics and in Silicon Valley. This week I want to talk about the cultural differences between investors.
During a panel discussion a couple of months ago, a number of successful entrepreneurs from the Nordic countries (Iceland, Sweden, Denmark, Norway, and Finland) were asked what was the most difficult part about raising money here in Silicon Valley from a...
A year ago I spent most of my time in West Africa leading a team of technologists determined to disrupt the Ebola Outbreak that was ravaging the countries of Liberia, Sierra Leone, and Guinea. While most people tried to avoid the dangerous virus and the...