“Reward all acts of bravery.”

Hard to let them fail, but so important.

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• Round one should feel like you're going way too slow and you have a strong urge to just fire on ahead.
• Round two should feel like you're perfectly pacing.
• The final round should feel like you're barely able to get the work in with the determined workload/rest interval

Pacing has been something I've been really working on this year. Hardest part for me is slowing down in round one.

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There’s really only one key factor that distinguishes enterprise selling from everything a product person knows, and that is enterprise selling ends with the product and starts with the enterprise.

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There are hundreds of books on how to negotiate. You can spend a year reading them all to become a great negotiator. Or you can do the one thing that will give you the upper hand in every negotiation: be willing to walk away.

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