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Sales Pipeline Management - CEOs Tell How to Combat the Happy Ears Syndrome
The first in a two part series
by Clark Waterfall
OK, admit it. As CEO of a growth stage technology company, when it comes to your sales team, they all have “happy ears.” You know, this is the optimism that insists that the prospect call that just took place the week before is not only a “sure thing,” but is also a particularly big sized deal, and will surely close before the end of the quarter, with room to spare. Unfortunately, “happy ears” are the occupational hazard of a good sales person.
[FULL STORY]
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Finding Humor in Today’s Job Market
by Howard A. Samuels
Most associates know the Mercator Group as an interim management and strategic advisory firm. What many don’t know is that during the peak of the Internet boom, Mercator managed a small investment fund named Mercator Ventures. As soon as we made our first investment, we were added to every known list of VC firms, and then we were inundated with every resume under the sun. Below are a few out-takes from some of the cover letters and resumes as well as my tongue-in-cheek comments.
[FULL STORY]
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THE MERCATOR GROUP WISHES TO EXTEND BEST WISHES FOR A HAPPY, SAFE AND HEALTHY HOLIDAY SEASON TO ALL!
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ARCHIVE
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Issue 9
October 20, 2003
Vol. 2
Issue 7
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Issue 8
August 18, 2003
Vol. 2
Issue 6
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Issue 7
July 15, 2003
Vol. 2
Issue 5
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Issue 6
June 15, 2003
Vol. 2
Issue 4
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Issue 5
May 15, 2003
Vol. 2
Issue 3
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Issue 4
March 17, 2003
Vol. 2
Issue 2
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Issue 3
January 15, 2003
Vol. 2
Issue 1
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Issue 2
November 19, 2002
Vol. 1
Issue 2
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Issue 1
September 12, 2002
Vol. 1
Issue 1
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