Hiring a Kickass VP Sales

Hiring a sales leader is challenging, and it’s not uncommon to get it wrong the first time.  I’ve helped several of our companies with a VP Sales hire as of late, so I thought I would pass along some of what I look for during an interview.  Sales leaders come in a lot of different flavors, so it’s important to dig in and understand how their prior experience and success correlates with your own situation and next phase of growth.  One disclaimer - I am just outlining sal... Read more

Never Split the Difference

I’ve always been fascinated with the art & science of negotiation.  In some way, shape, or form, we negotiate almost every day.  Within the last week or so, I’ve negotiated with my graduating senior on overcoming senioritis and taking his final AP exams seriously, discussed the terms of a prospective investment, haggled on rates for pressure washing and staining our house, and negotiated the compensation package of an executive at one of our portfolio companies. ... Read more

Happy Money

Following a recent recommendation, I read Happy Money by Elizabeth Dunn and Michael Norton. The book explores the age-old question: can money buy happiness? The answer – in a nutshell – is yes, but it depends on how you spend it. (more…)

Introducing “What Vocap is Reading”

If you are like us, you consume a lot of content (books, blogs, podcasts, etc.) that is directly or indirectly related to personal or professional development, but you find it challenging to consistently internalize the insights to the extent that they guide your behavior in the long term. (more…)