Blog

Sales insights for
B2B founders.

Practical advice on founder-led sales, building sales teams, and scaling revenue — from 23 years in the trenches.

How to Run Demos Without Founder Heroics

How to Run Demos Without Founder Heroics

Quota Setting for First Reps (Without Guesswork)

Quota Setting for First Reps (Without Guesswork)

MEDDPICC for Startups: What to Keep, What to Skip

MEDDPICC for Startups: What to Keep, What to Skip

Challenger for Early-Stage Teams: Practical Version

Challenger for Early-Stage Teams: Practical Version

SPIN Questions for Complex Deals: A Swipe File

SPIN Questions for Complex Deals: A Swipe File

Sandler Upfront Contracts for Founders (Examples)

Sandler Upfront Contracts for Founders (Examples)

How to Qualify Multi-Stakeholder Deals in 15 Minutes

How to Qualify Multi-Stakeholder Deals in 15 Minutes

The Fastest Way to Find the Real Decision Maker

The Fastest Way to Find the Real Decision Maker

Stop Discounting: 7 Levers Before You Cut Price

Stop Discounting: 7 Levers Before You Cut Price

The Only 3 Metrics That Matter Pre-Series A Sales

The Only 3 Metrics That Matter Pre-Series A Sales

Sales Compensation Plans for First AEs (Simple)

Sales Compensation Plans for First AEs (Simple)

When to Add SDRs vs More AEs

When to Add SDRs vs More AEs

The First 30 Days Onboarding Plan for New Reps

The First 30 Days Onboarding Plan for New Reps

How to Train Reps on Your Product Without Rambling

How to Train Reps on Your Product Without Rambling

Objection Handling Library: Build It in One Weekend

Objection Handling Library: Build It in One Weekend

The “No Update” Follow-Up That Gets Replies

The “No Update” Follow-Up That Gets Replies

How to Re-Activate Dead Opportunities (Templates)

How to Re-Activate Dead Opportunities (Templates)

Your Deal Review Checklist for 30+ Day Cycles

Your Deal Review Checklist for 30+ Day Cycles

How to Build a Repeatable Outbound Motion from Zero

How to Build a Repeatable Outbound Motion from Zero

Inbound Lead Triage: Stop Booking Bad Demos

Inbound Lead Triage: Stop Booking Bad Demos

Pipeline Reviews: The Weekly Agenda That Works

Pipeline Reviews: The Weekly Agenda That Works

The Discovery Script That Cuts Cycle Time in Half

The Discovery Script That Cuts Cycle Time in Half

CRM Setup That Actually Helps Close Deals

CRM Setup That Actually Helps Close Deals

Your First Sales Hire Failed—Here’s the Fix

Your First Sales Hire Failed—Here’s the Fix

A Founder’s Guide to Building a Sales Playbook Fast

A Founder’s Guide to Building a Sales Playbook Fast

When to Hire Your First AE (Seed vs Series A)

When to Hire Your First AE (Seed vs Series A)

The 90-Day Plan to Stop Founder-Led Sales

The 90-Day Plan to Stop Founder-Led Sales

How to Transition From Founder-Led Sales to a Sales Team in 90 Days

How to Transition From Founder-Led Sales to a Sales Team in 90 Days

Founder-Led Sales: The 7 Hidden Growth Taxes

Founder-Led Sales: The 7 Hidden Growth Taxes

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