Focus on repeatable medium-sized lands instead of chasing whales.
Tag Archives: startups
The PoC Playbook for Startups
How to structure PoCs that lead to ARR.
Hiring reps 2 through 10 at your startup
35% of AEs don’t work out. De-risk your next sales hire.
A Sign of Progress
When your boss tells you it’s time to hire someone more experienced than you.
Go Hard in the Paint
Great basketball players and sales reps have a lot in common. They go hard in the paint.
The Stoic Salesman
Sales can be a grind. Stoicism provides us with the framework to prevail.
Death of a “Top-down” Salesman
The demise of the “Steak Dinner” playbook.
Don’t Move to Denver
The permanent shift to Remote Work is overhyped. The Bay Area is not losing its crown because of COVID.
Growth Compound 